NATIONWIDE & INTERNATIONAL EDITION
MY CRYSTAL BALL: FEATURED LENDER
IRA MELTZER FEATURED AGENTS
ARTUR ISRAYELYAN CARLO DIPASQUALE ERIN OMIATEK KAYLA NIEMAN LISA CARSWELL MATT SALWAY MIRTA ARROYO MONIKA DEROUSSEL COVER STORY
DOUGLASS HOLMES
You CAN Predict You’ll Be Successful Selling Real Estate
HOW TO NOT LOSE A CLIENT
in 10 days
WHAT SELLERS WANT FROM YOU
As Their RealEstate Agent Is Starting a Team
THE RIGHT SOLUTION FOR YOUR BUSINESS?
NATIONWIDE & INTERNATIONAL EDITION
IRA MELTZER: BEYOND THE SALE: KAYLA NIEMAN’S MISSION INING SUPER-JUMBO MORTGAGE FINANCING TO BUILD CONNECTION THROUGH REAL ESTATE
aunched career with clients Ontario have funded billions inexpand transactions. and reach, Forhis Kayla Nieman, founder 7 of Kayla Realty 15 23 the Ottawa area to 33 19 while across major online cliand member of Signature Team Realty Ltd, Much of itspushing growthlistings comes from repeat ransaction—originating platforms, community groups, and local real estate is far more than contracts and ents andmedia. referrals, a testament to the trust Ira ortgage’s firstIt’s$2about mil-people, relationships, Her goal is simple: position each home closings. has cultivated over he deal, financed to reach the rightdecades. buyers and“Our deliverclients the best are andwhich trust. Before entering real estate, she results. standard is clarity, speed, stospent years procurement specializing some of the Her most successful and and sophistinner George C. in Scott’s rytelling that makes buyers fall in love. in contract management, honing her skills cated borrowers in America,” Ira says. “They Martindale’s Malibu in negotiation, communication, and value expect the best,matters, andCARLO we don’t disappoint or what would and Kayla shows up every- our analysis. Yetbecome even HOLMES with that background, DOUGLASS ARTURVisibility ISRAYELYAN DIPASQUALE IRA MELTZER KAYLA NIEMAN clients.”where—online and in person. She’s active on she knew success couldn’t be measured on a in high-value residenthirteen social “This business 57 65 platforms and still 73 believes in 41 isn’t just about 49 a year,spreadsheet. Ira was named touchpoints:market newspapers, bulletin to transactions, it’s about people,” she says. As the old-school luxury housing continues op loan officer nationboards, radio, sponsorships, and community “Real estate lets me build genuine relationexpand, OneMillionDollarPlus is scaling events. “Kayla Realty isn’t just about selling homes—it’s help clients make one of life’s most meaningful d for ships two and consecutive meetpartdemand. This year the firm’s abouttobeing of the community and marks always showing investments—a home.” signal of the record-setup for our clients and neighbors,” she says. That accessi-with most ambitious move yet: a partnership ble presence keeps her top-of-mind and approachable long Working as a solo agent today, Kayla is actively growing a one of the nation’s largest conforming VA & before someone is ready to move. team grounded in care and integrity. She seeks professionals mortgage Through this DEROUSSEL collaboration, Ira’s MATT SALWAY companies. MIRTA ARROYO MONIKA ERIN OMIATEK LISA CARSWELL who treat every client like family and honor theFHA responsiresidential mortgage financing indusRelationships don’t end at closing. Kayla keeps clients close bility that comes with big decisions. “I want people who SuperJumbo exclusive services are now available nationellar reputation as one of the country’s through personal check-ins, birthday and holiday messages, see beyond the sale and truly serve,” she explains. For her, CONTENTS wide, powered by thousands of MONIKA loan officers across the nancingexpansion advisors the ultra-wealthy. and the occasional knock DEROUSSEL on the door if she’s nearby. “If isn’tfor about headcount—it’s about culture: elevatcountry. promises tostop expand reach expo4)loans Mystandards, Crystal Ball: You Can 39) Are Real Estate Myths I’minitiative in theThese neighborhood, I’ll to saytheir hello—the same ing service systems, and Predict creating a client This e originated with refining America’s largMATT bringing elite solutions a new You’ll Befeels Successful Estate Holding You Back? way familytheir would,” she financing says. That sincerity fuels to loyalty personal at Selling step.Realnentially, ortgageexperience brokers,that and bankers. Inevery 2015, andaffluent referrals; roughly five percent of her business already SALWAY generation of homebuyers. 47) Key Mistakes To Avoid For 13) Is Starting A TeamaThe o createRooted OneMillionDollarPlus, comes from repeat clients, and that share continues to grow. in the Ottawa Valley, Kayla bouproudly serves one of MIRTA Home ARROYO Sale Right Solution For Your Business?its nature, A Successful Ontario’s most beautiful regions—championing ng exclusively in multi-million-dollar notThe only about numbers—it’s all hesitate—“not about relation55) Three Important Asked what she’dMost change, Kayla doesn’t community spirit, Player and genuine people. Guiding Ira’s buyerswork and is 17) Every Is Valuable: The company has since become the ships. she Known forShe’d hisFor discretion, has become trusted much.” simply tellEstate herhe younger self to trustthe the prosellers across ValleyYour to match lifestyleMorale with location, Qualities Real Success How Tothe Boost Team’s naires,says, celebrities, and business leaders cess and keep learning. Each transaction teachesseek something “I love helping others see the potential here—whether choice when billionaires andDown celebrities quietly financ63) How To Cut On Digital 20) Embracing Smart Homes: Does new: how to negotiate better, listen deeper, and guide more it’sand a first a family retreat, or an investment propecision, thehome, lowest available intering for homes that demand privacy and sophistication. He And Yourcentral, Productivity effectively. Giving backUp remains too—she supports erty.”New Beyond transactions, Really her workIncrease preserves the charm Distractions Technology n’s largest home loans. communicates success through client stories, industry rec-
localWhat arenas and youthWant hockeyFrom teams You and mentors women 71) Sellers in real Grounded, passionate, client-first, Kaylalike ognition, and a estate. consistent presence media outlets As Their Real Estate Agentinand
that draws people to the region in the first place. Home Value?
29) How Toa Not Lose Aevery Client Plus, Ira and his gets team structure NiemanJournal, continues Bloomberg to build not just a business, but a The com- LA Every listing tailored plan. Kayla buildsThe individuWall Street Wealth News, 79) Keeping In Touch – How To Stay In In strategies 10 Days munity—one relationship at a time. In a market that rewards alized that combine professional presentation, inancing above $1 million, averaging Times, and Your national television interviews. Clients’ Lives For The both expertise and empathy, her Long clients Haul get both—and data-driven digital exposure, and real-world relationships. oan. The firm specializes in purchase homes that fit their lives perfectly. She leverages a robust network of agents across Southern bridge loans, both mid-construction Outside the office, Ira dedicates his time and resources to Phone 310-734-1440 | Fax 310-734-1440 ® perm loans, HELOCs, ARMs, DSCR Contact Kayla Nieman, Realtor | Signature Ltd,heart, Brokerage | Ottawa Valley, Ontario causesTeam closeRealty to his including Skid Row’s Midnight mag@topagentmagazine.com | www.topagentmagazine.com , and private money solutions—always Mission, Children’s Los Angeles, |613-281-4770 | Facebook: @KaylaRealty kayla@kaylarealty.ca | kaylarealty.ca No portion of this issue may be reproduced in any manner whatsoever without priorHospital consent of the publisher. Top Agent and affordable Magazine isneeds. publishedWith by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published to each client’s relationhousing initiatives. He highly values travel and time spent @KaylaRealty | LinkedIn: Kayla Realty | YouTube & TikTok: materials,Instagram: Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its@KaylaRealty authors. n’s top private banks, theaddress, firm delivers with his wife and family. To subscribe or change send inquiry to mag@topagentmagazine.com. Published in the U.S. lending options for complex financial Copyright Top Agent Magazine 2 Top Agent Magazine With four decades of expertise, Ira Meltzer stands as one of the most knowledgeable and trusted figures in the mortgage www.
mailto:mag@topagentmagazine.com http://www.topagentmagazine.com
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My Crystal Ball:
You CAN Predict You’ll Be Successful Selling Real Estate ►Carla Cross, CRB, MA
You can predict if you’ll be successful in real estate. It’s not what you think, either. 4
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Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. What New Agents Expect From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business. What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business? When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.
Expecting ‘Dumb Luck’ to Carry You to Success Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and Top Agent Magazine
sell them a home. We know that’s not the norm, though. Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure businessproducing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.
Your Manager Could be a ‘Dumb Luck’ Manager– Pardon the Expression… Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once new agents are mentally and emotionally out of the business, they will resist any help from managers. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions.
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Are You Lead Generating on Purpose? Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals? Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business: • 20 contacts to get one buyer or seller lead • 8 times of putting people in the car to sell someone a home • 3 listing appointments to gain one marketable listing
• 80% of listings sell • 80% of transactions close What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?
Best Advice to Create your Assurance Plan Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. Analyze your numbers frequently. You’ll stay on track AND assure your success.
https://carla-cross.com In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development.
She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions. Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right. 6
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DOUGLASS HOLMES Top Agent Magazine
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Dedication, Design, and Drive: The Real Estate Journey of Douglass Holmes For Douglass Holmes, real estate wasn’t the career he planned — but it’s the one he was meant for. After leaving a successful career in network television, he found himself at a crossroads. “My brother-in-law suggested real estate, and I told him, ‘No way,’” he recalls with a laugh. “Six months later, I relented — and 23 years later, I’m in the top 100 out of more than 58,000 agents in 8Copyright Top Agent Magazine
New Jersey.” His story is a testament to the power of persistence, passion, and purpose. Douglass’s transition into real estate was as unexpected as it was transformative. He discovered early on that his background in media gave him a unique edge — an understanding of storytelling, presentation, and audience connection. Those skills translated Top Agent Magazine
seamlessly into helping clients market and sell their homes with creativity and confidence. “Television taught me about communication and consistency,” he says. “In real estate, that’s everything.” What began as a leap of faith soon became a lifelong calling. In addition to being a top-producing agent, Douglass offers complimentary staging ser-
vices for every listing he represents — a feature that truly sets his approach apart. “Presentation isn’t just important, it’s everything,” he says. Staging has become both a personal passion and a thriving side business, allowing him to transform spaces with intention and elevate their market appeal. “I approach each home with a designer’s eye and a strategist’s mindset, curating layouts that highlight flow, light, and lifestyle,” he
Top Agent Douglass Holmes proudly serves all corners of New Jersey, though he’s especially rooted in Northern New Jersey, where his reputation as a trusted advisor continues to grow.
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