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NATIONWIDE & INTERNATIONAL EDITION

HOW TO THROW A NETWORKING EVENT that Can Put Your Business on the Map

FEATURED AGENTS

CHRISTIAN ANDERSON JACQUELINE CHERNOV JAMIE STONER JAY CAPUTO KALEENA SCHUMACHER KATIE BEELER HENSON LI LIU MELISSA GATES MENY ATIAS MERRI PERRY PAUL SWANSON RACHEL HICKS SARAH LOBERG TJ WESTMORELANDMAHAN

The Three Most Important Qualities For

REAL ESTATE SUCCESS Are These

REAL ESTATE MYTHS

Holding You Back? Turning Your Profession into a PASSION

NATIONWIDE & INTERNATIONAL EDITION

11 12 17 JAY CAPUTO 21 22 25 — ASERVING CLIENTS WITH KATIE BEELER HENSO JAMIE STONER — REPRESENTING BUILDING BUSINESS THROUGH LIU KALEENA SCHUMACHER —LISER CHRISTIAN ANDERSON — BUILDING TRUST JACQUELINE CHERNOV — THE WESTSIDE HOSPITALITY, STRATEGY, AND HEART HOMES WITH CHARA TRUST, DESIGN, AND AUTHENTIC CONNECTION COM BEYOND THE TRANSAC THROUGH LOCAL KNOWLEDGE AND CLIENT CARE WITH COMMUNITY, LIFESTYLE, ANDCLIENTS TRUST

Jay Caputo’s path to real estate so clients understand where Henson they stand Katie Beeler didfinanci not d Liu elevate the overall feel valueArmy of their SheLi offeri After serving in and the U.S. and home. the market,

Jamie Stoner began her real

began says after a he highly accomplished of their largestbegin investments. supp her careerThat withongoing a clear Looking back, Christian would nothands-on change how Christian Anderson was encour-Chernov uralplan co later working as an Army recruiter, and pricing. estate while she was istouch extremely throughout the process, guiding Staying past Jay’s clients important toabout Jacqueline wascareer drawn career as a in James Beardwith Awardbeliefisthat real estate is not only buy toalso enter real estate. After graduatKaleena Schumacher realized that loved m he started. Every challenge, hiccup, and learning experiaged to enter realto estate by still in college, nearly 11 years each listing with purpose and attention to detail. Her nominated chef.because As he wasshe retiring ing a home; iting is about people achieve Jacqueline views those relationships as Her genureal estate because buying with a helping history degree, felt own she marketin helping people navigatewhere majorevery life client walks MERRI PERRY — HELPING SOUTHERN NEVADA ago. It was the summer before goal is to create an experience feels CHRISTIAN JACQUELINE STONER ence JAY CAPUTO KALEENA KATIE LI LIU results. helped confidence, and understand family friends whoJAMIE saw potenfrom the culinary world, hedecisions looked and make informed decisions for theirKaleena future. shewas had limited obvious career s inebuild connections, not one-time transactions. She reaches out or selling a home is one ofhim the grow, something she truly h her sophomore year for when her career likethat they are her was only client, supported by thoughtful ANDERSON FAMILIES SCHUMACHER BEELER HENSON paths andher found herself gave falling BUILD THROUGH HOMEOWNERSHIP a situations. new interested updates, client su how to handle different Those early lessons tialCHERNOV in him STABILITY and believed the passionate about. Recruiting taught throughout the year to congratulate clients on milestones, biggest personalhim, andoffered financial back, Jaythe saysindustry. he would tell his youn sister, who was already in the andLooking abuild highly personalized approach that pas into Even after a opportunity, and allowedcommunication him to continue honest look behind how to listen, trust, understand shaped the way he works today andmarket made him astop better be adecisions strong fit. spending money buying leads instea privilege of helping generations Growing up, Merriindustry Perry did not could have much, share relevant updates, or simply see howshe they a person can make. She couple of years, wasand not fully industry, encouraged her way. to of Real fromestate starteach to finish. serving people inmultiple a meaningful quickly experience, real es howeve person’s goals, and guide them RACHEL HICKS — GUIDING NORTH AL the same families, from grandparents to par-young and she 26 never MELISSA experienced 30in agent 33 34 37right 39 creating real connections with real people. for his clients. Starting also gave him the Once the hestability began learning more GATES — ADVOCATING FOR HAMPTON 29thattake convinced it was the fit. It took encouragement, conexperience with became the right fit. Jay found that he could bring the SARAH LOBERG — are doing. She also hosts an annual holiday party for past wanted to be a position where a job renting apartments at a small boutique agency PAUL SWANSON — GUIDING WITH TRUST TJ WHm through an important andofsometimes the work. The real value REAL ESTATE LEADERSHIP ents,BUILDING children, and now even grandchildren. can come with owning a home. That earlyMENY ATIAS — the most meaningful growth comes from provi CLIENTS WITH TRUST, RELATIONSHIPS, fidence-building, andclients time for Katie to the discover where sheA Jamie stays connected with long after transachomes, probate, same spiritsaw of “unreasonable fromand his years as transitioned opportunity to quickly, develop professionalism, about the business, he quickly realized how much heguide she worked. At first, Jamie itbecome aslearn a way tohospitality” help overwhelming process. She later into the insurance ROADS CLIENTS WITH INTEGRITY, SERVICE, AND CARE Many clients have lifelong friends, experience became a powerful source ofwhere clients, friends, family, creating a fun opportunity to she could friends, peers, munication, thoughtful negot THROUGH REAL ESn COU showing up her with integrity, and being authenti EXPERIENCE, AND CONNECTION THROUGH PEOPLE, SYSTEMS, AND LEGACY truly belonged. Finding niche in unique, vintage, andin distinguish her a chef into helping families achieve real estate goals, tion iscontinued complete through frequent personal touchpoints, and their referrals the greatest complimotivation and ultimately inspired tofund industry, sheattending helping individuals and families her future study abroad program infoundation Prague, but shewhere and build theremain for atheir long-term career. enjoyed it. What stood out most washerthe opportunity tothrough feel confident through high-s reconnect. By community events and supporting and clients that process self.changed Outside of ongoing real estate, Jay anda sense hiscomes team marketing historic homes everything, giving her of n ment she can receive. pursue a careerMelissa in real estate. wantedreal toquickly and he discovered thatthan he protect loved work. newsletters, and Instagram. These connections what mattered most to them. Over time, she felt called Rachel Hicks has always enjoyed Rachel’s relationships do real and estate was more a sumLoberg’s path into real GatesShe pursued estate realized information items of far value. Her goal is to the remain a supporters ofSarah local schools and children, ak help peoplehelp through major life decisions while building no better feeling for her than local businesses, Jacqueline continues to remain present with honesty, and confiAtias entered the care, real estate Every listing receives a custom marketing plan designed others achieve the dream of homeown-Meny purpose and passion for the work. After more than 20 years in the Looking back, Paul says he would ha TJ Wes to serve people in a different way by helping them through one helping people and building relastays connected with past cl reflect the relationship-driven foundation of her busiestate was something she never because she wanted to help guide trusted resource, whether abusiness client needs real estate guidance, mer job. She immediately fell inyears love with the pace, the Looking Merri would still putJay her clihis tobuiltgrow, Christian looks Kaleena’s commi Now sixback, into real estate, has amost business cenlocal food banks, Habitat forclient Humanity, the R and the security,along pride, and stability itindustry with a vision has thatAs extended around thecontinues property’s unique story, target buyer, and current navigating a complex deal, meaningful ership relationships the way. Since starting music industry, Paul Swanson began a consistent business and marketing tionships, and real estate gave media, appreciation of the largest and personal decisions they will ever make: and accessible long after closing. dence. Building genuine relationships always been at enjoyed planned. Whileowns finishing college, Jamie, the work is real not about chasing volume or and than protect people one andmarket insight,ents or afirst reliable professional recommendation. and build herthrough business on honesty, ness. For Now the opportunity to help clients mean14 years into estate, Katie Knox Native Through her priv can provide. More 35 years later,through help-people, tered on service, authenticity, and connection. He has had the Alzheimer’s and thethrougho Nation far beyond selling homes. From market conditions. Depending on the home, that strategy forward to becoming more involved with local orgahappy client at the end of the her the opportunity make aFoundation, regular check-ins buying orfor selling a next home. and relationships. Those values have looking his career chapintohis career. While networking has estate she was a issuccessful waitress, ofcenter the biggest financial and emoin real estate 2021, has continued to grow expanding beyond what feels authentic. It about being the of her work, and she takes pride inintegrity, being someone ing in people build aChristian better future through real ingful transitions. ins, market updat Real Estate, a brokerage with 10 agents serving Knoxville, a team for four years, and recently merged with another Foundation. the beginning, his goal was to may include staging consultation, seller concierge services, Looking back,nizations Melissa would still leadsuccess with honesty, hard meaningful impact during one know they can always reac been the foundation ofcommunity her throughout and when she graduated, her boss and initiatives intrusted, the future. His decisions of their lives. Looking back, Jacqueline would absolutely make the same a ter. Around that time, friends of his well, would have placed even mor estate remains what motivates her every day. MERRI PERRY PAUL SWANSON RACHEL HICKS SARAH LOBERG TJwho MELISSArooted GATES MENY ATIAS present, and invested inhe the people choose events, andmake ongoin Tennessee, and the surrounding counties throughout East a business in tional communication, trust, and work, steady people can rely on for thoughtful advice and steady guidstrong team, Level Homes. his team is Now 13Today, years into real estate, leads Schumacher Group build that deliver professional photography, cinematic video, drone imagery, and genuine care for clients because those values her career. Theher one thingUp she would do differNow six years into real estat ofSavor, theKaleena biggest decisions of someestate question, need mark encouraged her to find what he From the beginning, she caredorganizations one of purchased a home and were disaptionally growing his business and ear Jay is deeply grateful to the people who have commitment to Southeast Wisconsin extends beyond WESTMORELANDsource for advice investment in building relationships because those relaToday, Jamie works as a solo agent, serving clients wherto work with her. Tennessee. As she built her client base, Katie began working serving the Greater Kansas City across bothcalled Kansas and is invest infloor morebusiness. real After the top 1% of agents. Sheshe works asexceptional powered by Level Upestate Homes, shared service, opportuplans, dedicated property websites, digital and print have builtcreate the foundation of her Ifherself. she bringing could do together Knowing can help make what is ently often a stressful one’s life.area She was drawn toGroup, the a “big-girl guidance. Merri is in ance. recommendation for aand trus Through a anS serving Oakville deeply about ethics, fair housing, lives. his journey. He would like to job.” thank his wife clients, referral p MAHAN pointed inFrom thetheexperience, which clear, consistent message. He has lea with people who treated her with extraordinary kindness, they bringand her, most often throughout Chicago’s helping so many clients wealth a solo agent with the support of her licensedever Missouri. beginning, her daughter, Madison, has worked experience, energy, and a herself strong commitment to client real estate, and hebuild hopes tothrough continue finding meaningful tionships often grow into lifelong clients, referrals, and anything differently, she would believe in sooner nities for rewarding others, make a lasting marketing, targeted advertising, social media campaigns, combination of problem-solving, series of introductions, Sarah found herrelationship-driven way into real estate property rights, and advocating experience feel exciting and is what motivates brings a differen is something she are his “why,” as well as Stavros Voudouris, his homeownership and investment properties, she recognizes assistant, serving clients throughout Las Vegas, North Lasand Looking back, Jamie would not change her path, from Looking back, Rachel wou referred her to their friends and families, and supported her led him to take a closer look at real of helping people understand not onl alongside her, and Kaleena considers it a true blessing to have Near North Side and the surrounding suburbs. Having care. serve Northern Virginia, D.C., and get involved inThey industry earlier. Washington, Those impact on the strengthen communities they serve. Real estate became and leadership exclusive pre-market exposure designed toone maximize negotiation, andthing service, knowand never looked back. What began as an unexpected career friendships. If she could do differently, she would ways to support the communities that have shaped him Christian works as a solo agent serving the Greater for policies that homehow powerful real estate can be as a long-term investment Vegas, Henderson, Pahrump, Springs, Laughlin, focusing on building trust, una theahis Transaction” member, continues to thrive alongside him story, her every day.Indian first because business in ways she never expected. In such competitive starting ining rentals to joining awho sales team and eventually her as part business. More recently, Haylee and Savannah estate. He saw an opportunity toofhelp people through one he does itrelationships how experienc lessons have shaped way sheJay’s serves clients, mentors grown upcould in Chicago, she hasthe built her business Maryland, while personal focus isthe on McLean, North thatthe each transaction requires the platform through which he combine entrepreinterest before aalmost property reaches market. quickly became a why passion for helping people through some ownership and local communities. estate her in the and wishespersonally she had purchased more properties earlier inofficially Pioche, and other outlying cities acrossgave Southern Nevada. have started building her personal brand and sphere of influmitment to and professionally. Milwaukee and Racine areas.Real Having lived Southeast her business. Early innurtu her thankful for his new partners, Andrea Vaccarel needs, and helping buyers an new go industry, realizing that clients were actively advocating for joined the team, adding additional support as Schumacher Group becoming a solo agent. Every chapter felt authentic and others, and continues to grow as a leader in the real estate both knowledge and care. Every client’s story is different, Arlington, Falls Church, and Vienna in Virginia. neurship, leadership, and client advocacy into one mission. of life’s most important decisions with better communiof the biggest moments of their lives. More than 20 years entirely through her sphere, repeat clients, and referrals. opportunity What to combine values service,of the her career. CONTENTS she lovesthose most about Laswith Vegasclient is the diversity homeownership. oflife. people always Martinich, and looks forward wi Beyond marketing homes, Meny is later, passionate her was both deeply meaningful. Paul also gives back toelse. organization ing their first home, upgrading, continues toloves grow. For Kaleena, real estate is imagine aand natural extenence even earlier. Real estate ishumbling aabout relationship business, and Now into realand estate, Jacqueline with decisions. Whether shethey isleads gu Wisconsin his entire heyears brings a That strong personal community. and Rachel being able to guide people with honesty, aligned with who she was at that point incare her Ifwhat she she still cannot doing anything community and life, the23 opportunities the city offers. Having foundation allows her toworks maintain the and bandwidth to cation, guidance, care. Now starting his 14th year in helping people move forward with clarity, confidence, thing she would do differen What Jay loves most about the area iscould how unique and building together. With a foundation rooted in Giving backChristian has been one of Merri’s core Over theand pastevolve 16 years, Meny hasshe built a reputation asalways both inshe education, leadership, artificial intelligence, isinvesting especially grateful to Deb Cappello, his first sion of values. her military discipline, leadership insurance full ofincluding memories. Nineteen year ful to purchase, him, The confidence, and steady support from start toexperience, finish. watched grow over the years, preparing aCenter listing, give advice to her younger self, she would say has learned that consistency, visibility, and trust create anregion amazing team ofserves. agents serving Pacific Palisades, the support they deserve. understanding of the the communities he The area stay deeply involved in decision every step of150, Giving back is alsf real estate, Paul has built apersonal career grounded in trust, local What Katie loves most about East Tennessee is the characmarketing, and time mana Giving back is every also important toand Melissa. She is involved She hasestate supported organizations including Project Today, Sarah owns BHGRE Special Properties, with offices dynamic it is.technology, Residents can hike alongand the passion Potomac River relationships, and meaningful service, Jay co entrepreneur and trusted real profesand branding to ensure both clients knowledge, for serving others. Whether she is finds it rewardinga tosuccessful help everyone from first-time buyers to be inspired by the chance to Plaines and the Dear Jack Foundati broker, who played an important role in the beginning to focus on building genuine relationships, trust herself a client, Liness. sees her role She support ® neighborthecallprocess. Rather than being defined by one momentum over time. Brentwood, Santa Monica, Malibu, Beverly Hills, Bel knowledge, and strong relationships. ter beauty found throughout the From unique The Just One Project, Three Square Food Bank, Bamboo 4) Playing The Real Estate 23) How Throw A Networking Event Now ninefrom years into the Rachel works asmove aof solo nessregion. processes earlier wou Association and with the Hampton Roads REALTORS offers great mix oftheculture, entertainment, local busiinaand Ripon and Green Lake, Wisconsin. While each agent to luxury clients and investors find a place toserving sional. His experience sellers, investors, and associates benefit innovative strategies and evolvand take in the beauty of Great Falls, then be inbuyer, thebusiness, nation’s help clients forward with confidence and assisting a To first-time military family relocating, a seller Now aeight years into business, Melissa serves ashome. a buyers, building lasting relationships. these causes reflects the same care a families, children sooner, and create a business that reflects who she truly Bridges and Forgotten Not Gone, along with many other of his career. When he started in real estate at 18, he long-term advisor. homes andNorth historic properties houses with details hood or suburb, Jamie’s business is defined by the people agent serving clients throughout Alabama. Shetosays efficiently while maint community-focused real estate and sheregion isHe runs their own business, Sarah they filled never trulystill work Air, Marbusiness Vista, Venice, and greater Westside. Her deep beginning aespenew chapter, or anatfamily navigating aOn difficult life and owners the foundation for developing ing industry practices. believes the strongest businesses capital within ainitiatives, short drive. The offers culture, managing broker and mentor her brokerage. Inbecame that role, nesses, and strong neighborhoods, itmarketathe place he Matchmaker—Follow These 8 Dating That Can Put Your Business The local charities that make a difference in Southern Nevada. Merri believes everyathome deserves making a customized Food Paul works independently, with support available through shape his approach toStronghold real estate: sho is. She has learned that there are countless ways to sucand stories that cannot be recreated, area offers a solo sense appreciates the region for its mix small-town charm, her clients expect. alone. The brokerage operates like athe family, with agents cially passionate about animal-related causes, she works Community involvement is aofmeaningful part of Jacqueline’s was still learning contracts, client and transition, her goal isconversations, to provide honest guidance, strong advoa network of these companies focused onalongside. raising thesupports standard ofsupporting are built by empowering people with the right systems, TJ primarily works as a ag ural beauty, community, and convenience, making it an she not only helps buyers and sellers throughout Hampton knowledge of communities allows her to help clients She also clients beyond real estate by sponsoring ing plan. She combines professional photography, video, genuinely enjoys representing. For Christian, thatincluding local SavingBaird camps, fundraise What Li loves most about Oak & Warner, and serves Park Ridge, Illinois, and the building meaningful relationships, an beautiful scenery, and continued growth. To Rachel, North of place that resonates with her personally and professupporting one another, celebrating each other’s successes, ceed in real estate, but the most sustainable path comes Chance and Island Dog Rescue. She also cacy, and anDeb exceptional level service. To Ensure You Match Your Client service throughout the industry. tools, and support. Roads, Rules but also supports other agents as media, they grow inadvertising, their incredible place toMap live and raise a comfamily. For Jay, helping life and business. She istime aofmember of the Palisades Women’s work directly with her from sta their children’s sports teams, school activities, and drone footage, 3D tours, social online how to overcome objections. took the to menGiving back to the commun is deeply grateful understand not only the properties available, but also the Alabama is a place where people genuinely care about and stepping in whenever someone needs help. Real estate sionally. by one of beauty, the most beautiful contributes to local golf tournaments and fundraisers ural convenience, an surrounding areas. connection to isleaning the region runs community around him. connection matters. knows region well, appreWhile her remains consistent, understands from intoSurrounded your own strengths and being patient natural own careers.email Hermarketing, workHe spans Virginia Beach, Norfolk, munity events. To Merri, success is measured not bysupopen houses,the and her extensive agentprocess clients find theirJamie place inHis such aonly vibrant area both excitsistency and communication ar She enjoys supporting lo League and supports Steadfast LA, along with Yogi’s House, es him, guide him early challenges, and their neighbors and where opportunities exist for firstcan be a challenging business, and isunderstanding, proud to have With The Perfect Home For Them What Kaleena loves most about Greater City is that there porting cancer-related causes, the Virginia Police imaginable, East Tennessee like home Today, Meny leadsas one the fastest-growing Keller Giving back is equally important tolandscapes Meny’s leadership neighborhoods, and long-term value area deep. He has lived in through Park Ridge 29 years, grew up in Kansas shores ofSarah Lake Ontario, thein a that of every client, property, and market requires itsBeach own with growth. Jamie’s chosen organization infeels Chicago homes sold,tor but by theeach positive impact made in the livesthose offor network tolifestyle, exposure. Just important, she Portsmouth, Suffolk, Smithfield, Newport ciates what itChesapeake, has tomaximize offer, and cannot imagine serving ing and meaningful. know who they are speaking wi community events, and or director of operat built a culture where people work independently while still time buyers, growing families, retirees, and everyone in Paul is grateful to the many people a dog rescue mission. Earlier this year, she collaborated is truly something for everyone. The region offers vibrant city Department, and military organizations. Melissa is grateful every sense. Whenever Katie leaves town, she finds herself Williams organizations in California, overseeing more than philosophy. Through Keller Williams, he proudly supports others and the communities she serves. markets herself through relationships, referrals, and more help prepare him to handle situations professionally and News, Hampton, and offers. the surrounding communities.strategy. She uses current Northbrook, and aside from four years at Michigan State data and comparable sales to to support is the Children’s Research Fund Junior Board Sixteen Mile Creek, Bronte C 27) Why Employee Appreciation in need throughout North cess. theevery time, she kn her administrat anywhere else. knowing they have each other’s backs day. between. Helping clients discover what thehis area has to At neighborhoods, established historicit, areas, peaceful suburbs, acrePrincipaland Broker, Jenn foralong believing in her, than three decades of delivering results. Her reputationacross hasto her missing and she truly believes there issame noasmore beautiful success, including of 1,000 real estate professionals residential comCares with charitable Marketing isKW aBryant, major part ofplan Jay’s business, with acreate with Cafe Luxxe toinitiatives, acommunity drink called “The Palibuzz” towife thoughtfully tailor offer and listing tolocal for Ann &strong Robert Lurie Children’s Hospital of and another year in Grand Rapids, has spent his life inH. communities are built when amost calmer pace ofhis life while sti3 Merrieach is grateful to structure her parents,With acknowledging that confidently. a and strong foundation, aearth. growing estate alone. Her clients benefi and genuine care, offer andwhile watching them put down roots is one of theconstruction onemost of her strongest marketing tools, built throughchallenging age properties, golf course communities, and new her, supporting her growth, helping shape What Melissa loves about Hampton Roads is Southern the place on 8)become How To Get The Biggest Recharge Matters & Can Boost Your Bottom Line mercial offices throughout California. While he service projects, food toy drives, school supply collecemphasis on social media, video, and client engagement. daughters, Kara and Carly; his paren childhood wasjust notHer easy, those experiences her Sarah and Jacqueline her brokerage is serve a wide region, agents invest inToronto onewith another. Rach themost nuances of her the local market. approach is raise grounded Chicago. money for firefighters. especially grateWhat Jacqueline loves about Pacific Palisades is ofits or north Chicago. That long-standing connection Greater Kansas C to downtown by GO trust, and client care. lenders, inspectors, attorneys, co rewarding parts ofcurrent her work. referral network, and ashaped client-first mindset, When listings and hisneighborhoods, services, Christian the leader she her is today. She islife also thankful for her husband, variety.marketing The consistency, region offers beaches, historic developments. She also appreciates the welcoming, hardworkremains actively involved in strategic business initiatives tions, andevents neighborhood improvement effortsChristian throughout His team hosts past clients, him the early days; his managing and taught kind ofalso she wanted to build for her-and working throughout a in roughly 60-mile radius of Green their constant encouragem in sense preparation, care, and athestrong understanding offor how Out Of Your Lunch Hour gives him a strong understanding of the area, its neighborKatie markets her listings heavily through social media other professionals who help e ful to Branden and Rayni Williams for believing in her and true sense of community, something she believes is hard to within the Greater Toronto A Mike Gates, whose support carries her through long days military communities, growing cities, and a strong ing, community-focused spirit of Kansas City, along with its keyend client relationships, primary focus is develthebuild year. ato self and hercontinues family. Sheopportunities is to also thankful forreal her two sons, career Her relationships do not at the closing table. Merri creating stay connected and keep their estate centered on trust, focuses primarily on and online marketing andhis referrals Lake. Sarah personally focuses most ofagents her work within Lisa Kon; fellow his such off Rachel believes every home deserves ato customized marforrelationships trusting herinremain with She is deeply grateful her family, especially seven to position clients for success without losing sight ofand the and online real estate platforms, but at hoods, and the people who make the community special. as smoothly asher possible. busyremain schedules, and for her clients, family, friends of connection. Toconnected her, there is truly a place for everyone parks, schools, restaurants, sports, entertainment, culture, and nient for commuters while of who her greatest motivation and source of pride, stays through regular phone calls, social media,and oping leaders, building high-performing organizations, supporting her after the fires. Through their support, she find elsewhere in Los Angeles. Neighbors genuinely know 31) The Three Most Important community involved. Still, Jay believes the best marketabout 15 miles of Green Lake, a beautiful resort community keting strategy. She professional photography, Keller Williams, along wi whose trust and support helped consistency, and meaningful service. from past clients. He understands that most buyers and and nephews, who remain a constant source the heart of everything shesocial does. She wants to have be of someone Meny isand grateful to his family foruses their unconditional suppersonal nature ofdedicated each move. whoagents to trust, encourage, refer her. With aconnection. to feel at home. diversity allows her to help clients strong sense ofnieces her assistant, and herclients clients and friends. After client That appreciation events, market updates, and personal and creating systems that empower to grow sucthe Niagara region and wine ing comes from sharing how great their experience she enjoys the variety of people and properties she media marketing, targeted online advertising, the MLS, who have helped her grow had the opportunity towhere join them inWith launching The Palisades and support one another, creating acontinue warm and connected Marketing and relationship-building are both central deep local roots, a relationship-d Born and raised in the 35023 a grounding. She also thanks her boyfriend, Jack, for being people in the community feel comfortable approaching, 13) Thriving through the Slowdown: Qualities For Real Estate Success port, to the leadership teams across The KW Companies, more than 35 years in real estate, she never takes their check-ins throughout the year. She truly becomes her career rooted in advocacy, integrity, and care, Melissa conwith different goals, lifestyles, and needs, whether they are sellers begin their search online, so maintaining a strong cessful businesses while delivering an exceptional client encounters. On any given day, sheamay be helping a firstwas. His goal is not simply to her complete a her transaction, butto and network of local agents help maximize expoappr community that offers both Kaleena listings through aeffort strategic combination of trust, loyalty, and referrals for Realtor for life. Over the years, she has had thetinues Estates and contribute to the of helping rebuild the environment. She also appreciates area’s incredible more about Jay please vic whether they have a question about arelationship-driven home they saw, their Jefferson County, with a process strong to Paul’s business. He connects one-to-one through his aFor commitment to making the and to every associate whose dedication helps make a posWith listings, Jamie focuses heavily ongranted. design and atmoher steady anchor through the unpredictable ups and tothe serve Hampton Roads clients and her realmarkets estate buyingpresence theirclients’ first home, relocating, selling, investing, or experience. online and ensuring his listings receive maxtime buyer, a family selling a farm that has been passed to create lifelong relationships built on trust, value, and sure for each listing. Her goal is to position every property Rachel continues to help N What Top Agents Do when Mortgage professional presentation, online exposure, targeted outreach, property, aserves, family member’s home. By working with purpose. itive media, impact on clientslocal and communities. For him, success looking for the right community fornature, their next chapter. Oak Grove, Bessemer, McCalla sphere, social video, businesses, the Park Paul continues to guide his sphere. Shecommunity believes trails how a to home feels when Palisades. someone downs ofown building agenerations, real career and business. instagram.com/jcaputorealt With a career rooted inorestate relationships, community, access to from scenic hiking beautiful for searching forbusiness a With dream lake Li markets her throu thoughtfully and connect itdown with the right buyers, while ward with confidence. genuine care. For organization more about Merri please visit: merriperryteam.com imum exposure are important parts of serves his strategy. At and personal follow-up. Each home receives an someone individual plan with buyers and sellers across a wide range of price points Meny’s clients throughout Southern is measured not only by the business built, but by the lives 35) Turning Your Profession Into A She also helps clients throughout Rates are High and Clients Hit Pause walks in matters just as much as how it looks. From an approach rooted in authenticity, design, and genuine Ridge Chamber, and other community channels. His ence, care, and integrity. home, or supported aJacqueline client with a completely different vision. facebook.com/jay.caputo.9 ensuring sellers feel informed and throughout and lifestyle-driven service, continues to guide beaches, which makes it easy to enjoy an active outdoor and social media, using those Melissa’s business is built on representing every client to designed to highlight its strongest features and reach the buyers facebook.com/merriperry; instagram.com/merriperryteam; andsocial situations, she has a strong the same time, he has California, been fortunate build a staging strong includingtothoughtful Los Angeles County, Calabasas, improved andshe theprocess. legacy created through serving others. Walker, Bibb, andunderstanding Blount Jay stays inreflects touch with clients events, to small, intentional updates, often client care, Jamie continues todeveloped build a career that feels counti approach the value hethrough places on personal conthe linkedin.com/in/jaytherelentl the best of her ability andHidden always putting their Sherman interests Oaks, Passion most likely to appreciate them. Her marketing may include proWestside clients with care, experience, purpose. lifestyle year-round. and connected. instagram.com/themerriperry; linkedin.com/in/merri-perry-45364314; For real estate isand about people, not She price points. of the Sarah, local market and the smaller micro-markets withinT Hills, Encino, Studio City,media, Beverly the area is simple: it isunderstan home. birthdays, anniversaries, and regular communicanetwork of past clients and referrals, which has played a helps sellers make simple changes that can significantly personal, intentional, and true to who she is. nection and trust, while also using modern tools to stay first. She has grown through lasting relationships, repeat fessional photography, videography, aerial footage, youtube.com/@tcgrealesta orrelationships tiktok.com/@merriperry or Los youtube.com/@merriperry-lasvegasrealtor Whether she is drone working with avirtual starter home or aare luxury it.reports To Katie, being informed, connected, andthey approachable on relationships, and her Asprovide an agent, Rachel focuses on building Hills, SantaReal Monica,Estate West Angeles, the South Bay, tion. He and his team also annual equity 19) Are These Myths she sells houses; the goa com visible andbeing engaged. For Paul,custom real referrals estate isthrough notsocial onlyexceptional aboutestate, business, recommendations, andhis referrals, major roleword-of-mouth in the continued growth of business. staging, graphics, media campaigns, open waterfront she genuinely enjoys helping Jacqueline believes the best marketing starts and earning service, con-houses, Palos Verdes, Long Beach, Newport Beach, and manywith of able and trusted longclients before knows the neighborhoods, scho which she considers a reflection of the trust her clients outreach, prospecting, marketing, helping his clients buyneighborhood and sell real estate; it and isreverse about mak38) 10 Key Steps To Winning The Real find the place that email is for them. That people-first Holding You Back? sistent communication, results her clients canright trust. For mo the region’s premierinluxury markets. Through KellerBuilding genuinely involved theFor community youthe serve. Copyright Top Agent Magazine Copyright Top Agent aplemove. Her work with buye about Jamie please visit: who make the area special, place in her. client For her listings, she uses professional marketand her professional network. She approach also shapes theclients way she also markets herself and her ingassist sureStoner people understand why instagram.com/jamiestoner.chicago.realtor he has isthroughout ingrown the business and Christian’s relationships do not end atandmore the closHer promotion business largely through repeat Williams global network, he his associates also Facebook; In Estate Bidding Wars authentic with andmakeplaces families find a place they can tru in clear communication, st ing and targeted exposure to help relationships each property reach thelocal residents, businesses, strong easier emphasis on preparation before a home business. While she uses social media, direct mail, online and word-of-mouth recommendations, something shereaches he can help the process for them. clients withwith buying, selling, investing, and relocatinghow across ingright table. Hewhile stays connected past clients through buyers keeping sellers informed and supported marketing,reflects and other she believes the best marketothertheagents strengthens her network while helping her is deeply proud of. That foundation the tools, way she United States and internationally. TJfor believes every listing deserv mailers, emails, texts, and phone calls, using consisthroughout the process. ingquarterly comes showing the community sheabout loves. ForMagazine more Paul stays with past clients through approaches real estate: by taking carefrom of people firstupand better understand the lifestyle she is representing. Forconnected her Copyright Agent SheTop invests in professional ph By investing her time, energy, and resources into local What Meny enjoys most about Southern California is the tentForcommunication to nurture those relationships and allowing trust to build naturally over time. events, general outreach, phone calls, coffee meetings, Inst Melissa, client relationships continue long aftercustomized closing. listings, she creates marketing strategies that descriptions, social media ma organizations and events, Sarah has built relationships diversity of its communities, and opportunities. and other personal touchpoints. Networking has always She keeps home anniversaries in her CRM remain top birthdays of mindand long after a transaction is lifestyles, complete. rooted in care and trust. appropriate, and targeted online combine professional photography, videography, online Phone 310-734-1440 | Fax 310-734-1440 Whether helping a family purchase their first home, repreFor more about Melissa, please visit: she can sendispersonal cards year. She also stays been more one of the strongest parts of his platform, andhim thoseon For about Christian please visit Hisso approach simple buteach stay present, be outreach erty reach the right buyers. S senting aeffective: luxury estate, orhelpful assisting an investor in expanding advertising, social media, and targeted to tell Instagram |each Facebook continue to be a major part of his in touch through regular check-ins and by sharing ongoing relationships For more about pleC Find out more about Meny at: Williams network, thePaul MLS, mag@topagentmagazine.com | www.topagentmagazine.com available, and continue showing clients that he values a real estate portfolio, he believes every client deserves a facebook.com/createdbychristian Facebook: home’s unique story. To Jacqueline, real estate is notHeonly business. works to remain a trusted resource long after instagram.com/p •maximize Instagram: visibility. When mar Instagram | Facebook personalized strategy and an exceptional level of service. the relationship beyond the sale. No portion of this issue may reproduced in anymarketing manner consent of the Top Agent Magazine is Paul E Swa about marketing abeproperty; it is about a lifestyle, the whatsoever transaction iswithout complete, whether clients havepublisher. a real visit Copyright Top Agentprior Magazine https://l.gourl.es/l/ede8450c7a8953b6a37189d0407a3ba86f2d83af?u=964615 consistent, and • LinkedIn: For more about Jacqueline herbeing on authentic, Instagram published byand Feature GA,aInc. Although are taken the accuracy of published materials, Top Agent estatethat. question, needtoa ensure recommendation, or simply want every Publications home deserves strategy that precautions reflects information, market updates, aB • Facebook: Paul Swanson, https://

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home. When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

between shopping for a home today and online dating. In this day and age most people live a substantial part of their lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range: When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day. In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client grounded in reality, and help them be realistic in terms of price when choosing their next home.

your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Be Genuine, Not Superficial When trying to manage the many pitfalls of online dating, one inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

Make Sure Your Client is Ready to Move On From Their Last Dream Home

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Your job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt back to the store if you’re not happy with

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures. Make sure to encourage them to take some time before making such a big commitment,

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and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Celebrate the Happy Union!

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees? Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 6

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade.

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing. Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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CHRISTIAN ANDERSON — BUILDING TRUST THROUGH LOCAL KNOWLEDGE AND CLIENT CARE Christian Anderson was encouraged to enter real estate by family friends who saw potential in him and believed the industry could be a strong fit. Once he began learning more about the business, he quickly realized how much he enjoyed it. What stood out most was the opportunity to help people through major life decisions while building meaningful relationships along the way. Since starting in real estate in 2021, Christian has continued to grow a business rooted in communication, trust, and steady guidance. Christian works as a solo agent serving the Greater Milwaukee and Racine areas. Having lived in Southeast Wisconsin his entire life, he brings a strong personal understanding of the communities he serves. The area offers a great mix of culture, entertainment, local businesses, and strong neighborhoods, making it a place he genuinely enjoys representing. For Christian, that local connection matters. He knows the region well, appreciates what it has to offer, and cannot imagine serving anywhere else. When marketing listings and his services, Christian focuses primarily on online marketing and referrals from past clients. He understands that most buyers and sellers begin their search online, so maintaining a strong online presence and ensuring his listings receive maximum exposure are important parts of his strategy. At the same time, he has been fortunate to build a strong network of past clients and referrals, which has played a major role in the continued growth of his business. Christian’s client relationships do not end at the closing table. He stays connected with past clients through mailers, emails, texts, and phone calls, using consistent communication to nurture those relationships and remain top of mind long after a transaction is complete. His approach is simple but effective: stay present, be available, and continue showing clients that he values the relationship beyond the sale. Top Agent Magazine

Looking back, Christian says he would not change how he started. Every challenge, hiccup, and learning experience helped him grow, build confidence, and understand how to handle different situations. Those early lessons shaped the way he works today and made him a better agent for his clients. Starting young also gave him the opportunity to learn quickly, develop professionalism, and build the foundation for a long-term career. As his business continues to grow, Christian looks forward to becoming more involved with local organizations and community initiatives in the future. His commitment to Southeast Wisconsin extends beyond real estate, and he hopes to continue finding meaningful ways to support the communities that have shaped him personally and professionally. Christian is especially grateful to Deb Cappello, his first broker, who played an important role in the beginning of his career. When he started in real estate at 18, he was still learning contracts, client conversations, and how to overcome objections. Deb took the time to mentor him, guide him through those early challenges, and help prepare him to handle situations professionally and confidently. With a strong local foundation, a growing referral network, and a client-first mindset, Christian continues to build a real estate career centered on trust, consistency, and meaningful service.

For more about Christian please visit him on Facebook: facebook.com/createdbychristian https://

How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 8

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon. But how do you maximize that hourlong reprieve amidst a busy schedule? Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed. Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order. Top Agent Magazine

PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permit, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list. 10

Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow. Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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JACQUELINE CHERNOV — REPRESENTING THE WESTSIDE WITH COMMUNITY, LIFESTYLE, AND TRUST Jacqueline Chernov was drawn to real estate because buying or selling a home is one of the biggest personal and financial decisions a person can make. She wanted to be in a position where she could guide friends, peers, and clients through that process with honesty, care, and confidence. Building genuine relationships has always been at the center of her work, and she takes pride in being someone people can rely on for thoughtful advice and steady guidance. Knowing she can help make what is often a stressful experience feel exciting and rewarding is what motivates her every day. Now 23 years into real estate, Jacqueline works with an amazing team of agents serving Pacific Palisades, Brentwood, Santa Monica, Malibu, Beverly Hills, Bel Air, Mar Vista, Venice, and the greater Westside. Her deep knowledge of these communities allows her to help clients understand not only the properties available, but also the lifestyle, neighborhoods, and long-term value each area offers. What Jacqueline loves most about Pacific Palisades is its true sense of community, something she believes is hard to find elsewhere in Los Angeles. Neighbors genuinely know and support one another, creating a warm and connected environment. She also appreciates the area’s incredible access to nature, from scenic hiking trails to beautiful beaches, which makes it easy to enjoy an active outdoor lifestyle year-round. Jacqueline believes the best marketing starts with being genuinely involved in the community you serve. Building authentic relationships with local residents, businesses, and other agents strengthens her network while helping her better understand the lifestyle she is representing. For her listings, she creates customized marketing strategies that combine professional photography, videography, online advertising, social media, and targeted outreach to tell each home’s unique story. To Jacqueline, real estate is not only about marketing a property; it is about marketing a lifestyle, and every home deserves a strategy that reflects that. Top Agent Magazine

Staying in touch with past clients is also important to Jacqueline because she views those relationships as genuine connections, not one-time transactions. She reaches out throughout the year to congratulate clients on milestones, share relevant market updates, or simply see how they are doing. She also hosts an annual holiday party for past clients, friends, and family, creating a fun opportunity to reconnect. By attending community events and supporting local businesses, Jacqueline continues to remain present and accessible long after closing. Looking back, Jacqueline would absolutely make the same investment in building relationships because those relationships often grow into lifelong clients, referrals, and friendships. If she could do one thing differently, she would have started building her personal brand and sphere of influence even earlier. Real estate is a relationship business, and she has learned that consistency, visibility, and trust create momentum over time. Community involvement is a meaningful part of Jacqueline’s life and business. She is a member of the Palisades Women’s League and supports Steadfast LA, along with Yogi’s House, a dog rescue mission. Earlier this year, she collaborated with Cafe Luxxe to create a drink called “The Palibuzz” to raise money for firefighters. Jacqueline is especially grateful to Branden and Rayni Williams for believing in her and supporting her after the fires. Through their support, she had the opportunity to join them in launching The Palisades Estates and contribute to the effort of helping rebuild the Palisades. With a career rooted in relationships, community, and lifestyle-driven service, Jacqueline continues to guide Westside clients with care, experience, and purpose.

https://l.gourl.es/l/ede8450c7a8953b6a37189d0407a3ba86f2d83af?u=964615 For more about Jacqueline visit her on Instagram https://www.facebook.com/p/Krishna-Chinnam-100062494221361/

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JAMIE STONER — BUILDING A BUSINESS THROUGH TRUST, DESIGN, AND AUTHENTIC CONNECTION Jamie Stoner began her real estate career while she was still in college, nearly 11 years ago. It was the summer before her sophomore year when her sister, who was already in the industry, encouraged her to take a job renting apartments at a small boutique agency where she worked. At first, Jamie saw it as a way to help fund her future study abroad program in Prague, but she quickly realized real estate was far more than a summer job. She immediately fell in love with the pace, the people, and the opportunity to help clients through meaningful transitions.

elevate the overall feel and value of their home. She is extremely hands-on throughout the process, guiding each listing with purpose and attention to detail. Her goal is to create an experience where every client feels like they are her only client, supported by thoughtful communication and a highly personalized approach from start to finish. Jamie stays connected with clients long after the transaction is complete through frequent personal touchpoints, newsletters, and Instagram. These ongoing connections reflect the relationship-driven foundation of her business. For Jamie, the work is not about chasing volume or expanding beyond what feels authentic. It is about being present, trusted, and invested in the people who choose to work with her.

Today, Jamie works as a solo agent, serving clients wherever they bring her, most often throughout Chicago’s Near North Side and the surrounding suburbs. Having grown up in Chicago, she has built her business almost entirely through her sphere, repeat clients, and referrals. That foundation allows her to maintain the bandwidth to stay deeply involved in every decision and every step of the process. Rather than being defined by one neighborhood or suburb, Jamie’s business is defined by the people she works alongside.

Looking back, Jamie would not change her path, from starting in rentals to joining a sales team and eventually becoming a solo agent. Every chapter felt authentic and aligned with who she was at that point in her life. If she could give advice to her younger self, she would say to focus on building genuine relationships, trust herself sooner, and create a business that reflects who she truly is. She has learned that there are countless ways to succeed in real estate, but the most sustainable path comes from leaning into your own strengths and being patient with growth. Jamie’s chosen organization in Chicago to support is the Children’s Research Fund Junior Board for Ann & Robert H. Lurie Children’s Hospital of Chicago.

While her process remains consistent, Jamie understands that every client, property, and market requires its own strategy. She uses current data and comparable sales to thoughtfully tailor each offer structure and listing plan to the nuances of the local market. Her approach is grounded in preparation, care, and a strong understanding of how to position clients for success without losing sight of the personal nature of each move.

She is deeply grateful to her family, especially her seven nieces and nephews, who remain a constant source of grounding. She also thanks her boyfriend, Jack, for being her steady anchor through the unpredictable ups and downs of building a real estate career and business. With an approach rooted in authenticity, design, and genuine client care, Jamie continues to build a career that feels personal, intentional, and true to who she is.

With listings, Jamie focuses heavily on design and atmosphere. She believes how a home feels when someone walks in matters just as much as how it looks. From thoughtful staging to small, intentional updates, she often helps sellers make simple changes that can significantly

For more about Jamie Stoner please visit: instagram.com/jamiestoner.chicago.realtor https://

Thriving Through the Slowdown: Slowdown:

WHAT TOP AGENTS DO

When Mortgage Rates Are High and Clients Hit Pause Written by Jessica Fisher, Top Agent Magazine Publisher

When mortgage rates climb and client confidence stalls, the real estate market shifts into a slower gear. Buyers put their plans on hold, sellers get nervous, and suddenly, those once-hot leads go cold. It’s a cycle every agent knows—but not all navigate it the same way. Top Agent Magazine

The most successful agents don’t just wait out slow markets; they work them. They use downtime as runway. Because real estate, at its core, is a rollercoaster—filled with highs, lows, unexpected turns, and thrilling rebounds. And those who understand that are always preparing for the next climb, even when the ride slows down.

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What Agents Should Do in a Slow Market Here’s how top-producing agents maximize their time and mindset when the market cools and clients choose to wait.

Embrace the Downtime as a Strategic Gift

It’s tempting to view a slow market as a setback—but what if it’s actually a setup for your next breakthrough? Downtime allows you to do the work you often push aside during busier seasons. Think of it as your off-season training. Athletes don’t just play during game time—they condition, study, and strategize during the off-season so they’re sharper when competition returns. The same applies here. • Revisit your business plan. What worked this year? What didn’t? Refine your goals and track your metrics. • Organize your systems. Clean up your CRM, refresh your email templates, and streamline your listing and buying processes. • Take a break—intentionally. Recharging your mindset is productive, too. This industry demands energy, and rest is part of resilience. By shifting your perspective from scarcity to strategy, you’ll find that this “slower” time can actually be your most productive yet. 14

Master Your Market and Elevate Your Expertise

In uncertain markets, clients crave certainty. That doesn’t mean you have all the answers— but it does mean you can provide clarity. Use this time to become the agent who doesn’t just show homes, but explains the market. • Deepen your economic knowledge. Understand how interest rates impact buying power and pricing trends. Learn how sellers can use concessions or rate buydowns to create win-win deals. • Get additional certifications. Consider designations like Certified Residential Specialist (CRS) or Accredited Buyer’s Representative (ABR®) to enhance your expertise. • Follow local data weekly. Be able to answer: How many homes sold last month? Are prices holding steady? Where’s the inventory? The more fluent you are in your market’s story, the more confident your clients will be in working with you—even if they’re not ready yet.

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Stay Top of Mind Without Selling

When clients feel uncertain, the worst thing you can do is push. Instead, lean into valuebased marketing. Show up as an advisor—not a salesperson. • Create useful content. Videos, newsletters, or blog posts that break down current conditions show you’re active and informed. • Host no-pressure events. Webinars like “What Buyers Should Know in Today’s Market” or community meetups keep your presence warm and helpful. • Send personal check-ins. Reach out to past clients just to say hello, share a relevant tip, or see how their home is treating them. These moments build trust. So when your client is ready to move, they’ll remember that

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you stayed engaged—not just when the market was hot, but when it mattered most.

Focus on Relationships, Not Just Transactions

Deals may slow down, but relationships never go out of season. Use this time to deepen your network. • Reconnect with past clients. A note, call, or coffee can spark future referrals or repeat business. • Collaborate with vendors. Stagers, lenders, inspectors—now’s the time to build stronger partnerships and find ways to co-market. • Give first. Recommend local businesses, highlight community events, or offer to help with homeownership questions. Being generous with your time builds loyalty.

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Keep Showing Up— Because the Slow Market Will Turn

History shows it time and again: real estate rebounds. Rates drop, confidence returns, and the clients who were waiting suddenly jump in. The question is—will you be ready when they do? Consistency is your competitive advantage. • Keep posting. Even if engagement dips, stay visible. • Keep learning. Markets shift, and knowledge is your edge. • Keep moving. Host open houses, preview listings, attend broker tours—activity fuels momentum. Agents who retreat during slow periods have to start over when the market wakes up. But those who stay present, focused, and proactive? They’re already ten steps ahead.

Use the Dip of the Slow market to Prepare for the Climb Real estate is a cyclical business. Every slowdown is followed by an upswing. And the agents who succeed long-term are those who accept that truth, prepare through the pauses, and never let external conditions define their value. High mortgage rates might slow your pace, but they don’t stop your purpose. Embrace the down-time. Improve your skills. Stay visible. Strengthen relationships. Because when the market comes back—and it will—you won’t just be back in the game. You’ll be leading it. 16

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JAY CAPUTO — SERVING CLIENTS WITH HOSPITALITY, STRATEGY, AND HEART Jay Caputo’s path to real estate began after a highly accomplished career as a James Beard Awardnominated chef. As he was retiring from the culinary world, he looked for a new career that interested him, offered opportunity, and allowed him to continue serving people in a meaningful way. Real estate quickly became the right fit. Jay found that he could bring the same spirit of “unreasonable hospitality” from his years as a chef into helping families achieve their real estate goals, and he discovered that he loved the work. Now six years into real estate, Jay has built a business centered on service, authenticity, and connection. He has had a team for four years, and recently merged with another strong team, Level Up Homes. Today, his team is Savor, powered by Level Up Homes, bringing together shared experience, energy, and a strong commitment to client care. They serve Northern Virginia, Washington, D.C., and Maryland, while Jay’s personal focus is on McLean, North Arlington, Falls Church, and Vienna in Virginia. What Jay loves most about the area is how unique and dynamic it is. Residents can hike along the Potomac River and take in the beauty of Great Falls, then be in the nation’s capital within a short drive. The region offers culture, natural beauty, community, and convenience, making it an incredible place to live and raise a family. For Jay, helping clients find their place in such a vibrant area is both exciting and meaningful. Marketing is a major part of Jay’s business, with a strong emphasis on social media, video, and client engagement. His team also hosts events for past and current clients, creating opportunities to stay connected and keep their community involved. Still, Jay believes the best marketing comes from clients sharing how great their experience was. His goal is not simply to complete a transaction, but to create lifelong relationships built on trust, value, and genuine care.

so clients understand where they stand financially in one of their largest investments. That ongoing support reflects Jay’s belief that real estate is not only about buying or selling a home; it is about helping people achieve their goals and make informed decisions for their future. Looking back, Jay says he would tell his younger self to stop spending money buying leads and instead focus on creating real connections with real people. He believes the most meaningful growth comes from providing value, showing up with integrity, and being authentically yourself. Outside of real estate, Jay and his team are strong supporters of local schools and children, along with local food banks, Habitat for Humanity, the Red Cross, the Alzheimer’s Foundation, and the National Kidney Foundation. Jay is deeply grateful to the people who have supported his journey. He would like to thank his wife and son, who are his “why,” as well as Stavros Voudouris, his first team member, who continues to thrive alongside him. He is also thankful for his new partners, Andrea Vaccarelli and John Martinich, and looks forward to what they will continue building together. With a foundation rooted in hospitality, relationships, and meaningful service, Jay continues to help clients move forward with confidence and care.

For more about Jay please visit: instagram.com/jcaputorealtor facebook.com/jay.caputo.925 linkedin.com/in/jaytherelentless or youtube.com/@tcgrealestate2 https://

https://

Jay stays in touch with clients through events, social media, birthdays, anniversaries, and regular communication. He and his team also provide annual equity reports Top Agent Magazine

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REAL ESTATE MYTHS HOLDING YOU BACK? Top Agent Magazine Debunks Common Misconceptions In the fast-paced world of real estate, it’s easy to fall prey to common myths and misconceptions that can hinder your sucTop Agent Magazine

cess. Whether you’re a seasoned agent or just starting out, separating fact from fiction is essential for navigating the

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complexities of the market. That’s why Top Agent Magazine is here to debunk some of the most prevalent real estate myths and empower you to achieve your full potential.

MYTH #1

MYTH #3

You need to have a large budget to succeed in real estate.

Real estate is a solo endeavor.

Reality: While having ample resources can certainly be advantageous, success in real estate is not solely determined by the size of your budget. With creativity, determination, and strategic planning, agents can achieve remarkable results regardless of their financial constraints. Top Agent Magazine showcases countless examples of agents who have built thriving businesses through hard work, ingenuity, and a commitment to excellence.

Reality: In reality, success in real estate often requires collaboration and teamwork. Top Agent Magazine celebrates the power of networking, mentorship, and partnerships in the industry. By surrounding yourself with knowledgeable colleagues and industry experts, you can gain valuable insights, access new opportunities, and overcome challenges more effectively. Together, agents can achieve greater success and make a positive impact in their communities.

MYTH #2

It’s time to dispel these common real estate myths and embrace a more informed and empowered approach to your business. With Top Agent Magazine as your trusted resource, you can access valuable insights, learn from industry leaders, and stay ahead of the curve in today’s competitive market. Don’t let misconceptions hold you back—unlock your full potential and achieve the success you deserve in real estate.

It’s all about closing the deal as quickly as possible. Reality: While closing deals efficiently is important, rushing the process can lead to costly mistakes and missed opportunities. Top Agent Magazine emphasizes the importance of building long-term relationships with clients, understanding 20

their needs and goals, and providing personalized service every step of the way. By focusing on client satisfaction and fostering trust, agents can establish themselves as reliable partners and attract repeat business and referrals.

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KALEENA SCHUMACHER — SERVING KANSAS CITY CLIENTS BEYOND THE TRANSACTION After serving in the U.S. Army and later working as an Army recruiter, Kaleena Schumacher realized that helping people navigate major life decisions was something she was truly passionate about. Recruiting taught her how to listen, build trust, understand each person’s goals, and guide them through an important and sometimes overwhelming process. She later transitioned into the insurance industry, where she continued helping individuals and families protect what mattered most to them. Over time, she felt called to serve people in a different way by helping them through one of the largest and most personal decisions they will ever make: buying or selling a home. Now 13 years into real estate, Kaleena leads Schumacher Group serving the Greater Kansas City area across both Kansas and Missouri. From the beginning, her daughter, Madison, has worked alongside her, and Kaleena considers it a true blessing to have her as part of the business. More recently, Haylee and Savannah joined the team, adding additional support as Schumacher Group continues to grow. For Kaleena, real estate is a natural extension of her military discipline, leadership experience, insurance knowledge, and passion for serving others. Whether she is assisting a first-time buyer, a military family relocating, a seller beginning a new chapter, or a family navigating a difficult life transition, her goal is to provide honest guidance, strong advocacy, and an exceptional level of service. What Kaleena loves most about Greater Kansas City is that there is truly something for everyone. The region offers vibrant city neighborhoods, established historic areas, peaceful suburbs, acreage properties, golf course communities, and new construction developments. She also appreciates the welcoming, hardworking, community-focused spirit of Kansas City, along with its parks, schools, restaurants, sports, entertainment, culture, and strong sense of connection. Kaleena markets her listings through a strategic combination of professional presentation, online exposure, targeted outreach, and personal follow-up. Each home receives an individual plan designed to highlight its strongest features and reach the buyers most likely to appreciate them. Her marketing may include professional photography, videography, aerial drone footage, virtual staging, custom graphics, social media campaigns, open houses, neighborhood outreach, reverse prospecting, email marketing, and promotion throughout her professional network. She also places strong emphasis on preparation before a home reaches Top Agent Magazine

the market, offering guidance on staging, repairs, presentation, and pricing. Her own marketing is centered on authenticity, consistency, and results. Kaleena shares helpful real estate information, market updates, client success stories, community involvement, and an honest look behind the scenes. Her military background, insurance experience, real estate designations, local market knowledge, and experience with military relocation, divorce real estate, luxury homes, probate, new construction, and complex transactions help distinguish her in the market. Above all, she believes her best marketing comes from the experience she provides. Kaleena’s commitment to clients continues long after closing. Through her private client Facebook group, personal checkins, market updates, comparative market analyses, community events, and ongoing homeowner resources, she remains a trusted source for advice and support. Many past clients become repeat clients, referral partners, and friends, and that continued trust is something she never takes for granted. To Kaleena, “Beyond the Transaction” is more than a tagline; it represents her commitment to nurturing relationships through every chapter of homeownership. Giving back is also an important part of Kaleena’s life and business. She supports organizations and events focused on military families, children, and the Kansas City community, including Stronghold Food Pantry, Chiefs and Royals player events, youth camps, fundraisers, and local community programs. Kaleena is deeply grateful to her family for their support, patience, and understanding, especially her husband, Elio, who serves as her director of operations, and her daughter, Madison, who serves as her administrator. With a career rooted in service, leadership, and genuine care, Kaleena continues to help clients throughout Greater Kansas City move forward with confidence.

For more about Kaleena, please visit: Facebook; Instagram; X; LinkedIn; TikTok; YouTube https://l.gourl.es/l/0434d7edcc6898b4fa4b7f036c5ebd4bfbb601f5?u=964615

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KATIE BEELER HENSON — CELEBRATING EAST TENNESSEE HOMES WITH CHARACTER, HISTORY, AND HEART Katie Beeler Henson did not begin her career with a clear plan to enter real estate. After graduating with a history degree, she felt she had limited obvious career paths and found herself falling into the industry. Even after a couple of years, she was not fully convinced it was the right fit. It took encouragement, confidence-building, and time for Katie to discover where she truly belonged. Finding her niche in unique, vintage, and historic homes changed everything, giving her a sense of purpose and passion for the work.

is one of the best ways to serve and market within a community like hers.

Now 14 years into real estate, Katie owns Knox Native Real Estate, a brokerage with 10 agents serving Knoxville, Tennessee, and the surrounding counties throughout East Tennessee. As she built her client base, Katie began working with people who treated her with extraordinary kindness, referred her to their friends and families, and supported her business in ways she never expected. In such a competitive industry, realizing that clients were actively advocating for her was both humbling and deeply meaningful.

Looking back, Katie would bring the same heart, work ethic, and desire to help people, but she would establish stronger boundaries from the beginning. She has learned that compassion does not mean accepting poor treatment and that kindness should never be mistaken for weakness. Today, she understands the importance of saying no when something is not right while still serving people with care and integrity. That balance has shaped both the professional and leader she has become.

What Katie loves most about East Tennessee is the character and beauty found throughout the region. From unique homes and historic properties to houses filled with details and stories that cannot be recreated, the area offers a sense of place that resonates with her personally and professionally. Surrounded by one of the most beautiful natural landscapes imaginable, East Tennessee feels like home in every sense. Whenever Katie leaves town, she finds herself missing it, and she truly believes there is no more beautiful place on earth.

Katie is proud to support Young-Williams Animal Shelter and the Humane Society of Knoxville. She is also grateful to the agents at Knox Native Real Estate, who make her work fun and exciting, and to her first broker, Barry Hensley, whom she describes as a good man, broker, and friend. She also thanks her early mentors, Dixie Price, Lisa Raben, and Cindy Engstrom, whose guidance helped her survive and grow in the industry. With a career rooted in community, character homes, and genuine relationships, Katie continues to help clients throughout East Tennessee find homes with meaning, history, and heart.

Katie markets her listings heavily through social media and online real estate platforms, but relationships remain at the heart of everything she does. She wants to be someone people in the community feel comfortable approaching, whether they have a question about a home they saw, their own property, or a family member’s home. By working with buyers and sellers across a wide range of price points and situations, she has developed a strong understanding of the local market and the smaller micro-markets within it. To Katie, being informed, connected, and approachable 22

Many of Katie’s clients become friends by the end of the transaction. Real estate can be emotional, with highs, lows, excitement, and occasional disappointment, and Katie believes open communication helps clients navigate each stage with confidence. Some clients have become like family, and she stays connected through social media, community events her brokerage hosts or sponsors, and by supporting their children’s sports teams. Being involved in the community and remaining part of her clients’ lives long after closing is something she genuinely enjoys.

https://l.gourl.es/l/5d971dec515870498f509573182f159db1135699?u=964615 For more about Katie visit her on Instagram https://www.facebook.com/p/Krishna-Chinnam-100062494221361/

https://www.instagram.com/krishnasarea/

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How to Throw a Networking Event that Can Put Your Business on the It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event? Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational. Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and

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Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. central to your area. It should also have easy-toaccess parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS.

GET CREATIVE WITH YOUR GUEST LIST.

As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a sense of

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way. Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

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LI LIU — CONNECTING OAKVILLE CLIENTS THROUGH COMMUNICATION, TRUST, AND STRATEGY Li Liu describes herself as a natural connector. She has always loved meeting people from all walks of life, and real estate gave her the platform to turn that passion into a career. For Li, however, connecting is only part of the work. The real value comes from strong communication, thoughtful negotiation, and helping clients feel confident through high-stakes decisions. There is no better feeling for her than keeping everyone aligned, navigating a complex deal, and delivering keys to a happy client at the end of the day. Now six years into real estate, Li co-leads Peng & Li Group, serving Oakville and the surrounding area. She brings a relationship-driven approach to her work, focusing on building trust, understanding each client’s needs, and helping buyers and sellers make informed decisions. Whether she is guiding someone through a purchase, preparing a listing, or negotiating on behalf of a client, Li sees her role as both an advocate and long-term advisor. What Li loves most about Oakville is its balance of natural beauty, convenience, and lifestyle. Set along the shores of Lake Ontario, the area offers access to trails, Sixteen Mile Creek, Bronte Creek Provincial Park, and a calmer pace of life while still being closely connected to downtown Toronto by GO Train. Oakville’s location within the Greater Toronto Area also makes it convenient for commuters while offering easy access toward the Niagara region and wine country. For Li, it is a community that offers both comfort and opportunity. Li markets her business through her personal network and social media, using those platforms to stay visible and connected. She understands that real estate is built on relationships, and her goal is to remain approachable and trusted long before a client is ready to make a move. Her work with buyers and sellers is grounded in clear communication, strategic guidance, and a Top Agent Magazine

commitment to helping clients feel supported throughout the process. Staying connected after closing is also important to Li. She maintains relationships through regular visits, personal check-ins, and small events such as barbecues. From the beginning, she has viewed real estate as a lifetime advisory role rather than a one-time transaction. She wants clients to know they can call her years after closing whenever they need guidance about housing, their property, or the market. Looking back, Li would keep her focus on client relationships exactly the same. That commitment to authentic care has helped make repeat and referral business a major part of her success. If she could do anything differently, she would have built her online presence and video marketing earlier. She has learned that people buy into the agent before they buy into a house, and that media can help build trust at scale by sharing local stories, market knowledge, and a more personal look at the real estate journey. Li is also proud to support Mackids and contribute to the community she serves. She is especially grateful to her co-team lead, Peng Yang, for being part of the journey and helping build Peng & Li Group. With a business rooted in communication, connection, and long-term relationships, Li continues to help Oakvillearea clients move forward with confidence and care.

Find out more about Li at: Instagram | YouTube | Website 25 Copyright Top Agent Magazine

MELISSA GATES — ADVOCATING FOR HAMPTON ROADS CLIENTS WITH INTEGRITY, SERVICE, AND CARE Melissa Gates pursued real estate because she wanted to help guide and protect people through one of the biggest financial and emotional decisions of their lives. From the beginning, she cared deeply about ethics, fair housing, property rights, and advocating for policies that strengthen homeownership and local communities. Real estate gave her the opportunity to combine those values with client service, helping people move forward with clarity, confidence, and the support they deserve. Now eight years into the business, Melissa serves as a managing broker and mentor at her brokerage. In that role, she not only helps buyers and sellers throughout Hampton Roads, but also supports other agents as they grow in their own careers. Her work spans Virginia Beach, Norfolk, Portsmouth, Chesapeake, Suffolk, Smithfield, Newport News, Hampton, and the surrounding communities. What Melissa loves most about Hampton Roads is the variety. The region offers beaches, historic neighborhoods, military communities, growing cities, and a strong sense of connection. To her, there is truly a place for everyone to feel at home. That diversity allows her to help clients with different goals, lifestyles, and needs, whether they are buying their first home, relocating, selling, investing, or looking for the right community for their next chapter.

information and items of value. Her goal is to remain a trusted resource, whether a client needs real estate guidance, market insight, or a reliable professional recommendation. Looking back, Melissa would still lead with honesty, hard work, and genuine care for her clients because those values have built the foundation of her business. If she could do anything differently, she would believe in herself sooner and get involved in industry leadership earlier. Those lessons have shaped the way she serves clients, mentors others, and continues to grow as a leader in the real estate community. Giving back is also important to Melissa. She is involved with the Hampton Roads REALTORS® Association and community-focused real estate initiatives, and she is especially passionate about supporting animal-related causes, including Saving Chance and Island Dog Rescue. She also contributes to local golf tournaments and fundraisers supporting cancer-related causes, the Virginia Beach Police Department, and military organizations. Melissa is grateful to her Principal Broker, Jenn Bryant, for believing in her, challenging her, supporting her growth, and helping shape the leader she is today. She is also thankful for her husband, Mike Gates, whose support carries her through long days and busy schedules, and for her clients, family, and friends who continue to trust, encourage, and refer her. With a career rooted in advocacy, integrity, and care, Melissa continues to serve Hampton Roads clients and her real estate community with purpose.

Melissa’s business is built on representing every client to the best of her ability and always putting their interests first. She has grown through lasting relationships, repeat business, word-of-mouth recommendations, and referrals, which she considers a reflection of the trust her clients place in her. For her listings, she uses professional marketing and targeted exposure to help each property reach the right buyers while keeping sellers informed and supported throughout the process. For Melissa, client relationships continue long after closing. She keeps birthdays and home anniversaries in her CRM so she can send personal cards each year. She also stays in touch through regular check-ins and by sharing helpful 26

For more about Melissa, please visit: Instagram | Facebook https://www.instagram.com/melissalynngates/

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good. In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it? Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months. Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output. By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment. How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consideran 28

employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines. If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis. Perks and benefits are another way to build in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity. While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention. Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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MENY ATIAS — BUILDING REAL ESTATE LEADERSHIP THROUGH PEOPLE, SYSTEMS, AND LEGACY Meny Atias entered the real estate industry with a vision that extended far beyond selling homes. From the beginning, his goal was to build organizations that deliver exceptional service, create opportunities for others, and make a lasting impact on the communities they serve. Real estate became the platform through which he could combine entrepreneurship, leadership, and client advocacy into one mission. Over the past 16 years, Meny has built a reputation as both a successful entrepreneur and trusted real estate professional. His experience serving buyers, sellers, investors, and business owners became the foundation for developing a network of companies focused on raising the standard of service throughout the industry. Today, Meny leads one of the fastest-growing Keller Williams organizations in California, overseeing more than 1,000 real estate professionals across residential and commercial offices throughout Southern California. While he remains actively involved in strategic business initiatives and key client relationships, his primary focus is developing leaders, building high-performing organizations, and creating systems that empower agents to grow successful businesses while delivering an exceptional client experience. Meny’s organization serves clients throughout Southern California, including Los Angeles County, Calabasas, Hidden Hills, Encino, Sherman Oaks, Studio City, Beverly Hills, Santa Monica, West Los Angeles, the South Bay, Palos Verdes, Long Beach, Newport Beach, and many of the region’s premier luxury markets. Through the Keller Williams global network, he and his associates also assist clients with buying, selling, investing, and relocating across the United States and internationally. What Meny enjoys most about Southern California is the diversity of its communities, lifestyles, and opportunities. Whether helping a family purchase their first home, representing a luxury estate, or assisting an investor in expanding a real estate portfolio, he believes every client deserves a personalized strategy and an exceptional level of service. Top Agent Magazine

Every listing receives a custom marketing plan designed around the property’s unique story, target buyer, and current market conditions. Depending on the home, that strategy may include staging consultation, seller concierge services, professional photography, cinematic video, drone imagery, floor plans, dedicated property websites, digital and print marketing, targeted advertising, social media campaigns, and exclusive pre-market exposure designed to maximize interest before a property officially reaches the market. Beyond marketing homes, Meny is passionate about investing in education, leadership, artificial intelligence, technology, and personal branding to ensure both clients and associates benefit from innovative strategies and evolving industry practices. He believes the strongest businesses are built by empowering people with the right systems, tools, and support. Giving back is equally important to Meny’s leadership philosophy. Through Keller Williams, he proudly supports KW Cares along with charitable initiatives, community service projects, food and toy drives, school supply collections, and neighborhood improvement efforts throughout the year. Meny is grateful to his family for their unconditional support, to the leadership teams across The KW Companies, and to every associate whose dedication helps make a positive impact on clients and communities. For him, success is measured not only by the business built, but by the lives improved and the legacy created through serving others.

Find out more about Meny at: Instagram | Facebook 29 Copyright Top Agent Magazine

MERRI PERRY — HELPING SOUTHERN NEVADA FAMILIES BUILD STABILITY THROUGH HOMEOWNERSHIP privilege of helping multiple generations of the same families, from grandparents to parents, children, and now even grandchildren. Many clients have become lifelong friends, and their referrals remain the greatest compliment she can receive.

Growing up, Merri Perry did not have much, and she never experienced the stability that can come with owning a home. That early experience became a powerful source of motivation and ultimately inspired her to pursue a career in real estate. She wanted to help others achieve the dream of homeownership and the security, pride, and stability it can provide. More than 35 years later, helping people build a better future through real estate remains what motivates her every day. Merri is in the top 1% of agents. She works as a solo agent with the support of her licensed assistant, serving clients throughout Las Vegas, North Las Vegas, Henderson, Pahrump, Indian Springs, Laughlin, Pioche, and other outlying cities across Southern Nevada. What she loves most about Las Vegas is the diversity of the community and the opportunities the city offers. Having watched the region grow and evolve over the years, she finds it rewarding to help everyone from first-time buyers to luxury clients and investors find a place to call home. Merri believes every home deserves a customized marketing plan. She combines professional photography, video, drone footage, 3D tours, social media, online advertising, email marketing, open houses, and her extensive agent network to maximize exposure. Just as important, she markets herself through relationships, referrals, and more than three decades of delivering results. Her reputation has become one of her strongest marketing tools, built through consistency, trust, and client care. Her relationships do not end at the closing table. Merri stays connected through regular phone calls, social media, client appreciation events, market updates, and personal check-ins throughout the year. She truly becomes her clients’ Realtor for life. Over the years, she has had the

Looking back, Merri would still put her clients first and build her business on honesty, integrity, and relationships. Those values have been the foundation of her success throughout her career. The one thing she would do differently is invest in more real estate herself. After helping so many clients build wealth through homeownership and investment properties, she recognizes how powerful real estate can be as a long-term investment and wishes she had purchased more properties earlier in her career. Giving back has always been one of Merri’s core values. She has supported organizations including Project 150, The Just One Project, Three Square Food Bank, Bamboo Bridges and Forgotten Not Gone, along with many other local charities that make a difference in Southern Nevada. She also supports clients beyond real estate by sponsoring their children’s sports teams, school activities, and community events. To Merri, success is measured not only by homes sold, but by the positive impact made in the lives of others and the communities she serves. Merri is grateful to her parents, acknowledging that while her childhood was not easy, those experiences shaped her and taught her the kind of life she wanted to build for herself and her family. She is also thankful for her two sons, who remain her greatest motivation and source of pride, her dedicated assistant, and her clients and friends. After more than 35 years in real estate, she never takes their trust, loyalty, and referrals for granted.

For more about Merri please visit: merriperryteam.com facebook.com/merriperry; instagram.com/merriperryteam; instagram.com/themerriperry; linkedin.com/in/merri-perry-45364314; tiktok.com/@merriperry or youtube.com/@merriperry-lasvegasrealtor https://

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THE THREE MOST IMPORTANT QUALITIES FOR REAL ESTATE SUCCESS Thinking about going into real estate or new to the business? This article is for you. Real estate sales offer almost unlimited income, flexible hours, and the ability to ‘be your own boss’. If it’s so awesome a field, why don’t more people succeed? (Statistics say about half of agents entering the business in any given year are out of the business in a year…) Top Agent Magazine

The Success Numbers Having interviewed thousands of would-be agents, I haven’t met one who didn’t want to make six figures their first year in the business. Here’s the truth: The first-year agent, on average, sells 2-3 homes. Depending on the area, that’s nowhere near six figures. So, what’s wrong?

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The Business Doesn’t Guarantee Success I know. You were told you could be successful if you joined a particular company. You thought that was true. Then, you found out success wasn’t nearly as much due to the company as it was due to your own work ethic! How rude! Yes, it’s true that a good company provides the tools. A caring, coaching manager provides the skills. Good agents around you help you stay motivated. But, agents still fail with great support. Why? They didn’t go to work!

The Three Qualities that Make the Difference I’ve told you the downside. Now, here’s the upside. Agents who have an abundance of these three qualities succeed at a high level:

Personal initiative—taking charge of their own schedules, organization, and initiating a successful business startup plan from day one. These people don’t need someone baby-sitting them. They follow the lead of a trusted mentor or coach and are self-directed.

Tenacity—not giving up. People think they are tenacious and selfdirected until they actually have to be tenacious and self-directed. Most people give up way too soon! These people just keep going until they win. They have a huge tolerance to keep losing as they have their eye on the ball— success. While they are striving, they are constantly getting better at what they do.

Mental toughness—the ability to take ‘no’ after ‘no’ and keep going to a ‘yes’. These people don’t stop at 3 ‘no’s. They learn from rejection and get more determined to win.

See if you have these qualities. And, better yet, how strong are each of these qualities in your ‘prior life’? Give yourself a grade of 1-5 (5 being really high).

Examples of People Who Prove They Have these Qualities in Abundance Read the biographies of exceptional Olympic performers. Every one has overcome great adversity. They all exhibit extreme tenacity, personal initiative, and mental toughness. Pretend you’re an Olympic sales performer. Find those qualities in yourself. Find someone who believes in you. Keep going. Don’t give up if you have the will to succeed!

Managers, an interview tip: Use this list and develop ‘past-based behavioral predictor’ questions to see if that prospective agent exhibits enough of each quality. You can see questions and how to create them in The Complete Recruiter. Carla Cross, CRB, MA, President of Carla Cross Seminars, Inc. is an international speaker specializing in real estate management with emphasis on creating peak productivity. Her eight internationally published books, including Up and Running in 30 Days, and 20 agent and management programs have helped thousands of real estate professionals to greater productivity and profitability. Her newest book, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School, has won the Axiom business book award for best business book of the year. Reach Carla at 425-392-6914 or https://carla-cross.com.

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PAUL SWANSON — GUIDING WITH TRUST, EXPERIENCE, AND CONNECTION After more than 20 years in the music industry, Paul Swanson began looking for his next career chapter. Around that time, friends of his purchased a home and were disappointed in the experience, which led him to take a closer look at real estate. He saw an opportunity to help people through one of life’s most important decisions with better communication, guidance, and care. Now starting his 14th year in real estate, Paul has built a career grounded in trust, local knowledge, and strong relationships. Paul works independently, with support available through Baird & Warner, and serves Park Ridge, Illinois, and the surrounding areas. His connection to the region runs deep. He has lived in Park Ridge for 29 years, grew up in Northbrook, and aside from four years at Michigan State and another year in Grand Rapids, has spent his life in or just north of Chicago. That long-standing connection gives him a strong understanding of the area, its neighborhoods, and the people who make the community special. Marketing and relationship-building are both central to Paul’s business. He connects one-to-one through his sphere, social media, video, local businesses, the Park Ridge Chamber, and other community channels. His approach reflects the value he places on personal connection and trust, while also using modern tools to stay visible and engaged. For Paul, real estate is not only about helping his clients buy and sell real estate; it is about making sure people understand why he is in the business and how he can help make the process easier for them. Paul stays connected with past clients through quarterly events, general outreach, phone calls, coffee meetings, and other personal touchpoints. Networking has always been one of the strongest parts of his platform, and those ongoing relationships continue to be a major part of his business. He works to remain a trusted resource long after the transaction is complete, whether clients have a real estate question, need a recommendation, or simply want to reconnect.

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Looking back, Paul says he would have made sure he had a consistent business and marketing plan in place earlier in his career. While networking has always served him well, he would have placed even more emphasis on intentionally growing his business and earning trust through a clear, consistent message. He has learned the importance of helping people understand not only what he does, but why he does it and how his experience can benefit them. Paul also gives back to organizations that are meaningful to him, including The Center for Concern in Des Plaines and the Dear Jack Foundation. His support for these causes reflects the same care and commitment that shape his approach to real estate: showing up for people, building meaningful relationships, and contributing to the community around him. Paul is grateful to the many people who have supported his success, including his wife of 33 years, Nancy; his daughters, Kara and Carly; his parents, who encouraged him in the early days; his managing broker of 13 years, Lisa Kon; fellow agents in his office; and the clients whose trust and support have helped build his business. With deep local roots, a relationship-driven approach, and a commitment to making the process easier for those he serves, Paul continues to guide his clients with experience, care, and integrity.

For more about Paul please visit: • Instagram: instagram.com/pauleswanson • LinkedIn: Paul E Swanson • Facebook: Paul Swanson, Baird Warner • YouTube: Paul Swanson / Baird & Warner https://

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RACHEL HICKS — GUIDING NORTH ALABAMA CLIENTS WITH TRUST, RELATIONSHIPS, AND LOCAL CARE Rachel Hicks has always enjoyed helping people and building relationships, and real estate gave her the opportunity to make a meaningful impact during one of the biggest decisions of someone’s life. She was drawn to the combination of problem-solving, negotiation, and service, knowing that each transaction requires both knowledge and care. Every client’s story is different, and Rachel loves being able to guide people with honesty, confidence, and steady support from start to finish. Now nine years into the business, Rachel works as a solo agent serving clients throughout North Alabama. She appreciates the region for its mix of small-town charm, beautiful scenery, and continued growth. To Rachel, North Alabama is a place where people genuinely care about their neighbors and where opportunities exist for firsttime buyers, growing families, retirees, and everyone in between. Helping clients discover what the area has to offer and watching them put down roots is one of the most rewarding parts of her work. Rachel believes every home deserves a customized marketing strategy. She uses professional photography, social media marketing, targeted online advertising, the MLS, and her network of local agents to help maximize exposure for each listing. Her goal is to position every property thoughtfully and connect it with the right buyers, while ensuring sellers feel informed and supported throughout the process. As an agent, Rachel focuses on building relationships and earning referrals through exceptional service, consistent communication, and results her clients can trust. Her business has grown largely through repeat clients and word-of-mouth recommendations, something she is deeply proud of. That foundation reflects the way she approaches real estate: by taking care of people first and allowing trust to build naturally over time.

Rachel’s relationships do not end at the closing table. She stays connected with past clients through phone calls, social media, client appreciation events, handwritten notes, and regular check-ins throughout the year. She wants clients to know they can always reach out, whether they have a real estate question, need market guidance, or simply want a recommendation for a trusted local contractor. Looking back, Rachel would absolutely continue putting relationships first because that has been the foundation of her business. Early in her career, she learned that taking care of people always leads to long-term success. The one thing she would do differently is invest sooner in systems, marketing, and time management. Building strong business processes earlier would have helped her grow more efficiently while still maintaining the high level of service her clients expect. Giving back to the community is also important to Rachel. She enjoys supporting local schools, youth programs, community events, and organizations that help families in need throughout North Alabama. She believes strong communities are built when local businesses and residents invest in one another. Rachel is grateful to her family for their constant encouragement and support, to her clients for trusting her with such important milestones, and to Keller Williams, along with the mentors and colleagues who have helped her grow throughout her career. With a relationship-driven approach and a heart for service, Rachel continues to help North Alabama clients move forward with confidence.

For more about Rachel please visit: Instagram https://instagram.com/rachelhicksrealtor

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life. On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion. After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run. BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confid� dence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most interdesting

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features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks. CONNECT WITH LIKE-MINDED PROFESSIONALS Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to ask our own questions about professional engagement. By participating in local organizations or networking with those who are active and 36

excelling in your field, you may find that others’ approaches inspire your own. Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

TAKE RISKS One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project? Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone. There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk. Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

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SARAH LOBERG — BUILDING COMMUNITY THROUGH REAL ESTATE, SERVICE, AND HEART Sarah Loberg’s path into real estate was something she never planned. While finishing college, she was a successful waitress, and when she graduated, her boss encouraged her to find what he called a “big-girl job.” Through a series of introductions, Sarah found her way into real estate and never looked back. What began as an unexpected career quickly became a passion for helping people through some of the biggest moments of their lives. More than 20 years later, she still cannot imagine doing anything else. Today, Sarah owns BHGRE Special Properties, with offices in Ripon and Green Lake, Wisconsin. While each agent runs their own business, Sarah says they never truly work alone. The brokerage operates like a family, with agents supporting one another, celebrating each other’s successes, and stepping in whenever someone needs help. Real estate can be a challenging business, and Sarah is proud to have built a culture where people work independently while still knowing they have each other’s backs every day. Sarah and her brokerage serve a wide region, with agents working throughout a roughly 60-mile radius of Green Lake. Sarah personally focuses most of her work within about 15 miles of Green Lake, a beautiful resort community where she enjoys the variety of people and properties she encounters. On any given day, she may be helping a firsttime buyer, a family selling a farm that has been passed down for generations, someone searching for a dream lake home, or a client with a completely different vision. For Sarah, real estate is about people, not price points. Whether she is working with a starter home or a luxury waterfront estate, she genuinely enjoys helping clients find the place that is right for them. That people-first approach also shapes the way she markets herself and her business. While she uses social media, direct mail, online marketing, and other tools, she believes the best marketing comes from showing up for the community she loves. By investing her time, energy, and resources into local organizations and events, Sarah has built relationships rooted in care and trust. Top Agent Magazine

Staying connected with past clients is also important to Sarah, and she is always looking for ways to do it better. She enjoys connecting on social media, meeting for coffee or dinner, and sending birthday cards when she remembers. Her office is also implementing a new follow-up system to help the team be more intentional. Above all, Sarah does not want clients to feel like they are part of a database; she wants them to know they are part of her community. Giving back has always been central to Sarah’s life and business. She currently serves on the Boys & Girls Club of the Tri-County Area Board, the Thrasher Opera House Board, and the Downtown Ripon Board, while also supporting festivals, fundraisers, youth programs, and community events whenever possible. She believes the communities that support her business deserve her time, energy, and financial support in return. Looking back, Sarah would tell her younger self to worry less, jump in with both feet, and trust that everything would work out. One thing she would never change is meeting her business partner, Jeff Shadick, who has been her mentor, partner, and one of her best friends for more than 22 years. She is also grateful to her husband, children, family, friends, agents, and staff for understanding the time and heart real estate requires. With a business built on community, relationships, and genuine service, Sarah continues to help clients throughout Green Lake and the surrounding region feel right at home.

For more about Sarah please visit: https://linkedin.com/in/ Facebook | Facebook |https://instagram.com/ Instagram | LinkedIn

https://facebook.

https://facebook.com/BHGRE-

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10 Key Steps to

WINNING REAL ESTATE BIDDING WARS Navigating through a bidding war demands a tailored strategy. Here’s how to position yourself as the top contender in a bidding frenzy:

1. Financial Pre-Approval:

6. Heartfelt Offer Letter

Securing a mortgage pre-approval signals to sellers your serious intent and financial capability, setting you apart from other prospects.

A personalized letter to the seller can forge an emotional connection, potentially swaying their decision in your favor.

2. Budget Mastery:

7. Thoughtful Contingency Waivers

Establish and adhere to a firm budget. This discipline ensures you remain grounded and financially prudent, even amidst bidding fervor.

Waive certain contingencies judiciously to render your bid more attractive, but proceed with caution to mitigate undue risk.

8. Increased Earnest Deposit

3. Compelling Opening Bid Make your first offer count by presenting a substantial bid that showcases your earnestness in securing the property.

4. Strategic Escalation Clause Employ an escalation clause to incrementally outbid others while capping your offer at a maximum you’re comfortable with.

Elevate your earnest money deposit to reaffirm your commitment and sincerity toward the purchase.

9. Market Savvy Keep a pulse on local market trends and property valuations to inform your bidding strategy with actionable insights.

10. Prompt and Decisive Action

5. Adaptable Closing Dates Demonstrate flexibility in closing dates to align with the seller’s preferences, enhancing the appeal of your offer.

In a fast-moving market, agility and decisiveness are key. Be prepared to swiftly make and adjust offers based on market dynamics and feedback.

By integrating these strategies, real estate professionals can guide their clients to make informed, competitive offers that stand out in a bidding war, ultimately enhancing their chances of success without compromising their financial boundaries. 38

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TJ WESTMORELAND-MAHAN — SERVING WEST JEFFERSON COUNTY WITH LOCAL ROOTS AND LASTING RELATIONSHIPS TJ Westmoreland-Mahan has always enjoyed helping people, and real estate gave her the opportunity to make a meaningful difference during one of the biggest decisions of their lives. She loves that every day is different, every client has a unique story, and each move represents a new goal, whether someone is buying their first home, upgrading, downsizing, or selling a home full of memories. Nineteen years into her career, TJ continues to be inspired by the chance to serve her community while building lasting relationships. TJ primarily works as a solo agent, which means her clients work directly with her from start to finish. She believes consistency and communication are essential, so clients always know who they are speaking with and who is guiding the process. At the same time, she knows no one succeeds in real estate alone. Her clients benefit from her trusted network of lenders, inspectors, attorneys, contractors, photographers, and other professionals who help ensure each transaction moves as smoothly as possible. Born and raised in the 35023 area, TJ primarily serves West Jefferson County, with a strong focus on Hueytown, Concord, Oak Grove, Bessemer, McCalla, Adger, and Pleasant Grove. She also helps clients throughout Jefferson, Shelby, Tuscaloosa, Walker, Bibb, and Blount counties. What she loves most about the area is simple: it is home. These are not just places where she sells houses; they are the communities that shaped her. She knows the neighborhoods, schools, local businesses, and people who make the area special, and she takes pride in helping families find a place they can truly call home. TJ believes every listing deserves a custom marketing plan. She invests in professional photography, compelling listing descriptions, social media marketing, open houses when appropriate, and targeted online exposure to help each property reach the right buyers. She also leverages the Keller Williams network, the MLS, and her local connections to maximize visibility. When marketing herself, TJ focuses on being authentic, consistent, and accessible, sharing real estate information, market updates, and glimpses into her life and community so clients know they are working with someone who genuinely cares. Top Agent Magazine

For TJ, relationships do not end at closing. She stays in touch through phone calls, text messages, social media, occasional pop-bys, and check-ins throughout the year. Her goal is to be her clients’ Realtor for life, not just for one transaction, and to be the first person they think of whenever they, their family, or their friends have a real estate need. Looking back, she would absolutely continue building her business around relationships, availability, and care, while also investing in herself sooner, leaning into marketing earlier, and trusting her own confidence. Giving back is also important to TJ both personally and professionally. She supports Meals on Wheels, local churches, schools, youth programs, and community events throughout the area. She also enjoys helping promote local fundraisers and supporting families facing unexpected challenges whenever she can. For TJ, being a Realtor is about more than buying and selling homes; it is about investing in the community, building meaningful relationships, and making a positive impact wherever possible. TJ is deeply grateful to her husband, Garry, affectionately known as Mr. TJ, for his unwavering support, as well as to her mom, her biggest cheerleader, and her children, whose patience and understanding mean more than they know. She also thanks the leadership team at Keller Williams Metro South for their guidance and encouragement, and most importantly, her clients for their trust, referrals, loyalty, and support. With deep local roots and a relationship-centered approach, TJ continues to serve Alabama clients with care, consistency, and heart.

For more about TJ please visit: Facebook | Instagram | Website https://facebook.com/AgentTJ

https://instagram.com/youragenttj

https://tjwestmoreland.com

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