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MASTERING TALENT ACQUISITION IN REAL ESTATE The ability to draw in and keep exceptional agents forms the backbone of any thriving brokerage. The art of follow-up stands at the forefront of transforming potential interests 4

into concrete assets for our teams. Below, we delve into the strategic nuances of follow-up, showcasing its role as a critical differentiator in securing the industry’s best.

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• Fostering Memorable Connections: The initial meeting lays the groundwork, but it’s the diligent follow-up that cements a solid relationship. A personalized email or call after the first interaction not only reiterates the benefits of joining your team but also highlights your brokerage’s dedication to building meaningful connections.

• Showcasing Commitment to Agent Success: Continuous engagement post-meeting signals to prospective agents that your firm is invested in their career trajectory. This level of dedication showcases a supportive environment where agents’ growth and success are paramount.

In a landscape where elite agents are pursued by numerous firms, staying actively engaged through follow-up can keep your brokerage at the forefront of their minds. Highlighting your unique offerings and culture through consistent communication underscores why your firm is the ideal choice.

• Highlighting Paths for Professional Development:

• Clarifying Doubts and Building Confidence: Utilize follow-up interactions as a platform to address any hesitations or queries. Engaging in open dialogue ensures that expectations and values are aligned, paving the way for a mutually beneficial partnership. Top Agent Magazine

• Ensuring Your Brokerage Stands Out:

Follow-up conversations are golden opportunities to outline the developmental prospects within your firm. Elaborating on mentorship programs, educational workshops, and career progression plans can tip the scales in your favor.

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• Elaborating on Brokerage Values and Culture: Post-meeting, candidates often seek deeper insights into your brokerage’s ethos and community. Follow-up communications are perfect for sharing success stories and the supportive network that defines your brokerage, aiding them in making an informed decision.

• Respecting Communication Styles: Recognizing and adapting to a candidate’s preferred method of communication tailors a more personalized and effective followup. This adaptability not only respects their preferences but also fosters a stronger rapport. 6

• Smooth Transition to Onboarding: A strategic follow-up process seamlessly bridges candidates to the onboarding phase, setting a positive tone for their integration into your team. This smooth transition is crucial in cultivating a productive and harmonious work environment from the get-go. In conclusion, the power of follow-up in recruiting real estate agents cannot be overstated. It is not merely a formality but a strategic and essential component of the recruitment journey. Brokers and agencies that prioritize effective and consistent follow-up demonstrate a commitment to their agents’ success and position themselves as attractive destinations for top-tier real estate talent. In a field where relationships are paramount, unlocking success often begins with the simple act of following up.

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TIMUR LOYNAB

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TIMUR LOYNAB — FROM JOURNALISM TO REAL ESTATE, BUILT ON STRATEGY, RELATIONSHIPS, AND MARKET EXPERTISE

Before Timur Loynab entered real estate, he built his career as a writer and reporter. He freelanced for several local newspapers while also covering Congress and the Department of Homeland Security for the Bulletin News Network, specializing in beat reporting for government professionals. Along the way, he began writing real estate-related stories, including features on the transformation of Washington, DC neighborhoods such as Logan Circle. Watching areas evolve through development and investment sparked a deeper interest in the industry and planted the seeds for what would eventually become his long-term career.

Today, Timur operates as part of CondoNest, a four-person team serving clients throughout Washington, DC and Northern Virginia, including Fairfax County, Alexandria, Arlington, Prince William County, and Loudoun County. Having grown up in Alexandria and completed both his undergraduate and graduate studies at American University in

At the time, Timur’s demanding overnight journalism schedule and limited financial opportunities stood in stark contrast to the success he saw friends finding in real estate. Although he initially resisted the idea of making a career change, a broker at the firm he still works with today continued encouraging him to consider the business. More than 20 years later, that decision has proven to be life changing. 8

Washington, DC, he brings a lifelong connection and deep understanding of the region to every client relationship. His marketing strategy combines traditional exposure with targeted digital outreach. Alongside the MLS, Timur utilizes e-blasts and social media campaigns across platforms such as Facebook and Instagram to generate interest in his listings. Historically, however, his business has been built primarily through referrals and long-term relationships rather than aggressive self-promotion. As the market continues to evolve, he has also recognized the importance of expanding his marketing efforts through more proactive outreach and strategic campaigns. One of the defining aspects of Timur’s business is the depth of his client relationships. Many of his clients become lifelong friends, and he remains closely connected through calls, texts, emails, dinners, and ongoing market updates. He believes staying informed and accessible long after closing is essential to building trust and maintaining lasting relationships. Looking back on his career, Timur says one of his most valuable lessons came early. He began in new home sales, which taught him both the business and the realities of delayed commission structures tied to construction timelines. Those experiences reinforced the importance of diversification and adaptability. Entering the business during the market downturn of 2006 also shaped his work ethic, forcing him to earn every opportunity and develop the persistence, professionalism, and strategic mindset that continue to define his business today. Outside of real estate, Timur supports several community organizations including Studio Theatre, Mary’s Center, Wanda Alston Foundation, Bread for the City, Breast Care for Washington, and Logan Circle Main Street. He also credits much of his success to the support of his family, his CondoNest team, and his brokerage, McWilliams Ballard. Top Agent Magazine

Learn more about Timur Loynab at instagram.com/condonestdc; facebook.com/CondoNest or condonest.com https://

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AMY STANLEY — GUIDING CLIENTS WITH CLARITY, CARE, AND CONFIDENCE IN JOHNSTON COUNTY Amy Stanley’s path into real estate was rooted in something deeper than transactions. With a background in education, she has always been drawn to helping others navigate important moments in life. Real estate became a natural extension of that calling. She saw how overwhelming buying or selling a home can feel—filled with uncertainty, emotion, and high-stakes decisions—and knew she wanted to be a steady, trusted guide through that process. For Amy, the most rewarding part is helping clients move from feeling anxious to confident, knowing they made the right decision. Now five years into her career, Amy works as a solo agent serving Johnston County and the surrounding areas, including Wake, Wayne, Wilson, Harnett, and Nash counties. Her approach is intentionally personal, allowing her to stay closely connected to each client and provide consistent support from the first conversation to well beyond closing. As a Johnston County native, Amy has a deep appreciation for the community she serves. She values the balance the area offers—peaceful living with growing neighborhoods, while still being close to everything residents need. It is a place where people know their neighbors, support one another, and can find a home that fits every stage of life, from first-time buyers to those entering a new chapter.

in, remembering home anniversaries, and sharing relevant updates like market insights or local events. Her goal is to remain a trusted resource long after the transaction, and many of her favorite moments come from watching her clients grow into their homes and life continues beyond the sale. Looking back, Amy says joining a coaching program earlier would have made a significant difference in her confidence and growth. Since 2024, being part of a coaching community has provided the guidance, structure, and support she was missing in her early years. That experience has helped her strengthen both her business and her mindset. Amy is deeply involved in her community. She serves as a board member for the Johnston County Public Library and the Johnston County Educational Foundation, and she is an active member of the Johnston Central Rotary Club. Through her Hero of the Month program and affiliation with Homes for Heroes, she recognizes and gives back to those who serve the community. She credits her growth to her coaches, her first mentor Alice Harris, and the unwavering support of her family.

Amy’s marketing approach focuses on storytelling and connection. She believes every home has something unique to offer, and she takes the time to highlight those details through professional photography, video, and thoughtful presentation. Rather than simply maximizing exposure, she aims to reach the right buyers—those who can truly envision their life in the home. She also builds her personal brand by consistently providing value, sharing helpful insights, and leading a community-focused Facebook page that keeps her audience informed and engaged.

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Staying connected with clients is one of the most important parts of Amy’s business. She keeps relationships strong through simple, intentional touchpoints—checking 12

Find Amy Stanley at: instagram.com/amyhstanley; instagram.com/stanleypremierproperties; facebook.com/stanleypremierproperties; linkedin.com/in/amyhstanleyrealtor https://

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar. Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first. Top Agent Magazine

The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.” You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result. Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed. It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead. 1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments. 1.5 hours – Spend this time prospecting and appointment setting. 1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines. 8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive. As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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ANDY GRIESINGER — BUILDING MOMENTUM THROUGH VISIBILITY, STRATEGY, AND RELATIONSHIPS Real estate has always been part of Andy Griesinger’s story. With a grandfather who worked as both an attorney and real estate agent, the foundation was set early. What ultimately drew Andy into the business, however, was not just the legacy—it was the unique balance of business development and meaningful impact. The ability to guide people through one of the most important decisions of their lives is what continues to drive him today. With nine years in residential real estate, Andy leads a high-performing team while remaining actively involved in production. This dual role allows him to stay closely connected to the client experience while also building systems and structure that support growth at scale. By staying in the field, he maintains a realtime understanding of the market while ensuring his team delivers a consistent and elevated level of service. Andy and his team serve the greater Charlotte metro and surrounding markets, covering everything from the South Carolina border to Mooresville and Lake Norman, and across the full east-west corridor. Their reach reflects both the strength of their systems and their ability to operate effectively across a wide geographic footprint.

drives opportunity. By staying active, relevant, and engaging across platforms, his brand operates as a continuous flywheel—where exposure leads to more opportunities, which in turn creates even greater visibility. Staying connected with clients is intentional and ongoing. Through a mix of social media, regular newsletters, and client appreciation events, Andy ensures his relationships extend well beyond closing. His goal is to remain present and valuable, creating a community rather than a one-time transaction. Looking back, Andy says he would keep the same relentless work ethic and willingness to experiment, but would have focused earlier on documenting systems and building leverage. That shift toward structure and scalability has become a key part of his growth strategy today. Giving back is also an important part of his business. Andy and his team support the Cystic Fibrosis Foundation’s Charlotte chapter, as well as local Jewish community initiatives and Virginia Tech. He credits much of his success to his wife Suzy, his family, his clients, and the team around him, emphasizing that long-term success is always a collective effort.

What Andy values most about his work is the people. Whether guiding a first-time buyer, working with an investor, or helping a client make a major life transition, he finds purpose in being the trusted advisor throughout the process. That human connection is what keeps the work engaging and rewarding year after year. His marketing approach is built around visibility and consistency. Andy leads with social media and invests heavily in digital content, understanding that attention Top Agent Magazine

For more about Andy Griesinger please visit instagram.com/andyg_realtor https://

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BRUCE JUENGST — A PEOPLE-FIRST APPROACH BUILT ON SERVICE AND RELATIONSHIPS After a successful career in IT, Bruce Juengst knew he wanted a change—one that allowed him to work more closely with people. Drawn to the opportunity to understand clients’ unique situations and apply his problem-solving skills in a meaningful way, he made the transition into real estate. What he found was a career where those strengths could truly make an impact, helping clients navigate important decisions with clarity and confidence. Now with 22 years in the business, Bruce works alongside his team serving clients throughout the Lake Norman region, including Huntersville, Statesville, Denver, and Kannapolis. His team-based approach allows for strong collaboration and consistent support, ensuring clients receive a high level of service at every stage of the process. What Bruce appreciates most about the area is its versatility. The Lake Norman region continues to attract a wide range of buyers, offering housing options that suit different lifestyles, needs, and price points. Whether someone is relocating, upsizing, or simplifying, the area provides opportunities that make it an appealing place to call home. His marketing strategy is rooted in both reach and connection. Through his affiliation with Keller Williams, Bruce leverages a strong nationwide referral network that helps connect buyers and sellers across markets. He also utilizes multiple social media platforms to share listings, highlight client success stories, and maintain visibility within the community. This combination of network strength and consistent communication helps ensure his clients’ properties receive meaningful exposure. 16

For Bruce, staying in touch with clients is a structured and ongoing effort. His team connects with past clients throughout the year through regular calls, client appreciation events, and seasonal giveaways. These touchpoints help maintain relationships and reinforce the idea that their connection extends well beyond a single transaction. At the core of Bruce’s business is a simple philosophy: relationships come first. He believes that people don’t care how much you know until they know how much you care. That mindset has shaped his approach from day one—leading with authenticity, listening closely, and serving with intention. Bruce is also committed to giving back, supporting organizations such as FeedNC and Dove House. He credits his success to the people around him, especially his wife Tammi, who has been a constant partner and support throughout his journey, and his longtime assistant Malro, who has been an integral part of the business for over a decade. Together, they’ve built a foundation centered on teamwork, consistency, and care.

Find Bruce Juengst at: Facebook: facebook.com/bthomesinc Instagram: instagram.com/bt_homes LinkedIn: linkedin.com/in/brucejuengst YouTube: youtube.com/@thebthomesgroup https://

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Is Branding the Way to Take Your Business to the Next Level? Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet. Top Agent Magazine

When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 17

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals. Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap. This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 18

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites. If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take. But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised. If done right, soon you’ll become an in-demand agent whose name is synonymous with success! Top Agent Magazine

CHAD & MERRITT ADAMS — SERVING THE TRIAD WITH TRUST, HEART, AND HOMETOWN EXPERTISE Chad and Merritt Adams built their real estate business on the same values that first shaped Chad’s career in health and fitness: trust, attitude, perseverance, and encouragement. After starting his own fitness business straight out of college, Chad realized he wanted to make an even greater impact in people’s lives. Real estate offered that opportunity, allowing him to guide clients through one of the most significant financial decisions they will ever make. A problem solver at heart, he enjoys finding creative solutions to complex issues and helping clients reach the finish line with confidence. Merritt brings her own remarkable background to the business. As a full-time, dual board-certified physician in Internal Medicine and Obesity Medicine, she maintains a demanding medical career while helping Chad whenever she can. Together, they lead a team of six agents, combining care, discipline, and service into a client experience that reflects both professional expertise and genuine heart. Their team serves the Triad of North Carolina, an area Chad knows deeply because it is home. Having grown up there, he understands the communities, lifestyle, and local nuances that matter to buyers and sellers. That hometown knowledge allows the team to provide grounded, practical guidance while helping clients make confident decisions. Chad and Merritt enjoy serving a wide range of clients and properties, but they have a particular passion for luxury and farm listings. Their slogan, “Suits to Muddy Boots! We’ll Service All of Your Real Estate Needs,” captures the spirit of their business perfectly. Whether representing a high-end estate, a working farm, or a family home, they bring the same level of dedication and personalized service. Chad’s dedication has also earned significant recognition. He is a four-time eXp Realty ICON Agent Award Top Agent Magazine

recipient, an honor that places him among the top 1% to 3% of Realtors within eXp Realty’s global network of more than 80,000 agents across 27 countries. That distinction reflects not only his production and performance, but also the consistency, leadership, and client-focused service that define his business. Staying connected with clients comes naturally to the Adams team. When past clients come to mind, appear in conversation, or live along a route they are passing, Chad and Merritt make a point to reach out and check in. They also pride themselves on being a trusted resource long after closing, helping clients connect with reliable subcontractors and service providers whenever needs arise. Looking back, Chad says he likely would have entered real estate earlier, but would not change the way he learned or got started. Every step of the journey helped shape who he is today. Giving back is also important to Chad and Merritt. They support clients’ children, local fundraisers, and Chad’s former high school soccer team each year. Chad credits his success to God, his family, Merritt, his hardworking team members, and eXp Realty for providing the structure, support, and opportunity to build a strong independent brand within a collaborative organization.

For more about Chad & Merritt Adams, visit: facebook.com/hometownrealtorsexp; instagram.com/hometownrealtorsexp; linkedin.com/in/hometownrealtorsexp or hometownrealtorsnc.com https://

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CHELSEA TRAYLOR — TURNING CURIOSITY INTO A PURPOSE-DRIVEN REAL ESTATE CAREER Chelsea Traylor’s journey into real estate began not as a career plan, but as a personal pursuit of knowledge. Coming from a family that had invested in real estate over the years, she had seen both successes and challenges firsthand. Those experiences sparked a desire to better understand the strategy behind real estate decisions so she could make smarter choices for her family. What started as an effort to become more informed quickly evolved into something much bigger. While taking real estate classes, Chelsea initially had no intention of becoming an agent. On her first day, she was the only person in the room who did not raise her hand when asked who planned to pursue a license. However, a brief conversation with her instructor changed her perspective. Recognizing her potential, the instructor encouraged her to consider real estate as a career. That moment stayed with her, and ultimately led her to take a leap she had not originally planned. It turned out to be a defining decision, as she quickly found both success and passion in the industry. Now with over two decades of experience, Chelsea works alongside a small team of two, serving clients across Washington, DC, Maryland, and Virginia. Her approach is rooted in understanding people first—taking the time to learn each client’s goals, background, and unique situation so she can guide them with clarity and confidence. What Chelsea values most about her market is its diversity. The DC, Maryland, and Virginia region brings together people from all over the world, creating a dynamic environment shaped by a wide range of perspectives and experiences. This constant exchange of ideas allows her to better connect with her clients and tailor her approach to meet their individual needs. 20

Her marketing strategy focuses on consistency and connection. Through her team website, LinkedIn, and direct mail outreach, she maintains a steady presence while ensuring her message reaches the right audience. She also leverages her CRM system and professional network to stay organized and engaged, allowing her to nurture relationships and remain a reliable resource for her clients. Looking back, Chelsea says she would still build her business on genuine relationships, but would have shared her story and communicated her value earlier. Establishing visibility and trust sooner would have allowed her to connect with more people and help them navigate important real estate decisions with confidence. Beyond her work with clients, Chelsea is committed to giving back and supporting others in the industry and her community. She mentors new agents, supports historically Black colleges and universities (HBCUs), and contributes to initiatives through her company that focus on strengthening communities. She also credits her husband as a major influence, noting that his approach to running a business—focused on trust, consistency, and meaningful relationships—has helped shape how she serves her clients today.

For more about Chelsea Traylor please visit: linkedin.com/in/chelsea-traylor-18865b7 or themacgroupdmvhomes.com https://

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KEY MISTAKES TO AVOID FOR A SUCCESSFUL HOME SALE Steering clear of these common home selling errors is essential for a seamless and effective Top Agent Magazine

transaction. Here are some top home-selling mistakes to avoid:

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Picking the Wrong Agent

Low-Quality Listing Photos

An experienced and compatible real estate agent is crucial. Select an agent with a strong performance history and knowledge of your local market.

Dishonesty

Improper List Price

Avoid setting an unrealistic asking price. Analyze the local market and similar properties to find a competitive and fair price.

Not Making Repairs

Make necessary repairs and improvements to attract buyers. Addressing issues beforehand can make your home more appealing.

No Home Staging

Proper staging is key. Declutter, depersonalize, and arrange furniture to highlight your home’s features.

Not Tending to Curb Appeal

First impressions are vital. Enhance your home’s exterior with maintenance, landscaping, and possibly a new paint job.

Ensure your listing has high-quality photos. Attractive, clear images can significantly impact buyer interest.

Lack of Marketing

Expand beyond traditional marketing. Utilize online platforms and various channels to increase your home’s visibility.

Be transparent. Fully disclose the property’s condition to avoid potential legal complications.

Having Emotions Involved

Maintain a business perspective. Emotional attachment can complicate the selling process.

Ignoring Market Trends

Understanding current market dynamics can guide your decisions regarding pricing and the best time to sell.

Not Being Flexible

Openness in negotiations can facilitate a sale. Be willing to consider reasonable offers and compromises.

Unprepared Showings

Maintain a show-ready home at all times. A tidy and clean environment can make a strong impression during unexpected showings.

By avoiding these common mistakes, you can increase your chances of selling your home quickly and at a satisfactory price. 22

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CHRISTY DONALDSON — LEADING WITH FAITH, CARE, AND CONNECTION Christy Donaldson’s path into real estate was driven by her genuine love for people and her desire to help others succeed. She believes deeply in encouraging those around her to see their own potential, often helping clients build confidence in decisions that can feel overwhelming. For Christy, real estate is not just about buying or selling homes—it is about helping people find stability, opportunity, and a place where their lives can truly grow. With 11 years in the business, Christy serves clients across the Triad to Triangle regions of North Carolina. She works closely with her Director of Operations, creating a strong foundation that allows her to stay focused on relationships while maintaining a structured and supportive client experience. Together, they ensure that each client receives consistent communication and care from start to finish. Christy’s business model is her focus on a “client first” approach. This approach has led to her continued success as well as repeat clients. Rather than focusing on a specific area, she embraces the full range of markets she serves. Whether her clients are relocating, upgrading, or purchasing their first home, she meets them where they are—both geographically and personally—making sure the process is tailored to their needs.

often extend well beyond the transaction, as she remains present in her clients’ lives and celebrates milestones alongside them. Looking back, Christy says she would have invested more time in business education early on and established clearer boundaries to create better balance. However, one thing she would never change is the way she cares for her clients. That heart-centered approach has been the foundation of her success and continues to guide everything she does. Christy is deeply involved in her community and her faith. She serves on the board of Mercy and Grace, a local homeless outreach ministry, and is an active member of the Alamance-Caswell Builders Association and Professional Women in Building. She also serves on the Keller Williams Associate Leadership Council. Her faith is the foundation of her journey. From motherhood to three amazing children and one grandson, to serving in the children’s ministry at Grace Chapel, to her relationships with clients, these are testaments to her faith. As well as to the people who have supported her along the way, including mentor Heather McAndrews and her Director of Operations, Shannon Wise, whose leadership and encouragement have played a significant role in her growth.

Her marketing approach is built on consistency and visibility. She promotes listings through her wealth of experience, social media, agent outreach, office exposure, and email campaigns, ensuring that each property reaches the right audience. At the same time, she continues to grow her personal brand by staying active in the community and showing up regularly online, allowing clients to connect with her both professionally and personally. Staying in touch with clients is one of the most meaningful parts of Christy’s business. She prioritizes thoughtful, personal communication—sending handwritten notes, birthday cards, and small holiday gifts, along with regular check-ins through texts and newsletters. Her relationships Top Agent Magazine

Find Christy Donaldson at: instagram.com/christy._.donaldson; instagram.com/triadtotrianglerealestate; facebook.com/ChristyDonaldson; facebook.com/TriadToTriangleRealEstate or tiktok.com/@triad2trianglerealestate https://

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CIERRA BURMEISTER — BLENDING HISTORY, STRATEGY, AND COMMUNITY IN MILWAUKEE REAL ESTATE Cierra Burmeister’s path into real estate began long before her career officially started. Growing up, her family moved several times, giving her early exposure to the buying and selling process. Touring homes, attending open houses, and experiencing new spaces sparked a genuine curiosity. That interest deepened in college, where she began exploring real estate investing and ultimately decided to pursue it as a full-time career straight out of school. Now approaching her 10th year in the business, Cierra operates as a solo agent serving the Greater Milwaukee area, including Milwaukee, Ozaukee, Sheboygan, Washington, Waukesha, Dodge, and Racine counties. Her independent structure allows her to stay closely connected to every client while delivering a personalized, hands-on experience from start to finish. One of the aspects she loves most about her market is its character. Cierra has a deep appreciation for historic architecture and the stories that older homes carry. From century-old properties to downtown condos, she enjoys helping clients connect not just with a space, but with the history and lifestyle that come with it. Sharing those stories has become a meaningful part of her work.

opportunities. Beyond that, she keeps relationships personal—stopping by with cookies or small gifts, sending cards and emails, and checking in throughout the year. Her goal is to ensure every client feels supported long after the transaction is complete. Looking back, Cierra is proud of how she built her foundation. Early in her career, she focused heavily on networking with lenders, financial advisors, investors, and tradespeople while also investing in her education. That commitment helped her become a well-rounded advisor. If she could change anything, she would have explored commercial real estate more deeply earlier on, an area she still finds intriguing and sees as a future opportunity for growth. Cierra is also deeply involved in her community. As a Cedarburg local, she supports the Lions Club, which contributes to a variety of local charities and small businesses. She is also an advocate for Mutt Life, a local dog rescue, and participates in company-supported initiatives like Christmas for Kids. Additionally, she contributes to local school events, the Tour of America’s Dairyland bike races, and community gatherings like Music in the Park. She credits much of her success to her mentors Karen Catalano and Kate Kenlay, her company’s leadership, and the unwavering support of her husband Tony and her family.

Her marketing strategy focuses on staying current in a fast-paced and evolving market. Cierra actively leverages social media trends to promote listings and maintain visibility, while also relying on a strong network of clients, investors, and agents to circulate new opportunities. This combination of digital strategy and relationship-based marketing helps her listings gain traction quickly and reach the right audience. Staying in touch with clients is a consistent priority. She provides annual market reviews so homeowners and investors can better understand timing and 24

Find Cierra Burmeister at: instagram.com/findinghomewithcierra or facebook.com/CierraBurmeisterShorewest https://

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The Making of

A TOP AGENT In the hustle and bustle of Real Estate lies artistry and skill honed by top-producing industry leaders. What is it that makes specific agents stand out for their success? As we glimpse into the unparalleled success of Top Agents, we find them comparable to an intricately woven tapestry of devotion, strategy, and skill, enabling these agents to Top Agent Magazine

rise to the top, showcasing what is essential to their climb to the summit. Amidst this tapestry are unique threads, fabrics, and patterns that we will explore to share the making of a Top Agent. First and foremost, one of the most fundamental factors determining an agent’s success

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is the level of service they offer their clients. For example, Mauricio Umansky is a prime example; he earned his place on the cover of the Top Agent Magazine for his notable career success as a Southern California Top Agent and owner of The Agency. Mauricio and his team at The Agency are deeply devoted to providing an extraordinaire level of service, a crucial focus for his business. Whether exercising the role as an agent for an elite client or assisting clients through their company’s concierge program, the brokerage and its team members will find a way to provide their clients with whatever they need. The level of service an agent extends to their clients is paramount to their business ethos and directly correlated to the success they find. Another feature of a top-producing agent is their devotion to nurturing sincere relationships with their clients. Agents who regularly stay in touch with clients acquire a strong repeat and referral business. Upon years of keeping up with past clients through pop-byes, client events, a simple phone call, or grabbing coffee, an agent’s business can become sustainable from this effort alone. Little gestures like remembering a client’s anniversary or birthday can make a positive impression on clients as the agent fosters a genuine relationship with them. While real estate marketing strategies remain essential, nothing compares to satisfied clients driving 26

word-of-mouth business. We’ve heard from agents featured in Top Agent Magazine who share that their clients often become life-long friends. Top Agents put their heart into their business and the relationships they build. At the same time, their business always stays strong. The making of a top agent doesn’t stop there. Agents who excel in success are often those firmly involved in the community through charitable work, associations, and events. Active participation in one’s community and an interest in philanthropic causes build trust and integrity and display character and compassion. When a business is devoted to positively impacting the lives of others, it creates a favorable outcome for all involved, those in need and others who share the standard value of paying it forward. When kind actions create a ripple effect by helping those in need, all feel the benefit, further strengthening an agent’s brand image and business. As we de-thread the tapestry of success required for Top Agents, we see their business is an interwoven fabric consisting of exceptional client service, relationship building, and giving back. Interestingly enough, the real estate industry epitomizes a “people business.” Devoted service to others makes the real estate world as it is. The making of a Top Agent has little to do with financial reward and everything to do with an unwavering commitment to serving others. Let these top leaders and their insights inspire us. Are you the next Top Agent?

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COLBY BARNES — GROWING A TEAM AND LEGACY IN ARIZONA REAL ESTATE Colby Barnes was introduced to real estate through family. With his mother working in the industry for more than 20 years, he was encouraged early on to explore the business for himself. What began as guidance quickly turned into a career, and over the past seven years, Colby has built a growing presence in the Arizona market, combining personal experience with a team-driven approach. Today, Colby leads a team of 10 agents serving the Greater Metro Phoenix and Tucson areas. His role has evolved from individual production to leadership, focusing on creating structure, supporting his agents, and ensuring clients receive consistent service across the board. Building and managing a team has allowed him to expand his reach while maintaining a strong standard of care. As an Arizona native, Colby brings firsthand knowledge of the region’s growth and development. He has watched the Valley evolve over the years and enjoys sharing that insight with clients. Whether helping someone relocate or invest, he provides context around each city and neighborhood, helping clients make informed decisions based on both market data and lived experience. His marketing strategy centers around a strong online presence. Through his personal website, company platforms, and social media channels, Colby ensures listings and brand visibility remain consistent and accessible. This digital-first approach allows him to

connect with a broad audience while supporting his team’s efforts across multiple markets. Staying connected with clients is structured and consistent. Colby maintains relationships through quarterly emails and monthly calls, ensuring past clients remain informed and supported. While simple, this system helps him stay present in his network and reinforces long-term relationships. Looking back, Colby says he would have implemented stronger systems earlier, particularly around maintaining connections with past clients. Early in his career, his approach was more transactional, which he now recognizes as a limitation. Shifting toward a relationship-based model has become a key focus in recent years and continues to shape how he grows his business. Colby also supports Good Omen Dog Rescue, reflecting his commitment to causes outside of real estate. He credits much of his success to the people around him, including his mother and transaction coordinator Pam Barnes, his husband Mitchell Sterns, mentor David Newman, industry leaders Greg and Teresa Hague, broker Larry Dignan, and his team members Brittany Pratte, Kali Rosenberg, Michael Chiovari, Jacob Fullerton, Clayton Hill, Marissa Boardman, Brandon Emberlin, Jasmyn Sallee, Ashley Walters, and Darren Goldberg. Their collective support has played a significant role in building his business.

Contact Colby Barnes on Instagram at instagram.com/colbybarnes or instagram.com/barnesrealestategroupaz https://

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CONNIE WHITE — A RELATIONSHIP-DRIVEN APPROACH IN CHARLESTON REAL ESTATE Connie White often says that real estate chose her. What began as an unexpected career path quickly became a passion once she realized how meaningful the work truly is. Guiding clients through one of the most significant financial and emotional decisions of their lives requires patience, empathy, and trust—qualities that have defined her approach from the very beginning. Her genuine care for people continues to be the driving force behind her success. With 18 years of experience, Connie operates as a solo agent serving clients throughout the greater Charleston region and surrounding Lowcountry communities. Because her business is built on relationships, her reach extends wherever her clients need her—whether that’s coastal properties, suburban neighborhoods, or growing inland areas. This flexibility allows her to provide a highly personalized experience tailored to each client’s goals. What Connie loves most about her market is the lifestyle and sense of community. The Charleston and Lowcountry area offers a unique blend of coastal beauty, historic charm, and modern growth. From waterfront living to quiet residential communities, there is truly something for everyone. She takes pride in helping clients find not just a home, but a place that aligns with their lifestyle and stage of life.

She also makes personal calls twice a year and sends Christmas cookies during the holidays, creating lasting connections that extend well beyond the transaction. Looking back, Connie says she would keep the same heart she started with—working hard, caring deeply, and focusing on relationships. If she could make any changes, she would focus on establishing stronger structure earlier, placing greater trust in delegation, and adopting marketing and technology tools sooner to broaden her reach and overall impact. Community involvement has always been important to Connie. While she was highly active in her children’s schools and extracurriculars in earlier years, she continues to support her community today through client relationships, local engagement, and giving back where needed. She credits much of her journey to her sons, Ronnie and Michael, who have supported her throughout her career. Their encouragement and understanding have meant everything, and she is proud they have witnessed the value of dedication, consistency, and hard work firsthand.

Her marketing strategy is comprehensive and intentional. Each listing begins with a strategic launch plan that includes professional photography, video, targeted social media campaigns, email marketing, and exposure across major real estate platforms. She also works with a dedicated social media professional to maintain a consistent, high-quality digital presence. The goal is to create maximum visibility and generate strong demand so every property stands out. Staying connected with clients is one of the most important aspects of Connie’s business. She is known for her thoughtful and personal approach, including monthly handwritten note cards featuring her signature caricature—something her clients genuinely look forward to. 28

Also find Connie White at facebook.com/ConnieWhite or instagram.com/conniedwhite_realestateexpert 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 offers 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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DEBBIE BOWEN — SERVING MILITARY FAMILIES WITH EXPERIENCE AND HEART Her marketing approach is centered on visibility and consistency, utilizing platforms like Facebook, Instagram, and TikTok to reach buyers and sellers. Combined with direct mail and ongoing Facebook engagement, she maintains a steady presence in her market while staying accessible to both new and past clients.

Debbie Bowen entered real estate at a point in her life when she was ready for a new chapter—one that offered flexibility while still allowing her to work closely with people. With a natural love for both homes and relationships, she pursued her real estate sales license and eventually her broker’s license. What started as a career change quickly became a long-term passion built around service and connection.

Staying connected is simple but intentional. Debbie uses mail and social media to keep relationships active, ensuring clients always know she is available when they need guidance. That consistent communication helps reinforce trust and keeps her top-of-mind within her network.

Now with 21 years of experience, Debbie owns her own brokerage while continuing to handle her sales and listings personally. Operating independently allows her to stay fully engaged with every client, ensuring a hands-on approach throughout each transaction. Her business reflects a balance of leadership, experience, and personal attention that many clients value.

Looking back, Debbie says she would have invested more in real estate herself, particularly through flipping homes. While her focus has been on serving clients, she recognizes the additional opportunities that come from personal investment and hands-on property experience. Giving back is an important part of Debbie’s life. She supports organizations such as the Salvation Army, Wounded Warriors, her local hospital foundation, and the Sumter Schools Foundation. She is also a Rotarian, active in her church at Alice Drive Baptist, and has served as a former honorary commander at Shaw Air Force Base. Debbie credits mentors like Renee Baird and Dean Gainey for helping guide her early career and supporting her journey to owning her own brokerage.

Debbie serves a broad region from the Midlands to the coast of South Carolina, with a strong focus on military clients. As a self-described “military brat,” she has a deep personal connection to the military lifestyle. Her father was a jet fighter pilot, and that background has given her a genuine understanding of the needs and challenges military families face. Being able to serve this community is not just part of her business—it is something she is truly passionate about.

For more information about Debbie Bowen visit her on Facebook at facebook.com/BARrealty or Instagram at instagram.com/bowenrealtysc www.

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https://www.instagram.com/chad_realtor/

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https://www.youtube.com/@Thechadbishopgroup

GREG MARTIN — BUILT ON EXPERIENCE, CONSISTENCY, AND LONG-TERM RELATIONSHIPS Greg Martin’s entry into real estate started with a simple opportunity that turned into a long-standing career. His father’s best friend, who owned a RE/MAX franchise, encouraged him to get licensed and join the business. What began as a straightforward path quickly evolved into a profession that has now spanned 27 years, built on consistency, experience, and a steady commitment to his clients. Today, Greg leads a team serving Charlotte and the surrounding areas, providing clients with the benefit of both individual experience and team support. His longevity in the business has given him a deep understanding of market cycles, client needs, and how to navigate changing conditions with confidence. That experience continues to be one of his greatest assets. What Greg appreciates most about the Charlotte market is the lifestyle it offers. The area continues to draw buyers for its favorable climate, variety of activities, and its unique positioning between the mountains and the coast. This combination creates a strong appeal for a wide range of clients, from those relocating to families looking to put down longterm roots. His approach to marketing focuses on strong presentation and maximum exposure. Each listing is supported with professional photography, detailed floor plans, drone footage, and Matterport tours, giving buyers a complete and accurate view of the property. Combined with consistent online advertising, his strategy ensures that listings are positioned effectively in a competitive environment.

Greg maintains long-term relationships with his clients through regular communication, including newsletters, monthly updates, and providing property value insights. These consistent touchpoints help clients stay informed while reinforcing trust over time, which has been a key driver in sustaining his business. Looking back, Greg believes his career has unfolded exactly as it was meant to. Rather than focusing on what he would change, he values the experiences that have shaped his path and the lessons learned along the way. That perspective allows him to stay grounded and focused on continuing to deliver for his clients. He credits much of his success to his team, whose support and collaboration play an essential role in maintaining the level of service his clients expect.

For more about Greg Martin please visit: linkedin.com/in/greg-martin-28244628/ or .facebook.com/martingroupproperties www.

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach. If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche. Top Agent Magazine

Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend. You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market. If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 33

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams? Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus. Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures. When things pick up, you may take your innovative approaches and start applying them to luxury homes. Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 34

are numerous demographics that truly need expert real estate advice. Be the one to fill it. You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche? Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official. Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you. There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients. Top Agent Magazine

JUAN CARLOS MARTINEZ — BRINGING HOSPITALITY, STRATEGY, AND LOCAL EXPERTISE TO WALWORTH COUNTY REAL ESTATE Juan Carlos Martinez did not come into real estate through a traditional path. Before earning his license, he built his foundation in hospitality—an industry that teaches you how to read people quickly, anticipate needs, and understand the importance of details. Those skills translated naturally into real estate, where he has now spent 12 years guiding clients through some of the most important decisions of their lives with discipline, professionalism, and care. Over the years, Juan Carlos has developed experience across residential, commercial, and development real estate, giving him a broad perspective that few agents in his market can genuinely offer. Whether he is helping a family purchase a lakefront property, advising an investor on a commercial opportunity, or working alongside developers from site evaluation to closing, he approaches each transaction with the same level of focus and attention. Many of his clients return to him repeatedly as their needs evolve, a reflection of the trust he has built throughout his career. A key part of Juan Carlos’s business is his ability to serve clients fluently in both English and Spanish. In a market where many buyers and sellers are more comfortable communicating in their native language, that ability creates a significant advantage. He understands that negotiation, contracts, and major financial decisions require clarity and confidence, and he has spent his career ensuring Spanish-speaking clients feel fully represented throughout the process. Juan Carlos works as part of Keefe & Associates at Compass, a team with deep roots in the Geneva Lakes region spanning three generations. The collaborative environment aligns closely with his own values. He believes clients benefit most when the right expertise Top Agent Magazine

is brought in at the right time, and that team-driven approach allows him to provide both personalized service and extensive local knowledge. His focus remains firmly rooted in Walworth County, where his understanding of the market extends far beyond what appears online. He understands the rhythm of the local market—how inventory moves, how relationships influence opportunities, and how to evaluate value beyond surface-level pricing. That insight allows him to advise clients strategically, whether they are purchasing a home, evaluating development potential, or navigating a competitive offer situation. Two relationships have had a particularly meaningful impact on Juan Carlos’s career. He credits Gary Dunham as a steady mentor whose guidance helped shape the way he approaches business and client relationships. He also recognizes Tom Keefe for investing in his continued growth after joining Keefe & Associates, helping elevate both his vision and long-term goals within the industry. Twelve years into his career, Juan Carlos continues to approach every transaction with the mindset of someone still willing to learn, while also carrying the confidence that comes from years of experience. That balance— humility paired with expertise—continues to define the way he serves his clients and approaches the business every day.

Find Juan Carlos Martinez on Facebook: facebook.com/JCMCompassRE

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KEVIN KING — A LEGACY BUILT ON RELATIONSHIPS, MENTORSHIP, AND MARKET MASTERY Kevin King’s journey into real estate was anything but conventional. He once thought his future would be on the golf course as a professional golfer, but life had other plans. After spending several years running a mortgage company, he gained valuable insight into the financial side of the industry. Still, something was missing. When he transitioned into real estate, everything began to click—especially after being mentored by one of the original agents on Hilton Head Island. That guidance not only shaped his early career but laid the foundation for the success he has built over nearly four decades. With more than 39 years of experience, Kevin leads a highly collaborative team supported by a full professional staff, ensuring every aspect of the client experience is handled with precision. His approach is rooted in mentorship, both from those who helped him early on and in how he now supports the agents on his team. He believes success at this level is never achieved alone, and that philosophy is reflected in the structure and consistency of his operation. Kevin serves clients throughout Bluffton and Hilton Head Island, areas he has called home for decades. What he values most about the Lowcountry is its unique blend of natural beauty, lifestyle, and strong sense of community. From waterfront living to world-class golf, the region offers more than just real estate—it offers a way of life. Having watched the area grow while maintaining its character, Kevin brings both historical perspective and local expertise to every client he works with. His marketing approach combines deep community involvement with strategic exposure. While his team maintains a strong presence across social media and digital platforms, Kevin’s business has always been driven by relationships. Through his affiliation with Charter One 36

Realty and global networks, his listings are positioned to reach qualified buyers both locally and internationally. This balance of local knowledge and broad reach ensures each property is marketed with intention and impact. Staying connected with clients is a cornerstone of Kevin’s business. He and his wife regularly host events, creating opportunities to maintain meaningful relationships over time. One of his most notable traditions is an annual Thanksgiving gathering, where hundreds of past clients come together—a reflection of the trust and long- term connections he has built throughout his career. Looking back, Kevin says he would keep his focus on relationships exactly the same. If anything, he would have placed more emphasis on financial discipline earlier in his career, particularly after experiencing the market shifts of the late 2000s. That lesson ultimately strengthened his ability to guide clients through changing conditions with confidence and foresight. Kevin is deeply committed to giving back to the Lowcountry community. He supports organizations such as the Sandbox Children’s Museum, Mirasol Health, First Tee of the Lowcountry, and remains actively involved with the Hilton Head Island - Bluffton Chamber of Commerce. He credits much of his success to his wife, Lynn, whose support has been constant throughout his journey, as well as to the clients who have continued to trust and refer to him over the years.

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For more about Kevin King please visit: instagram.com/kevinkingcharteronerealty or facebook.com/kevinkingassociates https://

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing? For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters. You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone. For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download,

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media. When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term. Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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LISA HAYES — ELEVATING THE LUXURY REAL ESTATE EXPERIENCE WITH EXPERTISE AND PERSONAL CONNECTION For Lisa Hayes, real estate isn’t just about transactions— it’s about creating exceptional experiences for clients. With a background as a training manager for a major airline, Lisa is no stranger to delivering top-tier service. Her ability to handle complex situations with precision and care translates seamlessly into real estate, where she guides buyers and sellers through pivotal life decisions with confidence and grace. Since earning her license in 2007 and transitioning to full-time real estate in 2013, Lisa has established herself as a trusted guide for luxury clients in the Triangle area, as well as the serene Crystal Coast. Supported by a dedicated team, Lisa ensures that every client receives responsive, white-glove service, whether they’re navigating the fast-paced city market or seeking a tranquil coastal retreat. Her team’s commitment to seamless communication and attention to detail allows Lisa to remain personally involved while delivering an elevated, relationship-focused experience. Lisa thrives on the vibrant growth and diversity of her markets, especially as the Triangle continues to attract discerning buyers from across the country. From sleek urban high-rises to sprawling waterfront estates, she delights in helping clients find homes that align perfectly with their lifestyle goals. Her marketing approach is as sophisticated as her clientele, blending cutting-edge digital strategies with personalized outreach. From Compass’s innovative platform to curated social media campaigns, her listings receive unparalleled exposure designed to captivate luxury buyers. Beyond transactions, Lisa believes in nurturing lifelong connections. Through exclusive client events, tailored newsletters, and thoughtful follow-ups, she ensures

her clients feel valued long after the deal is done. This philosophy reflects her belief that real estate is about more than just buying or selling—it’s about fostering trust and being a reliable resource at every stage of homeownership. Outside of work, Lisa’s passion for connection extends to her personal life. A dedicated Carolina Hurricanes fan, she loves catching games whenever she can. She’s also an avid traveler, drawing inspiration from her adventures and bringing fresh perspectives back to her clients. Deeply rooted in her community, Lisa has been actively involved in local Booster and Stampede Clubs, as well as volunteering for events that make a meaningful impact. As she continues to grow her business, Lisa credits her incredible support team and the leadership at Compass for empowering her to deliver the extraordinary service her clients deserve. Whether buying, selling, or simply exploring their next steps, luxury clients can count on Lisa to bring expertise, passion, and an unwavering commitment to excellence.

For more about Lisa Hayes please visit: instagram.com/listwithlisahayesnc; facebook.com/LisaHayesNC or tiktok.com/@lisahayesnc https://

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LISA MYERS — BUILDING A BUSINESS ROOTED IN RESILIENCE, SERVICE, AND RELATIONSHIPS Lisa Myers’ journey into real estate was shaped during a defining chapter in her life. As a single mother, she was determined to create stability, opportunity, and a strong future for her family. She knew she wanted more than just a job—she wanted to build something meaningful. Real estate offered that path. It gave her the ability to work hard, serve others, and directly shape her own success. That same drive remains at the core of her business today, guiding the resilience, work ethic, and client-first approach she brings to every transaction. With 20 years of experience, Lisa leads a small team of three agents serving clients from the Triangle to the North Carolina coast. Her business is deeply relationship-driven, and her reach reflects the diverse needs of her clients, from relocation to investment and everything in between. She has built a reputation for consistency, reliability, and delivering a seamless experience regardless of location or price point. What Lisa values most about her market is the opportunity to make a meaningful impact, especially for military families. Having grown up as a military child and later becoming a military spouse, she understands firsthand the challenges that come with frequent moves and transitions. That perspective allows her to guide clients with empathy and confidence during what can often be a stressful process. She is also passionate about helping first-time buyers take that important first step, as well as supporting clients focused on long-term wealth through real estate. Her marketing approach is both strategic and highly personalized. Each listing is positioned to stand out through professional photography, strong visual storytelling, and targeted exposure across multiple platforms. Social media plays a major role in her strategy, particularly Facebook, where she connects with both local buyers and out-of-area clients. Beyond listings, Lisa focuses on building her personal brand through consistency, credibility, and authentic connection, ensuring she remains a trusted resource within her network. 40

Staying connected with clients is a cornerstone of her business. Lisa has built systems that allow her to maintain relationships long after closing through regular check-ins, personalized outreach, and ongoing market updates. She makes it a priority to recognize milestones and remain accessible, especially for clients who are relocating or navigating major life transitions. Her goal is simple: to be a trusted resource for life, not just a single transaction. Looking back, Lisa says she would have approached her business with more structure from the start. While she built her success through hard work and consistency, she recognizes the value of early mentorship, systems, and surrounding herself with high-level professionals. Even so, every step of her journey—from navigating changing markets to working closely with military families—has shaped the experience and perspective she brings to her clients today. Lisa is actively involved in supporting her community through organizations such as The United Way Chew Program, the Christian Recovery Center, the YMCA, a local domestic violence shelter, and Easter Seals. She also credits much of her success to the support system behind her, especially her mother, who helped care for her children in the early years, and her three sons, who continue to be her motivation and inspiration.

For more about Lisa Myers please visit: https://

instagram.com/lisahoughmyers or https://

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

easily into the daily hustle & bustle world of the busy real estate agent.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite

• When driving to a showing or to meet a client

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First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning

• Before your open house begins • After the open house • Driving home in the evening 41

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts. These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument. Here are some examples of meditations you can try.

1 For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business. 2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis. When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity. Top Agent Magazine

SARAH COMBS — LEADING WITH INTEGRITY, EXPERIENCE, AND DEEP COMMUNITY ROOTS Sarah Combs is the Broker/Owner of Hoffman Realty, proudly serving the Eastern Panhandle of West Virginia and surrounding areas with over 20 years of real estate experience. Known for her honesty, strong work ethic, and high-energy approach, Sarah has built her business around relationships, integrity, and truly serving people through one of the biggest decisions of their lives. Born and raised in West Virginia, Sarah has a deep love for her community and the people in it. She believes real estate is about far more than just buying and selling homes, it’s about helping families build a life, create memories, and achieve goals they once thought were out of reach. Her passion for unique homes, investment opportunities, and helping others succeed continues to fuel her business every day. Throughout her career, Sarah has built a strong reputation through client trust, referrals, social media presence, and consistent results. As a hands-on broker and business owner, she remains personally involved in every transaction and is deeply committed to creating a positive experience for both clients and agents within her brokerage. Sarah credits much of her growth and leadership development to the mentors who helped shape her journey along the way. Donna Hoffman played a major role in mentoring her throughout her real Top Agent Magazine

estate career, eventually leading to Sarah purchasing Hoffman Realty and continuing its legacy. She is also incredibly grateful for the leadership and guidance of Dave Piepenbrink, a State Farm Agent in Inwood, West Virginia, who taught her invaluable lessons about sales, leadership, professionalism, and how to truly lead people the right way. Beyond real estate, Sarah is passionate about giving back to her community and supporting local organizations and events. She strongly values faith, family, personal growth, and creating a business built on ethics, hustle, and heart. Today, Sarah continues to grow Hoffman Realty with a vision centered around leadership, agent development, community involvement, and helping others achieve success both personally and professionally.

For more about Sarah Combs please visit: instagram.com/sarah.combsbroker or facebook.com/HoffmanRealtyWV https://

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SCOTT PONCETTA — A STRATEGIC MINDSET SHAPED BY EXPERIENCE, DISCIPLINE, AND LIFE BEYOND REAL ESTATE Scott Poncetta’s path into real estate was shaped early on at the dinner table. His father, a pharmacist, often spoke about leveraging money, development, and property management, laying the foundation for what would become a decades-long career. After college, Scott explored multiple paths—from managing rock bands to partnering with a friend to build a real estate company focused on flips, custom homes, and small subdivisions in the late 1990s and early 2000s. Following the dot-com crash, he stepped away from development and into the tech startup world in Palo Alto. After that venture ended, and during a pivotal time marked by the loss of his father in 2005, Scott returned to real estate—this time as an agent—and has remained focused there ever since. With roughly 25 to 30 years of combined experience across development, investment, and sales, Scott has built a unique niche. He specializes in multi-unit properties, single-family homes, and commercial real estate—an uncommon combination that allows him to advise clients across multiple asset classes. Supported by a small, efficient team, he remains closely involved in every transaction, ensuring a high level of precision and strategic oversight. Scott serves clients throughout San Mateo, Santa Clara, and Santa Cruz Counties. What stands out most to him about this market is the intellect and sophistication of the clientele. Working in Silicon Valley and surrounding areas means collaborating with highly informed buyers and investors, which aligns well with his analytical approach and preference for strategy over simple transaction execution. His marketing approach adapts depending on the property type. Residential listings are supported by high-end media and traditional exposure, while apartment buildings are marketed through a more data-driven, investment-focused lens. For ranches, agricultural land, or unique development opportunities, Scott blends storytelling with financial analysis to properly position each asset. This flexibility allows him to tailor every campaign based on how buyers evaluate each opportunity. Scott positions himself not as a traditional agent, but as a consultant, strategist, and advisor. Transactions, in his view, are simply the byproduct of good strategy. That mindset has

helped him build a business that is entirely referral-based, with approximately 85 percent of his work coming from repeat clients and referrals. He maintains those relationships through consistent touchpoints such as client events, newsletters, and holiday outreach. Outside of real estate, Scott leads a dynamic and adventurous life that reflects his creative and entrepreneurial roots. Before entering the industry, he managed rock bands, and that passion for music continues today through a concert series he produces in Los Gatos called Treehouse Concerts. Held at a property he owns, the series runs from May through October each year and brings people together through live music and community. He is also an avid traveler, having explored destinations across the globe, including a 150-mile solo trek through the Himalayas, a motorcycle tour through North Vietnam, and a retreat experience in Costa Rica. Another long-standing passion is winemaking. Scott has been producing his own wine since 2002, a craft he continues to refine and enjoy. These experiences outside of business reflect the same qualities he brings to his work—discipline, curiosity, and a commitment to continuous growth. He also supports Sacred Heart in downtown San Jose, helping provide food and clothing to those in need, and contributes to Keller Williams Cares with every transaction. Looking back, Scott says he wouldn’t change much about his career path, but would make more time for the people and experiences that matter most— something he now values just as much as success in business.

For more about Scott Poncetta visit him on Facebook, Instagram or LinkedIn: Poncetta Real Estate Group Copyright Top Top Agent Agent Magazine Magazine

Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules. But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers. There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends. Top Agent Magazine

The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge. With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed. In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house. Your client’s benefit is the buzz. A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing. Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 46

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses! Prospective buyers always want to know about the community when visiting open houses. Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information. Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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TAYLOR LOMPREZ — LEADING WITH COMMUNICATION, WORK ETHIC, AND CLIENT CARE Taylor Lomprez’s path into real estate began with a strong foundation in communication, leadership, and service. With a Bachelor’s Degree in Exercise Science and a Master’s in Communication, she first built her career as the general manager of a fitness gym in Hilton Head Island, South Carolina. Many of her clients were Realtors, and through those relationships, she realized that her ability to communicate, connect, and lead could translate powerfully into real estate.

major social media platforms and are Zillow Showcase partners on each listing. Because Homes By TLC handles both residential and commercial real estate, their marketing approach is flexible and tailored to the property. Taylor’s involvement on the Keller Williams Associate Leadership Council also helps generate referral opportunities from agents in other states.

When Taylor joined Keller Williams, she hit the ground running as a director of sales on a team. That experience gave her firsthand insight into what it takes to build structure, serve clients well, and support agents through every step of the transaction. Today she owns and leads Homes By TLC at Keller Williams Realty, licensed in both South Carolina and Georgia.

Looking back, Taylor says she would absolutely keep the same work ethic and commitment to organizing her calendar, both of which have helped her grow. If she could do anything differently, she would have scaled faster and hired agents sooner. She is also involved with Keller Williams initiatives such as KW Cares and KW Next Gen, reflecting her commitment to supporting others within the real estate community.

Taylor leads a growing team serving the Hilton Head Island, South Carolina area and Savannah, Georgia area. Her team includes three agents, a Director of Operations, a virtual assistant, a listing coordinator, and a courier. As team leader, she not only works with buyers and sellers, but also coaches and trains agents to become stronger professionals through communication, work ethic, and hands-on support. What Taylor loves most about real estate is that every day is different. She enjoys helping homeowners reach their goals, not only by listing their properties but by getting them sold. She also loves working with buyers who are moving to the area and helping them create the lifestyle they have always wanted.

Staying connected with clients is a consistent priority for Taylor and her team. They maintain relationships through regular calls and client events, ensuring past clients know they remain supported long after the transaction is complete.

For more about Taylor Lomprez visit: linkedin.com/in/taylorlomprez; facebook.com/homesbytlckw or instagram.com/homesbytlc_ https://

Her marketing strategy is built around strong visibility and broad exposure. Taylor and her team utilize all Top Agent Magazine

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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. 48

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Q & A Replies Amelia Turbyfill I have always loved working with people and building genuine relationships. Before real estate, I had several Honestly, it started with a love of place. Montana is not just where I live; it is how I live, and I wanted to help others find that same connection through the homes they choose. What keeps me in this business is the trust people place in me during some of the biggest decisions of their lives. I serve Big Sky and Bozeman, Montana, as well as Park City, Utah. I get to work in three of the most beautiful mountain markets in the country: Bozeman, Big Sky, and Park City. Here, the lifestyle is not a selling point; it is the whole point. Whether it is skiing first tracks, fly fishing the Gallatin, or watching the light hit the Bridgers, this is a place that rewards people who truly want to live outside. My marketing is built on the belief that luxury today is about trust, and trust is built long before a listing reaches the market. Every property receives a full strategy, including professional photography and video, targeted online campaigns, and direct outreach through the REALM Global Collective and REAL Luxury network. The foundation is showing up consistently on social media with market updates, educational content, and honest looks at life in these mountain towns. People want to know who they are working with before they ever pick up the phone, and that authenticity is what turns followers into clients and clients into lifelong referrals. I stay in regular contact through personal check-ins, market updates, and small touches throughout the year, because my clients do not stop being my clients the day we close. Real estate is a lifelong relationship for me, and I want to be the person they call whether they are buying their next home, referring a friend, or need a recommendation for a contractor. I would absolutely lead with relationships again. From day one, I focused on treating every client like a long-term partner instead of a transaction, and that is what helped build my referral-based business. What I would do differently is invest in systems and personal branding much earlier, because the agents who win long-term are the ones who treat their business like a business. I would also tell myself to niche down sooner into luxury and mountain markets, because clarity around who you serve makes everything, from marketing and networking to pricing your value, so much easier. Community involvement is important to me, and I am proud to support Heart of the Valley Animal Shelter. Outside of real estate, my greatest joy is spending time with my kids, Cole and Walker.

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Q & A Replies Juliana Van Eck I have always had a deep passion for real estate, design, and architecture. I am drawn to the way a home can tell a story, not only through its structure and style, but through the way people live, gather, and build their lives within it. Real estate gave me the opportunity to combine my love for homes and design with my entrepreneurial spirit, competitive nature, and desire to build something meaningful. I work as a solo real estate agent, but I am fortunate to have an exceptional team supporting me behind the scenes. From my assistant to our stagers, photographers, and marketing team, each person plays an important role in making sure every client and property receives the attention it deserves. Their support allows me to focus on strategy, relationships, negotiation, and guiding my clients through the process with confidence. I serve the Greater Madison Area. One of the things I love most about the Madison market is how versatile it is. We have a unique mix of real estate, from downtown neighborhoods and historic homes to new construction, lakefront properties, and rural estates set against the Wisconsin countryside. Madison is consistently in demand because of its quality of life, schools, career opportunities, culture, and natural beauty. That constant movement keeps the work dynamic and challenges me to stay sharp and understand the nuances of each neighborhood and property type. My goal is always to make sure each home is presented in the best possible way, reaches the right buyers, creates interest, and helps my clients achieve the strongest possible outcome with the least amount of stress. For every listing, I work with professional stagers, photographers, and a marketing team to create a thoughtful strategy that may include beautiful photos, listing materials, online promotion, social media, agent-to-agent outreach, and lifestyle videos. Buyers are not just buying a house; they are buying a lifestyle, and my job is to tell that story in a way that connects with the right buyer. I stay in touch with past clients in a way that feels natural, whether through occasional check-ins, small holiday gifts, or invitations to Sprinkman events. To me, the relationship does not end at closing. I want them to know I am still here as a resource whenever they need me. I was very fortunate to start my career on a great real estate team, and I would absolutely do that again. It helped me learn quickly and build a strong foundation. The one thing I would do differently is hire an assistant sooner, because the right support allowed me to better focus on my clients, strategy, and business growth. I support a variety of organizations and causes, but one that is especially meaningful to me is the Clean Lakes Alliance. We are fortunate to live in an area with beautiful lakes, and I believe that privilege comes with a responsibility to help protect and preserve them for future generations. I would also like to recognize my colleagues at Sprinkman Real Estate. I am grateful to work alongside such an accomplished, professional, humble, and generous group of people. I am also very thankful for my family, whose support and understanding mean so much to me.

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Q & A Replies Mike Webb I became a Realtor because I truly love working with people and helping families through some of life’s biggest decisions. For me, real estate is about serving my community, building lasting relationships, and making a positive difference in people’s lives. I have been working as a Realtor for many years, and I still find it to be an incredibly rewarding career. Being able to help people through such important moments in their lives, build lasting relationships, and serve the community is something I never take for granted. I am proud to work alongside an incredible group of professionals with The Mike Webb Team. Our hardworking team of like-minded Realtors works tirelessly to help our clients achieve their real estate goals, and we truly care about guiding people every step of the way with honesty, dedication, and heart. I am licensed in Virginia, Maryland, and Washington, DC, and I feel fortunate to help clients throughout the DMV area. Each community has its own unique character, and I truly enjoy helping people find the place that feels like home. I love working in Arlington because it truly feels like home to me. The sense of community, the unique neighborhoods, and the people who live here make it special. Being able to help families build their lives in a place I genuinely care about is incredibly rewarding. We market our listings through social media plat-forms like Instagram and Facebook, targeted online advertising, professional photography, video tours, open houses, and our website, NorthernVirginiaHouses.com. Most importantly, we focus on building genuine relationships and creating maximum exposure so every client feels supported and every home stands out in the market. www.

Staying connected with our past clients is incredibly important to us because we truly value the relationships we build along the way. We keep in touch through client appreciation events, thoughtful pop-bys, holiday and seasonal postcards, and simple check-ins throughout the year so our clients always know they are part of The Mike Webb Team family. I would still focus on relationships, honesty, and truly caring for my clients. The only thing I would do differently is slow down a little more and appreciate the journey along the way. Giving back has always been very important to me, and I am proud to support organizations such as the Tunnel to Towers Foundation, Wounded Warrior Project, ChildFund International, ASPCA, and St. Jude Children’s Research Hospital. Supporting these organizations is a meaningful way for me to give back to the community and help make a positive difference in the lives of others. I would like to sincerely thank all of our past clients for their trust, loyalty, and continued support over the years. I am also incredibly grateful for our business partners, whose hard work, professionalism, and dedication help make each transaction as smooth and successful as possible. Top Agent Magazine

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Top Agent Magazine | Nationwide & International Edition | June 2026