Executive Times December 2017

Executive Times December 2017

Birthday Jodi Olson Sharon Kugi Kashyap Malkan Josh Prostek Dennis Alsteen Barb Boehler Adam McCarthy John Behrens August Herschede Doug Dann Jeanne Nemovitz Joan Schrank Neil Miyashita Kristen Gustafson Randy Wollert Kristi Artiles Tiffany Decker DJ Campbell Gene Anderson Steven Walsh Barb Pedersen

December December December December December December December December December December December December December December December December December December December December December

Anniversary 1 st 5 th 5 th 5 th 6 th 7 th 9 th 11 th 13 th 16 th 17 th 17 th 18 th 19 th 20 th 22 nd 23 rd 25 th 27 th 27 th 29 th

Dennis Alsteen DJ Campbell Leann Gronowski Mindy Wittig Laurie Boviall Dionne Barnes Heather Siade-Cox Tim Vandeville Susan Behrens Heather Henry Dale Metz Schneider August Herschede Heather Steiner Tonya Thomson Angela Walters Steve Bergelin Doug Dann

1 Year 1 Year 1 Year 2 Years 3 Years 3 Years 3 Years 3 Years 6 Years 6 Years 6 Years 11 Years 11 Years 11 Years 11 Years 15 Years 19 Years

2018 Spring Training Courses MLS System & Enhancements

Working with Buyers

February 21 | 10:00am - 11:30am Brookfield Lower Level Training Center

March 21 st | 10:00am - 11:30am Brookfield Lower Level Training Center

How to Build a Productive & Healthy Team

5 Voices: Effective Communication

st

April 18 th | 10:00am - 11:30am Brookfield Lower Level Training Center

May 23 rd | 10:00am - 11:30am Brookfield Lower Level Training Center

ET December | 2

2017 Reflections Claire Zastrow

With December for me comes a time to reflect on the year and ponder all that has taken place. When I think of 2017, I can not help but smile. My family and I took a trip up north for Thanksgiving and it was a great place to quiet all my busy “to do’s” and reflect on the year coming to a close.

The perfect picture came when our youngest daughter, Charlotte Rose, began to run with full force, intent on making her way back to the cabin all by herself. My older brother was going out grouse hunting and she and I excitedly came along for the adventure. She quickly realized that the noise from the shot would be loud and no longer wanted to be on the walk with us. We weren’t far from the cabin, so I asked her if she wanted to run back on her own. Without hesitation, she responded “Oh yes Mom, I know the way all by myself!”. I respond “Okay, I love you.” and off she went tearing down the road in her blaze orange. I quickly snapped this picture and called someone at the cabin to meet her on the driveway.

This picture reminds me of our 2017 at Realty Executives Integrity; blazing full force into all we’ve put our hands to and serving those we work with with excellence throughout every step of the way. We are a life changing company and the vehicle by which we do so is real estate. Helping people buy and sell over 2600 homes so far this year alone is amazing! This number breaks down in to stories of individuals and families walking through one of the biggest transitions of their lives with you all there helping them along with your knowledge and expertise. Being in the office on a daily basis offers me the joy of witnessing many of these moments as they happen during closings and it’s one of the countless reasons that I love doing what I do!

What also marks this past year for me is that we are an incredibly generous community of entrepreneurs who just happen to sell real estate extremely well. Throughout the past year we have supported various charitable organizations including JR’s Pups-N-Stuff, Unite4Peyton, Hope Street, Lindsay’s Voice (Trees of Hope), Habitat for Humanity and Before16. You have given of yourselves through volunteer efforts, donations and monetary contributions through commission dollars. At our Regional Conference we were able to raise $12,000 to support Before16 in their work of finding forever homes for orphans and the recent Trees of Hope Gala alone raised over $36,000 for blood cancer research. Humbling and inspiring. In the spirit of the holiday season, you continue to have the opportunity to give back by donating a portion of your commissions to any of the above charities; simply make a choice on your commission disbursement form and we’ll take care of the rest!

I am confident that 2018 will be just as rich and I look forward to hearing how you all are attaining the goals that you have set for yourselves and your business. Our performance coach, Adam Zastrow, is masterful at holding people accountable to their goals and if this is something that would benefit you in the coming year please reach out.

If you look closely, you’ll see Charlotte Rose in her blaze orange running down the dirt road, full force into what’s next. May we take the same approach with 2018.

All the best, Claire Zastrow Chief Administrative Director Realty Executives - Integrity

2017 MARKET LEADER

BROKERAGE OF THE MONTH APRIL 2017

2016 EXTRAORDINARY BROKERAGE

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OPINIONS

EXECUTIVE

“What is the best thing you have done

for your business in 2017?”

\

“

The best thing I did for my business in 2017 was to implement a referral system for buyer leads so that I was able to remain focused on my priorities; working with sellers and maintaining time with my family.”

Sarah Smart | Lake Country Office

“

The best thing I’ve done for my business this year was mentoring a new agent (Jen Gizelbach). Her fresh perspective has opened my eyes to so many things that I can do better. Having been in the business for over twenty years, I had fallen into a pattern of poor time management, lack of structure and systems, and, it’s true, waiting for the phone to ring instead of proactively seeking out new business Since Jen got her license, I have been inspired to create new systems to make my job easier, try new things that I had never tried before, and learn new ways to care for my clients. I’m doing my best to help her shape a great career in real estate for herself, and I’ve found the side effect of that is that I’m getting better myself.

Thanks, Jen, and thanks, Realty Executives, for creating a great atmosphere for both of us to succeed! “

“

As an agent who joined the company this year, the best things I’ve done for my business have been taking advantage of all the education (most of it’s free so why wouldn’t you?!?) and resources that have been offered by the company. From the Buffini course to the Master Minds classes, they have all been extremely beneficial! I’ve also gotten the chance to make so many new connections who I have been able to lean on and learn from.

Everyone has been incredibly helpful and welcoming!”

Gene Anderson | Brookfield Office

Jen Gizelbach | Brookfield Office

“

The best thing I’ve done for my business this year would be relationship building with potential and current clients I’ve had the honor to serve. I’ve captured more business by engaging in conversations with visitors at my Open Houses. Asking key questions to get to know them better and introducing my Staging and Design skills which is that extra benefit of working directly with me. I’ve kept close communication with my current clients from this year, and helping them with Design needs for their new home! I’ve been successful weaving my Design/Staging skills into my Real Estate business. It’s truly gratifying for me not only to help clients find their dream home, but help with the Design aspect as it all comes together! I enjoy working hard for my clients, and have been blessed with many referrals this year!.”

Monica Foster | Brookfield Office

IT’S ALL ABOUT YOU!

ET December | 4

ET December | 5

In The News Congratulations to Bruce Nemovitz for receiving the NAR Emeritus Status

Congratulations on your incredible accomplishment and thank you for carrying the Realty Executives name with excellence!

NAR Emeritus Status - a Realtor® member who has held membership in the National Association as a Realtor® , Realtor Associate, or both for a cumulative period of 40 years

In a recent article by The Council of Residential Specialists (CRS), Kim Peterson lends her expertise on tailoring home prices in the digital age: With many buyers beginning their home search online, it is critical to price the home in such a way that the property will be exposed to more potential buyers.

According to the recent article by CRS, there are many tactics to this including “Charm Pricing” and “Prestige Pricing”. Charm pricing is known as pricing just below a round number (think $2.99 or $249,900). Prestige pricing is listing a home using round numbers ($3.00 or $250,000).

According to Kim (in the CRS article), says she prices both in round numbers and using charm prices, depending on the price break. “If it’s a bigger price break ($100,000 or $25,000), I am always using the round number now to get both ends of the search engine lookup. If it’s a $10,000 price break, I often also use the round number,” she says. “If it’s a $5,000 price break, then I will usually use the (charm price).” That way, she says, she takes advantage of the best of both pricing strategies.

ET December | 6

Welcome New Executives!

Please Welcome Kevin Schmidt to the Hartland Office. Kevin can be reached at (414) 840-2391 or

Please Welcome Steven Walsh to the Hartland Office. Steven can be reached at (262) 352-8692 or

KevinSchmidt@RealtyExecutives.com

StevenWalsh@RealtyExecutives.com

Do you know someone who would make a great Executive?

Let our Professional Development Team know!

MakeYourMove@RealtyExecutives.com

h t on M e h t f o p Ti

One-on-One Training to Build

YOUR Business

Our in-house proprietary system offers MANY tools and resources for our Executives and we are committed to equipping our Sales Executives through One-on-One training to utilize these tools available to them! • •

In person, in the office with your Certified Marketing Executive PrimeAgent concierge walk through

Just a few of the resources available: Listing Automation Videos & Flyers, OnDemand Texting System, Integrated CRM, Pre-done Email Marketing, Monthly eNewsletter and Printing Mailing Labels

Ask Your Office CME to Learn More!

s e l Sa

! h t n o M e

h t f Tip o

BE PREPARED

The Boys Scouts have a motto that I learned when I was young, “BE PREPARED”. It means to be in a state of readiness in mind and body to do your DUTY. We need to adopt that motto for our real estate business.

When it comes to working with Sellers to help them sell their home, what’s the #1 reason that Realtors don’t secure the listing? They are NOT prepared! Here’s three simple ways you can arrive at the listing appointment ready for duty: 1. Show up for the appointment on time. In a survey of recent sellers, the number one reason they decided to work with a particular agent was because of timeliness. This shows respect for the client’s time, good management skills, and proves that you have a high regard for those you serve. This is something entirely in your control, so make sure you arrive for the appointment on time.

2. Ask basic questions in advance of the actual appointment, so you don’t waste time during the face-to-face meeting. This is simple, but rarely practiced by Realtors. Create a list of important information you need to know, and ask those questions over the phone or by e-mail, BEFORE you arrive at the property.

By doing so, you arrive with a wealth of information after completing all your research in advance. Let me know if you want to borrow my list of questions, which will assure you arrive with everything you need to secure the listing - in ONE visit.

3. And remember, you are meeting with the clients to reach an agreement, so stay focused on that objective. Here’s the script I use: “I’m here to reach an agreement with you, that I’m the best Realtor for the job of selling your home. Once we agree on a few details I can get started immediately on that important objective.” Too many agents get distracted with the minors rather than focusing on the one major; it’s really this simple: I’m here to list your home.

If you practice these skills and incorporate them into your listing appointment process, I guarantee your conversion rate will dramatically increase.

Have fun, and let me know if you have any questions.

100% Yours,

ET December | 8

Our Charitable Organizations At Realty Executives Wisconsin Region, we believe community support and outreach is incredibly important. We actively support the following charitable organizations and each one is connected personally with a member of the Realty Executives Wisconsin Brand.

• • • •

We make it easy for our Executives to support these charities by allowing them to make donations directly from their closing checks. Outside of financial contributions, our leadership team and Executives donate their time and energy to work events associated with these charities as well.

•

• • •

• •

Unite 4 Peyton was created to give hope. Hope to families - Spinal Muscular Atrophy families. We know that we cannot find the cure ourselves, but we can help children and families maintain a quality of life.

We wanted to help, in what seemed to be a helpless diagnosis for many families. We wanted to make a difference in the lives of those diagnosed with Spinal Muscular Atrophy (SMA).

SMA is a motor neuron disease. The motor neurons affect the voluntary muscles that are used for activities such as crawling, walking, head and neck control, and swallowing. It is a relatively common “rare disorder”: approximately 1 in 6000 babies born are affected, and about 1 in 40 people are genetic carriers.

Learn more at www.Unite4Peyton.com

• • •

• • • •

Build and renovate homes for families in need of sustainable housing.

Mission - bringing people together in homes, communities and hope.

“We envision a world where everyone has a decent place to live.”

Learn more at www.Habitat.org

• •

SALS offers freedom with accountability for men and women who are serious about their sobriety.

We provide non-institutional sober living with a unique balance of independence and structure.

We are committed to providing safe, comfortable, and modern Recovery Houses for men and women. A house that you can call your home and a home where the diseases of alcoholism and drug addiction are understood.

Learn more at www.SALShouses.org

Lindsay’s Voice was created as a way to celebrate the life of Lindsay (Wenzel) Lopez, a 32 year old wife and Mother, who lost her 14-month battle against Leukemia on November 22, 2010.

Mission - raising awareness for Leukemia, Lymphomas, and blood Cancers AND raising funds to support patient services and ongoing research locally.

“Until there’s a day that nobody has to hear the words, ‘It’s Cancer’, we continue to fight.”

Learn more at www.TreesOfHopeWI.org

JR’s Pups-N-Stuff began with one goal in mind to save animals from life threatening situations.

Built by a network of foster parents in the Milwaukee Metro area.

“The little rescue with a big heart.”

Learn more at www.JRPupsNStuff.org

Before 16 is a 501(c)3 nonprofit foundation built to care for orphans.

We strive to get these children hosted by a family who is either considering adoption or will advocate for adoption.

Our hope is that the hosting process can provide the avenue to find a loving family for each child. We are dedicated to rescuing as many orphans as possible before they turn 16 years old and age out of the system.

Learn more at www.Before16.org

COM P LI A N C E CATC H U P

ET December | 9

D I D YOU K NOW ?

The sun sets on the Rental Weatherization Program

With the state budget bill being signed into law on September 21, 2017, the Wisconsin rental weatherization program will sunset January 1, 2018.

The rental weatherization program requires weatherization of rental units to save energy and requires certification before the property is sold or transferred. The weatherization program, adopted in 1979 and amended in 1999, is largely considered outdated because of the prevalence of property inspections, increased energy efficiency standards, and the fact that most rental properties have likely been certified by now. The certification requirement has created tremendous confusion for buyers, sellers and real estate practitioners. There are a large number of exclusions and most parties are unaware of the requirements when a home is purchased and used as a rental.

The Department of Safety and Professional Services (DSPS) administers the rental weatherization program. With regards to rental weatherization, the DSPS, the Department of Revenue (DOR), and the title companies all have roles in determining how this program best draws to a conclusion and how various scenarios will be handled. The DSPS has provided some guidance and practice pointers that are particularly helpful for any offers written or transactions closing before January 1, 2018.

1. No stipulations or waivers: The DSPS indicated that effective September 21, 2017, validations of stipulations and waivers will be discontinued and are no longer required. Thus the parties in transactions should no longer prepare and execute a stipulation or a waiver because the DSPS, its agents and the Register of Deeds will not validate them.

2. Transfer return exclusion code W-11: The only choices for the parties in transactions before January 1 is to obtain a certificate of compliance or to indicate on the offer that the transaction is not subject to rental weatherization, use the W-11

exclusion code on the transfer return and write in “program elimination” as the explanation on that form. No other paperwork is needed. The DSPS advised that the DOR will accept the W-11 code and will not reject any returns with the “program elimination” explanation.

3. Certificates of compliance: The DSPS has advised that certificates of compliance can be done if the buyer really wants it, but it is no longer a requirement. For the most part, rental weatherization inspectors know they are no longer required to do inspections. They may still do them and it will depend upon if they have certification stamps. Certification stamps are no longer being sold.

4. Transactions deemed exempt: Thus, offers can be written to say the transaction is exempt from the Wisconsin rental weatherization standards according to the DSPS guidance. At some point, the DOR will completely remove rental weatherization from the Wisconsin Real Estate Transfer form. The rental weatherization provision will also be lined out on offer to purchase forms in zipForm starting January 1, 2018, and that provision will be removed from future versions of the offers.

5. Outstanding stipulation: If there is an ongoing transaction and the parties have entered into a stipulation, the DSPS advised that these parties need not request a satisfaction and instead may close by using the W-11 exclusion code on the transfer return and writing in “program elimination” as the explanation on that form.

6. Database discontinued: The rental weatherization database will no longer be available after November 11, 2017, due to DSPS website updates.

7. Inspector licenses: The licenses of rental weatherization inspectors will expire and not be renewed as of January 1, 2018.

8. Contact information: Contact the DSPS at 608-266-2112, option 5, with questions or visit http://dsps.wi.gov/Programs/Industry-Services/Industry-Services-Programs/Rental-Weatherization. The best practice for questions concerning a closing may be to check with your title company and see what it will require.

Article courtesy of Debbie Conrad, Senior Attorney and Director of Legal Affairs for the WRA.

ET December | 10

Home for the Holidays: Staging to Sell While selling your home during the holiday season might be challenging, it is not impossible. For those venturing out into the real estate market during this time of festivity and sometimes stress, we have compiled a list of tips to help you with home staging during the holidays.

1. Use Décor To Highlight Your Home

Festive winter decorations are a great way to make your home feel inviting and cozy. A wreath

on your door and some baubles here and there can go a long way in making your house feel like a home.

2. Don’t Go Overboard With Decorations

While decorations can help make your home feel warm and welcoming, there is a fine line

between what is considered to be too much and what is just right.

3. Make Sure Everything Matches

Another thing to keep in mind while decorating is that you want items to fit in seamlessly with the

rest of your house. If you can, try and follow a similar color scheme and design style so that your home’s style looks orderly and well thought-out.

4. Put up Holiday Lights

As with indoor decorations, it is best to keep holiday lighting simple and clean. Skip the

animated Santa going down the chimney and instead opt for some white lights strung around your windows, through your shrubs, and perhaps lining your gutter.

5. Use Festive Fragrances Having a great smelling home is one of the most important things you can do while staging your home. USA Today reported that making sure your home smells nice can actually increase the perceived value of your home.

INTERNATIONAL

6. Be Inclusive with the Décor

You’re going to have all sorts of people viewing your home. Remember that not everyone

celebrates the same holidays or religious traditions as you and your family, so be sensitive of that when you’re decorating.

This article was written for Realty Executives by Elliot Walsh

. . . h c a o c r ou y om fr d A wor

ET December | 12

How to have a Restful Holidays During the holidays, with all the feasting and family, it’s easy to forget to actually rest. Holidays can be a triple-threat against entrepreneurs -- travel and socializing can wear you out, your mind is unable to disconnect from work, or you may even lose motivation to go back to work. On the other hand, intentional and mindful rest during the holiday season can be the most effective time you have. Here are a few practical ways to relax and recharge even as you celebrate.

1. Find solitude.

If you don’t prepare yourself mentally each morning for the socializing and stimulation, you’ll be running on empty for the entire holiday season. How you start your day will set the trajectory for the rest of the day.

Consider adopting a morning ritual to clear your mind and mentally prepare yourself. This is especially important for introverts.

2. Reframe and redirect.

Interacting with family and friends you haven’t seen in a while can be a recipe for disaster. Make the decision to be responsive rather than reactive. People get angry and offended when comments or opinions become overly internalized. Remember that it’s not always about you. A simple technique is to externalize frustrations -- take a breath, then reframe anything negative as an issue that has to do with the other person rather than you. This isn’t license to shift blame when you’re at fault, but it’s good to remember that you’re not always the problem.

3. Practice gratitude.

Make the holidays a time to strengthen relationships. Giving someone a hug and telling them why you’re grateful for them causes your brain to release oxytocin—the “love hormone.” It’s also a good time to reconnect with old friends and mentors. Take some time to think through people and personal accomplishments that you’re grateful for. Write appreciative e-mails and handwritten cards. While you’re at it, revisit the “why” behind your work -- the people who inspire and motivate you to achieve your goals.

4. Get outside.

Getting outdoors and into nature has many health benefits, including lowering your stress levels and blood pressure. It can even help you become more creative. After all the eating, get some fresh air and go for a walk rather than lounge on the couch. Go play in the snow with the kids. Find ways to appreciate the beauty of winter during the holidays.

Adam Zastrow Performance Coach Realty Executives - Integrity

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“After working unsuccessfully with a client for several months to secure a home, I knew something needed to change. Several offers were written, which had been won over by other buyers with conventional loans, larger down payments and/or higher prices. Due to a 3% down payment and limited loan options from their current lender, my buyers were ready to give up. After months of frustration, the buyers were open to looking at other lender options and agreed to talk with Mo from First Bank Financial Centre. Mo talked with the couple about the 3% down payment as well as a WHEDA loan with the Easy Close Option. Mo was easy to reach by phone or text and was even available on Saturdays! I received a call one day from my buyers saying, ‘Wow, Mo is far and above! Now we understand why you asked us to call him.’ Mo gave my clients loan options that no other lender had suggested.”

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Help Accounting Dana Keegan

Designated Realtors

(262) 618-2575 | DanaKeegan@RealtyExecutives.com

Pam Burki (East Troy) (262) 203-1812

Arlene Nesta (262) 369-8985

John Behrens (Hartland) (262) 391-8116

Jesse Garcia (262) 369-8986

John Plavsic (Brookfield) (262) 364-0555

Certified Marketing Executives Claire Zastrow (Brookfield)

Stephanie Sosa (Franklin) (414) 235-5777

(262) 369- 8959 | ClaireZastrow@RealtyExecutives.com

Adam Poehlman (North Shore) (262) 618-2565

(262) 783-7080 | Nicole@wirealtyexec.com

Career Development

(262) 369-8900 | Angela@wirealtyexec.com

Becky Wilde (Recruiting)

Kimmy Siepel (Hartland)

(262) 369-8915 | BeckyWilde@RealtyExecutives.com

Adam Zastrow (Performance Coach) (608) 498-0994 | AdamZastrow@RealtyExecutives.com

Nicki Wendt (Brookfield)

Angela Riemer (Hartland)

(262) 369-8900 | Kimmy@wirealtyexec.com

Tiffany Decker (Franklin)

(414) 235-5777 | Tiffany@wirealtyexec.com

Emily Hangartner (Cedarburg)

Business Planning

(262) 377-6099 | Emily@wirealtyexec.com

Dale@RealtyExecutives.com

Alaina Breitenfeldt (Northshore)

Dale Schaechterle

(414) 906-4500 | Alaina@wirealtyexec.com

Locate Us Brookfield

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Germantown

W61N306 Washington Avenue, Ste 203 Cedarburg, WI 53012 P: (262) 377-6099

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N112W15568 Mequon Road Germantown, WI 53022 P: (262) 250-0995

Hartland

2887 Main Street East Troy, WI 53120 P: (262) 642-3363

810 Cardinal Lane Hartland, WI 53029 P: (262) 369-8900

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4655 N. Port Washington Road, Ste 300 Glendale, WI 53212 P: (414) 906-4500

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