Executive Times January 2018
Birthday Matthew Prostek Bob Starchevich Jeff Sayers Katie Sayers Brittany Siller Michael Allen Dana Lazich Gina Dingman Mike Paquette Teri Hayes Lee Lurvey Dave Krebs Hunter Bouverette Emily Hangartner Jason Patti Jeff Stockhausen Kim Peterson Angela Walters Alice Bush Jeff Lucas Michaela Dwornik Ruth Ehrgott
January January January January January January January January January January January January January January January January January January January January January January
Anniversary 1 st 4 th 11 th 12 th 12 th 12 th 13 th 14 th 14 th 16 th 16 th 17 th 19 th 19 th 20 th 20 th 22 nd 25 th 26 th 26 th 27 th 31 st
Joan Schrank Kashyap Malkan Terra Radtke Tom Pehowski Kathy Pehowski Debbie Michelic Jenny Bronk Adam Poehlman Kim Peterson Tricia Motte Nicole Brown Virginia Decker Juliann Parris Karen Wenzel Pam Burki Colleen Prostek Dave Delahunt Julie Clarke Mary Jane Orth-Fennig Marj Staffeldt Peter Saulnier Barb Pedersen Dale Schaechterle
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Save the Date Lake Country Mastermind
January 3 rd | 9:15am - 10:15am 1300 Summit Avenue, Oconomowoc
Brookfield Mastermind
January 17 th | 9:30am - 11:00am 18815 W. Capitol Drive, Brookfield
Franklin Friday
January 5 th | 9:00am - 10:30am Franklin Office Workroom
North Shore Mastermind
January 23 rd | 9:00am - 10:00am 11715 Port Washington Road, Mequon
ET January | 2
A Veteran Finds New Life! Dale Schaechterle
One of my greatest joys is supporting our Sales Executives and watching their business thrive as a result. I LOVE mentoring others and enjoy sharing what I’ve learned about this business over the past 33 years in real estate sales. Our Support Team is exceptional and the services they offer can take your business to new heights! This work often centers upon our newer Sales Executives, those who have recently taken their business to the Executive Level after moving away from a traditional brokerage, or those who are newer to real estate sales. When we share their stories of success, it gives our Realty Executives Family a boost to our ongoing reputation of excellence. But, the benefits and advantages we offer are available to ALL our Sales Executives, and it’s not uncommon for our more experienced Sales Executives to find value in our coaching, training, marketing, and systems and tools that Realty Executives Integrity provides. I don’t often share details when our veterans choose to take their business to new levels, and when they commit to pursuing and making the most of all we offer. But, this month I cannot resist sharing a recent story of success from one of our more experienced Sales Executives. My primary reason for sharing is because ALL of you have the same opportunity and we invite you to make the most of it! Gene Anderson who started with Realty Executives as a teenager while in college, worked the Front Desk for Tom Verette, who brought Realty Executives to Wisconsin in the 1970’s. Gene moved from the Front Desk into sales, and has been a successful Sales Executive for over 20 years, and like many of us has experienced highs and lows during that time. But, in 2017 he decided to make the most of everything Realty Executives has to offer. He attended our Regional Conference, Executive Launch, Training Modules, and enrolled in our Buffini Business Coaching program (Peak Producers). Gene also has been mentoring his friend and former client, Jen Gizelbach, who recently joined Realty Executives Integrity and has seen her business start with great promise. The results have not only reinvigorated Gene’s business, they have touched his life. In particular, Gene’s business has been revitalized from the Peak Producers class that he recently completed. As he points out, “this training is exceptional” and FREE due to a full reimbursement provided by Realty Executives. As Gene explains, “Free Buffini training for the taking, all you have to do is show up, learn, and immediately benefit from a proven system. Thank you for providing this training and paying for it – when some at our company succeed, we all succeed.” In Gene’s own words, being more involved in these opportunities has “changed how I see myself, at the company, in the industry, and in the story that will be my life. They make me want to be the best I can be, so that I can inspire others like all the people who have inspired me. As I am writing a business plan for 2018, I find that Bufinni has penetrated my mind and that I see everything now through new eyes. I am beyond exited about next year and how using my Buffini-vision will help shape my future for the better.” Thank YOU Gene for inspiring all of us! 100% Yours, Dale
2017 MARKET LEADER
BROKERAGE OF THE MONTH APRIL 2017
2016 EXTRAORDINARY BROKERAGE
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ET January | 4
“What things will you be doing in 2018 to stay in contact with past clients and remain “Top of Mind” as their BEST choice for a Real Estate Professional?”
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I try to stay in touch with past clients and customers through monthly mailings, Brewer/Packer schedules (they love those!), as well as occasional visits with them (either stopping by their house or meeting for coffee/lunch.) About a month or so after a closing, I’ll send them a little token of appreciation and to just check in to see how things are going. And of course, I always reach out this time of year over the holidays with a card, email or call.
On our team (I’m a member of “YOUR TEAM”) we work hard to keep in touch with our past clients by offering what we call a “soft touch” in the spring and fall. In the past we have hand delivered flowers all over South Eastern Wisconsin and sent out Christmas cards to them as well. Also, don’t forget how very important that one friend is who refers you over and over even if you haven’t sold or found them a home!” Kim Schedler | Lake Country Office
Peggy Wester | Cedarburg Office
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A+ clients, we schedule a coffee in January and gift them a $50 restaurant certificate, valentine card with $20 Marcus movie pass, birthday card with $10 gift card, $5 folded house anniversary card (adding a followup phone call this year) , pair of State Fair tickets with a popby in July, Thanksgiving card, and hand deliver a calendar. A clients, we meet in Feb-April for coffee and gift them a KT Team chip clip, Valentine card with $10 movie pass, $5 Anniv card, State Fair tix, Thanksgiving card, and calendar. B and C clients will receive a contact quarterly (this is new for us) either by phone, personalized note or text plus a Thanksgiving card. Everyone receives the monthly e newsletters through REI. Kathy Pehowski, KT Team | Cedarburg Office
IT’S ALL ABOUT YOU!
ET December | 5
In The News Congratulations to Dave Delahunt 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
Belgium Area Chamber of Commerce, recently featured Peggy Wester as their December Chamber Member Spotlight! Peggy is a dedicated Chamber of Commerce member who has served Belgium and the Ozaukee Country area as a Realtor® for the past 15 years. “Many of you know that Peggy is very dedicated to our chamber- not only has she been a member for nearly seven years but she has also served on the board for four years as secretary, and is the current membership chair. Always willing to volunteer, she can be found helping out behind the scenes at everything from parades to the Easter Egg hunt to the Chamber’s Brew & Chew event. This is no small feat when you consider her busy professional life. Peggy is accredited as a CRS (Certified Residential Specialist), which makes her one of the top 3% of realtors in the nation. She earned this honor in 2006, by accomplishing a specific production level as well as completing many additional hours of education, above and beyond continuing education. She now serves on the CRS leadership team. Besides all that, her clients like her because she is loyal, a good listener, and a responsive communicator. Peggy likes helping people through the home-buying and -selling processes, but also enjoys forging relationships with her clients, and says she’s made some pretty great friends in her clients. When not working or volunteering, Peggy enjoys biking, traveling, going for walks, and spending time with family.” *Article courtesy of Belgium Area Chamber of Commerce
ET January | 6
Welcome New Executives! Please Welcome Kim Knoeppel to the Cedarburg Office. Kim can be reached at (262) 305-7395 or KimKnoeppel@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 Tip
Fresh, Modern Design for Agent Websites now available!
This new look for the Agent Websites offers a sleek, modern design which puts the clients search front and center! So addtional highlights are: • •
Additional areas for customization A space to add testimonials that will then scroll through on your website for the consumer
To turn the new look ON, log in to www.PrimeAgent.com and follow these steps: Marketing Tab > Agent Website Management > Website Settings (blue tab on left) > click button at top of page to turn on new look
Ask Your Office CME to Learn More!
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GET INVOLVED!
In keeping with our Featured Story for this month about Gene Anderson’s revitalized approach to business, you get back based upon what you’re willing to invest. So, I ask, how are you investing in your business, and how are you engaged in making the most of everything Realty Executives offers your business? Do this one thing for 2018, and do it today. Ask Claire Zastrow for a copy of “Launch Your Business” and then roll up your sleeves and pick one thing you will commit to doing, fully and completely, in 2018. The opportunities include: • • • • •
Peak Producers Buffini Training Training Modules Personal Coaching and Mentoring Mastermind Groups, One-on-one training to maximize the Systems and Tools provided by Realty Executives
Have fun, and let me know how I can help! 100% Yours,
ET January | 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.
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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. •
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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
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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
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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
ET January | 9
COM P LI A N C E CATC H U P D I D YOU K NOW ? PROTECTED BUYERS... LEARN THE SCOOP
Who are protected buyers? These are buyers, who, during the term of the listing: 1) submitted a written offer to purchase the protected property 2) view the property with or communicated directly about potential acquisition terms with the seller 3) attended an individual showing; or 4) communicated with a broker regarding potential terms upon which a buyer might acquire an interest in the property. Buyers who fall under categories 1 & 2 are automatically protected, and the listing firm would not be required to perform any additional steps to protect those buyers. Buyers who fall under categories 3 & 4 will be protected ONLY IF the listing broker (agent) delivered their names to the seller no later than three (3) days after the expiration or termination of the listing contract. The broker (agent) may at any time during the listing, deliver names for protected buyer purposes. Generally speaking, a written showing notice, contemporaneous with the showing may be the proper notice of protected buyers IF it includes the buyer’s name(s) and explains that the notice establishes a protected buyer and was delivered by the authorized delivery method. It is prudent practice to send a full list including ALL protected buyers at the end of the listing. Even if your listing expires and your seller plans to relist with you in 30 days, best practice would be to provide the seller a complete list of protected buyers within the allotted time allowance...in the event best intentions go awry. In the past few months, we have had a couple of instances where a protected buyers list secured the commission for our Sales Executive. Make this a practice in your business to ensure your efforts do not go unrewarded. For additional information, please view the WRA LegalTalks series on listing protection at www.wra.org/legaltalks/listingprotection. Article Courtesy of Tracy Rucka, Director of Professional Standards and Practices for the WRA
ET December | 10
9 New Year’s Resolutions for Small Business Success When people hear new year’s resolutions, they often think of “exercising more,” “spending more time with the family” or “traveling more.” Besides these personal resolutions, you can also create impactful resolutions for your small business. A resolution, after all, is a decision to do something differently to bring about positive change. It’s a good time to reflect on your business’ progress and plan how you want to grow your business in the new year. 1. I will learn how to delegate and do more of it.
As a small business owner, your to-do list probably doesn’t even fit on one page. Delegation is the key to a healthy work-life balance.
2. I will learn how to manage my cash flow more effectively. Cash flow is the lifeblood of any small business.
3. I will take steps to improve my digital presence.
If it’s been more than a year since your site has been updated, if you haven’t taken action to make your online presence mobile-friendly, if you still haven’t created an email marketing list or if digital isn’t part of your marketing strategy at all, it’s time to add this to your new year’s resolutions.
4. I will charge what I’m worth.
Do you feel that your product or service is undervalued? If so, then it might be time to raise your rates to correspond with the value you bring to the table. You might be thinking that raising your prices will alienate certain people from becoming a customer. That could be the case, but you can’t be all things to all people.
5. I will learn something new.
New year, new skill. Choose something new to learn in 2018 -- it may be directly related to your business or completely unrelated. Learning a new skill will add a dimension of interest to your life that will help to maintain that work-life balance.
6. I will make business strategizing a weekly event.
Planning is vital if you want to foster a growing business. But running a small business can be chaotic and it’s easy to get sucked into the day-to-day operations. Business strategizing allows you to take a step back and highlight what worked and what didn’t, while adjusting old goals and setting new ones.
7. I will drop what’s not working and move on.
After all that business strategizing, you will know exactly what’s not working for your small business. Don’t invest a lot of energy into trying to make the unworkable workable. Move on. Something better will turn up.
8. I will promote my business regularly and consistently.
INTERNATIONAL
Since small business owners wear a lot of hats, you might not always have “marketing” at the top of your to-do list. While you should definitely focus on delivering that amazing small business experience, you shouldn’t forget to market that amazing experience to the outside world.
9. I will enhance my technology footprint.
Few things frustrate employees -- and customers -- more than working with outdated technology. Slow internet speeds, clunky operating systems and inadequate tools can eat up valuable time. Start the year off right by upgrading your technology footprint. *Article courtesy of Entrepreneur, written by Kimberly de Silva
. . . h c a o c r ou y A word from
ET January | 12
What Kind of Leader are You?
Look closely at the chart below. In it, you’ll notice four quadrants divided by different levels of support and challenge. This chart describes four different types of leaders and the cultures they create.
When dominators take the head of the table they take all the energy, while others around them grow dim. Dominators have no problem bringing high levels of challenge and accountability to their team. However, they tend to micro-manage others and have difficulty encouraging and entrusting others. These leaders can attract others to their vision easily, but they do little to improve talent once it shows up for work. The habits of dominators tend to create cultures of fear and manipulation. Protectors, on the other hand, are usually quite talented at bringing high levels of support, praise, and encouragement to their team. However, they often find it difficult to bring challenge and accountability. They may fear conflict and struggle saying “no”. This creates a culture of entitlement and mistrust. Over time, everyone on the team will begin to assume that this is the new normal—that they’re not going to be stretched or challenged to improve and grow. Abdicators are leaders that fail to bring both high levels of support and high levels of challenge. They create a culture of apathy and low expectation. A liberator is someone who fights for the highest possible good in the lives of those they lead. Liberators know how to advance the capacity of their followers, increasing the competence of individuals while accelerating capacities for organizational productivity and innovation. They consistently draw more effort, energy, and achievement from those they lead. Liberators realize that it isn’t all about your team’s competence, it’s about how much of that competence can be drawn out and maximized for the good of the organization. If you are feeling brave and truly interested in developing as a leader, show this chart to those who know you best and ask them to honestly tell you how they see you: as a dominator, protector, abdicator, or liberator? The fact is that none of us are natural liberators. We only become liberators through lots of practice and patience. It’s a very intentional (and oftentimes painful) process. What kind of leader will you become?
Adam Zastrow Performance Coach Realty Executives - Integrity
Looking
for
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
Franklin
13005 W. Bluemound Road Brookfield, WI 53005 P: (262) 783-7080
9130 W. Loomis Road, Ste 1000 Franklin, WI 53132 P: (414) 235-5777
Cedarburg
Germantown
W61N306 Washington Avenue, Ste 203 Cedarburg, WI 53012 P: (262) 377-6099
East Troy
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
North Shore
4655 N. Port Washington Road, Ste 300 Glendale, WI 53212 P: (414) 906-4500
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