Executive Times June 2018
Let’s C e l e b r a t e Anniversaries Kristi Worth Teri Hayes Joanne Hangartner Teri Chatham Hunter Bouverette Chasity Yokers Nicole Lasocki BJ Heiden Ruth Ehrgott K.C. Liebert Kevin Zokan Joyce Bergelin Arlene Nesta John Friedrichs
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Birthdays Chuck Kinzel Kristi Worth Angela Riemer Joanne Hangartner Andrea Kane Lothair Lambrecht Nick Wachal Terra Radtke Zlatko Vujnovic Michael Elrod Kent Breitenfeldt Leann Gronowski John Friedrichs Terry McCreary Brenda Samuel Sally Flath Maggie Willms Kevin Zokan Sarah Alexander Alexis Ruzell Abigail Myers BJ Heiden Bob Arnold Dave Rosenlund Stephanie Sosa Mindy Wittig Tina Ferlindes
June 1 June 1 June 3 June 7 June 9 June 9 June 9 June 10 June 13 June 14 June 15 June 16 June 18 June 18 June 19 June 20 June 20 June 20 June 22 June 22 June 23 June 25 June 26 June 27 June 27 June 27 June 30
ET June | 2
Healthy Habits & Seizing Opportunity
People are creatures of habit. Habits are cozy, like a warm blanket on a cool night. They lull us into a false sense of safety, especially when life becomes hectic. We can count on them, like a trusted companion during times of uncertainty. Habits are easy to develop and often feel impossible to break. While some habits can be truly powerful in our lives, we also collect habits that can do us harm. During our last Spring training module, I was RE-educated on some of the bad habits I have when it comes to communicating with others. Adam and Dale were masterful at reminding us of the benefits effective communication delivers to our personal AND professional lives. Developing a habit of awareness in how people hear my voice, allows me to become a better wife, mother, friend, Realtor®, co-worker and daughter. The principles behind the book THE 5 VOICES (www.5voices.com) are a game changer. Does an investment of less than $15 to exponentially increase your sales sound like a good investment? Would you be interested in making each transaction more seamless simply by understanding your voice and how others respond to it? Are you ready to develop a habit of seizing opportunity to launch your business that will bless your life? If yes, our Leadership Team will purchase 10 copies of this book and gift them to the first 10 people who email me with their request. Free copies are limited and on a first come first serve basis…so don’t delay. I firmly believe this book will change your world for the better, plus you have a money back guarantee with our offer. While on the subject of opportunities, have you taken the FREE “Launch Your Business” program offered to you as part of your association with Realty Executives Integrity? It is really easy to fall into a habit of “what you have been doing” versus “what you should be doing.” I am guilty of this myself, but I have become consciously aware of that cozy companion, and it has become easier to recognize those patterns in my life. As one of your Opportunity Directors at the company, I believe it’s prudent to make sure you understand just how many Steps to Success we offer you. From our monthly MASTERMIND GROUPS, the MENTORING opportunity, our PERFORMANCE COACHING, the TOOLS TRAINING, our CONTRACTS classes, the BUSINESS COACHING (Buffini and Roundbox), and STAR POWER sessions, we have it all. And let’s not forget about the plethora of marketing opportunities with our CME’s to brand YOUR business. Any member of your support staff is more than happy to help you get started or explain each area of opportunity in more detail. Start the summer off with success, invest in developing healthy habits and seize opportunity. With Cheer, Dana Keegan danakeegan@realtyexecutives.com
June H a p p e n i n g s Franklin Friday
June 1st | 10:30am – 11:30am Franklin Office Workroom
Testimonial Tree – Group Training June 5th | 12:30pm – 2:30pm Brookfield Lower Level
Lake Country Mastermind
June 6th | 9:15am – 10:15am Milwaukee Street Traders Coffee Shop
Brookfield Mastermind
Local Events Midwest BrewHaHa June 1-June 3 UW-Milwaukee Panther Arena Scottish Fest/Milwaukee Highland Games June 2 Hart Park, Wauwatosa Polish Fest June 15-June17 Henry W. Maier Festival Park Lakefront Festival of the Arts June 15-June 17 Milwaukee Art Museum
June 20th | 9:30am – 11:00am Brookfield Lower Level
Strawberry Fest June 23 & June 24 Downtown Cedarburg
North Shore Mastermind
Summerfest Begins June 27 Henry W. Maier Festival Park
June
26th
| 9:00am – 10:00am North Shore Office
SAVE THE DATE:
2018 Regional Conference | September 12th | 8:00am – 12:00pm *Keynote Speaker: Debbie De Grote - Special Guests: Realty Executives International President, Patrick van de Bossche and Ideas That Evoke*
2017 MARKET LEADER
BROKERAGE OF THE MONTH APRIL 2017
2016 EXTRAORDINARY BROKERAGE
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ET June | 5
Curb Appeal Counts: Three Steps To Increasing Interest In a Property For Sale
In today’s competitive real estate market, first impressions weigh heavily — and that includes the curb appeal potential buyers observe when initially driving up to a property. Three key ingredients that play into the initial visual impact include the front door, the yard and paint colors. In my years selling real estate, I’ve come to value some trusted strategies for creating curb appeal when marketing your home. The Front Door The front door signals to many what to expect before you walk inside. Clean, freshly painted or stained, nice hardware and security measures all leave a positive impression. Over the years, I’ve encountered doors that were dirty, cobweb-laden, paint-chipped, faded and scuffed up. It shows lack of care and an indifference to maintenance overall. Hardware such as the door knob, lock and doorbell should be cleaned up or replaced to invite people in. Along the same lines, the front door area should have all clutter removed and colorful plants in pots to draw attention to the entry. Often a simple fresh coat of paint or stain is worth the investment. A new door altogether can add greater value. The front door, front porch and the walk-up to the house speaks volumes about what's inside. Landscaping The yard should be manicured regularly to keep a clean look as people drive by. By “manicured,” I mean the yard should be more than mowed. Don't forget about trimmed trees, bushes and edging around sidewalks and driveways. Certainly, flowers and colorful plants add ambiance as well as character to any yard. Yellow and red flowers pop nicely when driving by and gets people’s attention. Plantings should be focused on the walk up and walk out of the sidewalk area. The internet is full of ideas to assist in figuring out what aesthetic works best for your home. Consider the sun required or shade needed prior to purchasing plants. Many plants like ferns can be inviting and are inexpensive, yet make a bold statement and offer a lush appearance. So often people just focus efforts on the decor inside the house, but equal thought should be given to the current state of the yard to maximize initial appeal. Exterior Materials The final element of concern should be the condition of exterior paint and cleanliness of the outside materials, e.g., the brick or stone. Paint colors should be monochrome and soft to accentuate the design of the home. Loud, bright colors are a turn-off to most buyers and work against the goal to attract as many potential lookers as possible. Examine the brick, stone or siding carefully. Over time, these materials easily become stained or dirty. An effective means of freshening up the appearance is simple power washing, which removes grime and stains and reveals a clean, fresh look that adds to the attractive ambiance the home should display.
Curb appeal is the first step in creating interest in a home for sale. In today’s world of internet and photography, pictures of a property have a major impact. These three elements can add or subtract the level of enthusiasm a potential buyer has toward a home right away. It is well worth the investment of time and money spent to ensure the appeal sticks when approaching the property. So often, a fresh set of eyes can benefit a seller; a real estate professional has the expertise to share and guide the process even further. As the spring buying season begins, curb appeal counts even more when generating interest in today’s buyers. Article written for Forbes by Reagan Greer
Tip of the Month Collect More Leads using the OnDemand Mobile System Not only is OnDemand Mobile the best and most underutilized lead capture tool within PrimeAgent; you have the ability to use this tool in multiple ways to collect leads for your business! • Sign Riders - The most common method of lead collection that everyone should be utilizing is adding an OnDemand sign rider to EVERY listing sign that you have out. You or your CME team can attach each new listing to a OnDemand property code within your PrimeAgent system. This allows consumers driving past your listing to simply text in to learn more about the property. Within moments, they receive a text linking them back to YOUR website with all property pictures AND at the same time you are receiving a text notification that you have a new property lead! This feature has allowed several of our Sales Executives to double pop a listing because they were able to reach out to the consumer to set up a showing right away. • Social Media - Using an image of the sign rider or simply using the property code within social media posts for New Listings is an excellent way to collect leads on these platforms! In PrimeAgent you can generate the image of the sign to place in your social media post on Facebook, Instagram or other sites with a call to action "Text Today for Full Property Details & Pictures“ • Postcard Farming - Providing items of value to a neighborhood that you are farming is a great way to become the Realtor® of choice. Simply use one of your assigned property codes within the OnDemand mobile system and include it on a postcard with a call to action like the following: o "Text 710448 to 855-981-7253 to receive exclusive tips for getting your home ready to sell" o "Text 710448 to 855-981-7253 to be entered in to win a $50 gift card to Cooper's Hawk Winery & Restaurants“
Reach out to your CME to learn more TODAY! Text in using the rider on the left to be entered into a drawing to win a gas gift card
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Welcome to our New EXECUTIVES ! Please Welcome: Andrea Kane to the Hartland Office. Andrea can be reached at (262) 719.0878 | AndreaKane@RealtyExecutives.com Francesca Orlando to the Brookfield Office. Francesca can be reached at (414) 595.1540 | FrancescaOrlando@RealtyExecutives.com Ashley Toth to the Hartland Office. Ashley can be reached at (262) 894.1527 | Ashley@DalesTeam.com
Do you know someone who would make a great Executive? Let our Professional Development Team know! MakeYourMove@RealtyExecutives.com
Why You Should Sell Your Home in 2018
Article written by Devon Thorsby for Real Estate News
If you haven’t given much thought to selling your home this year, you might want to think again. Real estate information company Trulia commissioned a survey of more than 2,000 U.S. adults, conducted by Harris Poll, to get a feel for expectations and plans for housing and homeownership in 2018. The survey results show 31 percent of respondents expect 2018 to be a better year for selling a home than 2017 – and just 14 percent expect it to be worse. Despite the enthusiasm, only 6 percent of homeowners surveyed plan to sell their home in 2018. Real estate information company Zillow echoes these sentiments in its predictions for 2018, expecting inventory shortages to continue to drive the housing market. With too few homes on the market to meet buyer demand, prices increase and would-be buyers can’t afford the price or down payment needed to submit a winning offer. If you’re a homeowner and have been thinking about selling, what are you waiting for? You may not consider 2018 to be your year to sell, but here are four reasons why selling in the next 12 months could be more beneficial than you think. Buyers are chomping at the bit. Eager homebuyers have been frustrated over the last few years, experiencing low inventory in most major markets, which is pushing them to start home shopping earlier in the year to try to beat out the competition and ensure they’re not missing out on any available properties. Even before the clock struck midnight on New Year’s, people were already getting a head start on looking at buying or selling a home in 2018. Real estate information company HomeLight saw a 25 percent traffic spike on its website on Dec. 26, with continued high rates of traffic through the first part of the new year. “Folks have generally turned their attention away from the holiday and time with family and friends, and moved onto the new year and what they want to accomplish,” says Sumant Sridharan, chief operating officer of HomeLight. “And for many people, that tends to be where they want to live.” The best time to sell your home is traditionally between March and June, Sridharan notes, while warmer climates may see a longer time frame because they’re not restricted by weather. But cold weather isn’t keeping interested buyers from starting their home search at the start of the year. The fact that buyers take the day after a major holiday to start looking for new home means the traditional selling season could be even hotter. And while the last couple years have proven beneficial for sellers, seeing many homes sell for asking price or above, it won’t last forever. Zillow predicts home builders will begin looking to construct more entry-level homes to meet demand later this year. If you wait too long to put your home on the market, you may find yourself competing with new builds that haven’t been a part of the market in large numbers since before the recession.
Interest rates are low … for now. For both the buyer of your home and your own next home purchase, low interest rates can help make a transaction possible. In the second week of January, the average interest rate for a 30-year fixed-rate mortgage was 4.17 percent, according to NerdWallet. Mortgage rate averages reached more than 4.4 percent in 2017, but closed the year out just below the current rate. While mortgage rates aren’t expected to spike significantly this year, they are forecast to increase overall. The Mortgage Bankers Association predicts 30-year fixed-rate mortgages will rise to 4.6 percent this year, and it expects rates to rise to 5 percent in 2019 and 5.3 percent in 2020. While increasing interest rates are a sign of a good economy, they can squeeze out some potential homebuyers from the market. The current low rates can serve as a catalyst for many potential homebuyers to get moving sooner rather than later. But as interest rates continue to rise, you’re less likely to see as many bidding wars – which is welcome news for buyers but not sellers. You can move to find cheaper property taxes. The passing of the Tax Cuts and Jobs Act at the end of 2017 means a few significant home-related tax policy changes for the 2018 calendar year: Mortgage interest rates are only deductible up to $750,000 in debt and property taxes are only deductible up to $10,000. While these limits don’t affect all homeowners, people who live in counties and cities with high property taxes are likely to feel the financial hit when they file taxes in 2019. If your household is going to struggle without the deductions you’ve had previously, it might be time to look elsewhere. “For most of the world, I think it really creates a consideration of where I want to be and how I want to be there,” says Cody Vichinsky, co-founder of Bespoke Real Estate, based in Water Mill, New York.Vichinsky expects housing markets in coastal states to be most impacted by the tax reform – and more specifically in the counties or towns with high-ranked school districts because their property taxes tend to be higher. While homeowners with school-age children may see the education factor weigh heavier than the financial burden, “You’re going to see an exodus out of these neighborhoods for people who don’t need to be there anymore,” he says. You certainly shouldn’t have a hurried reaction to a policy change with an asset as large as a house, but also keep in mind that if you’re looking for the maximum price on your home, the longer the new tax law sinks in, the more likely it is to change feelings toward pricier neighborhoods in coastal markets. “We do expect, potentially, in the longer term there may be lower demand at the higher price points because the tax [incentives] just aren’t there,” Sridharan says. Renovations today won’t come back in full next year. Zillow’s 2018 predictions include the expectation that most homeowners will focus on renovations and updates this year rather than selling. If you’ve got remodeling on your schedule for the year, be sure it’s an update for you because it’s unlikely that renovations will have a 100 percent return when it comes time to sell. “You’re going to get one shot at this,” Sridharan says. “Ultimately the additional money you’re going to spend to make your home look amazing is going to be far less than the amount of money [a buyer will pay].” The key to taking advantage of the seller’s market this year is not taking the tight inventory for granted. Buyers will still expect effort from sellers in preparing a property for sale. While they may be willing to overlook a dated kitchen, it's the clutter, deferred maintenance and lack of curb appeal that can still kill a deal. If you do decide put your house on the market, take the process seriously, and you’re likely to see ample interest.
ET June | 10
Become a Digital Marketing Executive! Recently, I was included in the following message from Realty Executives International to one of our Rising Stars: “Congratulations Nicole! Here is your Digital Marketing Executive Certificate!” It made me wonder, why don’t ALL of our Sales Executives pursue this certification? Perhaps, it’s because you’re unaware which inspired this month’s tip. Hopefully it provides the understanding you need to move forward. What does it mean to become DMX Certified / What are the benefits? My Top Five Reasons: 1. You increase your mastery of Prime Agent, along with other systems and tools created exclusively for Sales Executives at Realty Executives. 2. You learn unique ways to promote your business. 3. You obtain a special designation that sets you apart from ordinary agents. 4. You connect with Realty Executives International on a much more personal level. 5. You become part of the DMX Advisory Group and gain the opportunity to network with Sales Executives on an international level. How do you register for this training? Check your Prime Agent Account for full details, or ask Claire Zastrow if you need assistance. Oh, and by the way - it’s FREE!
100% Yours, Dale
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INTEGRITY
INSIGHTS
How do you show your clients customer appreciation? “We do various pop-by’s to roughly 50 of our past and present customer’s homes—at least 3-4 times during the year. Some pop-by examples are dropping off: • • •
Valentine's Day mini bottles of champagne and chocolates Halloween pumpkins and candy corn Mother’s Day cute succulent's in a pretty bags
All are just cute gifts to keep the conversation and relationship going! We also did our first Client Appreciation party this last summer where we invited about 75 clients to a private tent that we reserved at Summer Sounds (weekly Friday night concerts in the summer in downtown Cedarburg) with food and drink. We probably had about 40-50 stop by, and it was definitely a great success. We plan on doing that again at the end of this summer! Our biggest way we get business is by referrals, and when you create a relationship with clients where you are constantly staying in touch, (a REAL relationship), your business just flourishes. This is what we are experiencing now; it has been amazing.” Carolyn Stangl, Kim Knoeppel & Emily Neuser theCOLLECTIVE | Cedarburg Office Kim recently graduated from our Buffini Peak Producers training in which all of these habits (pop-by’s, client appreciation parties and business by referral) are taught. To learn more about our next session, reach out to Claire Zastrow at ClaireZastrow@RealtyExecutives.com.
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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 also donate their time and energy to work events associated with these charities. • Before 16 is a 501 (c)3 nonprofit foundation built to care for orphans. • They strive to get children hosted by a family who is either considering adoption or will advocate for adoption. • Their hope is that the hosting process can provide the avenue to find a loving family for each child. They are dedicated to rescuing as many orphans as possible before they turn 16 are out the system. Learn more at www.Before16.org
• JR’s Pups-N-Stuff began with one goal in mind: to save animals from lifethreatening situations. • It was built by a network of foster parents in the Milwaukee area. • It is “a little rescue with a big heart.” Learn more at www.JRPupsNStuff.org
• SALS offers freedom with accountability for men and women who are serious about their sobriety. • They provide non-institutional sober living with a unique balance of independence and structure. • They are committed to providing safe, comfortable, and modern Recovery Houses for all. Learn more at www.SALShouses.org
• Habitat for Humanity builds and renovate homes for families in need of sustainable housing. • Mission: Bringing people together in homes, communities, and home. • “We envision a world where everyone has a decent place to live.” Learn more at www.Habitat.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 11/22/10. • Mission: Raising awareness for Leukemia, Lymphomas, and blood Cancers, along with raising funds to support patient services and ongoing local research. • “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
• Unite 4 Peyton was created to give hope to Spinal Muscular Atrophy [SMA] families. They want to help children and families maintain a quality of life, even with out a cure for now. • They strive to make a difference in the lives of those diagnosed with SMA. • SMA is a motor neuron disease where the motor neurons affect the voluntary muscles 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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A word from your c o a c h ... Adam Zastrow | Performance Coach | Realty Executives - Integrity
What’s your voice? – An overview of May’s Training Module: Everyone speaks, but not everyone is truly heard. That’s because many of us don’t know how our own voice sounds to those around us and, we often fail to understand the voices of the people in our families and workplaces. This is exactly what the 5 Voices system seeks to address. 5 Voices is a system made to help those of us who struggle to communicate what we think and feel to others. The multitude of personality types has been distilled down to five basic leadership voices and grounded each one in a distinct character narrative. One of the biggest complaints you’ll hear about any test related to personality is that “you can’t put people in a box.” However, in the 5 Voices system, everyone can and does speak all five voices. The issue in discussion is not about which one you are or are not. Instead, our system acknowledges that we all have access to each of the five voices, but that some are more natural for us. Think of it as using your right and left hand—you might be able to use both, but one will naturally be more dominant and effective. Usually, there are two voices that represent how we typically come across to others, so as we run through each voice, try to consider what your order of most prevalently used voices might be in your everyday life. The Nurturer Voice - A Nurturer voice is usually the quietest voice on a team. They are the champions of relationships and doggedly fight to maintain relational harmony. Confrontation is often a last, highly unattractive resort. Nurturers, as a rule, are always thinking of other people. It’s incredible how hyper-perceptive they can be regarding the emotional realities of their team. This ability often compels them to champion others before themselves. Therefore, most Nurturers consistently (and stubbornly) underestimate the contribution their voice brings to the table. Because they tend to be quite sensitive and highly relational, their conflict avoidance often prevents them from standing up for themselves or voicing their ideas if others have already taken a position against it. As someone leading a Nurturer, you will have to create an environment where the Nurturer voice feels safe to share their ideas before they are willing to put themselves out on a limb. Amazingly, 43% of people speak Nurturer as their first voice. If you aren’t sure whether someone is a Nurturer, they’ll be the one constantly advocating for “people before profit.” The Creative Voice - As a future-oriented voice, you’ll often find the Creative dreaming about far-off visions and driving towards innovative possibilities. As champions of innovation, they’re always pushing the envelope in terms of new ideas, technology, thought, and better strategies. They also have a highly developed concern for social consciousness and will fight hard to maintain organizational integrity. Most creatives are constantly asking, “Are we being authentic? Are we people of integrity? Are we truly aligned with our values and strategy for the sake of our clients and employees?” However, others will generally find the Creative voice hard to hear because what the Creative thinks they’ve communicated versus what they’ve actually communicated seldom align. This comes from both their impressive ability to draw connections between dots at such a high level or so far in the future, that they leave out what seems obvious to them, or they otherwise feel afraid to be assertive for fear of being wrong or stepping on toes.
…c o n t ’d
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Nevertheless, the Creative voice provides a huge competitive advantage to most teams because they tend to see the long-range opportunities and dangers way before the other voices. They’re like a longdistance radar for potential strategic or ethical pitfalls, but usually need help from the rest of the team to encourage them in sharing their message. The Guardian Voice - As many will soon realize, you’ll never have trouble hearing the Guardian voice on a team. Guardians are the custodians of traditions, systems, and processes, and as such, they seldom shy away from speaking their mind. They thrive on due diligence and will remain stubbornly devoted to the detailed analysis of pros, cons, and hard evidence in the decision-making process. You’ll also find Guardians ruthlessly dedicated to asking the difficult questions, which can be off-putting to idealists and caretakers, but will ultimately prove invaluable in the long-run through the mistakes and poor decisions they prevent. Their “party-pooper” reputation may gain some merit from the sometimes-blunt tone they adopt, but you’ll never find a better steward of team resources. The most daunting challenge for the Guardian voice will be their management of tone and tact, as well as reserving judgment of (in)competence just because someone disagrees with their strongly held opinions. The Connector Voice - Connectors are the ultimate champions of strategic networking partnerships and people connections. This voice loves to play the role of translator and charismatic leader, thriving on their love of communicating vision and possibilities to everyone they meet. They always have a feeling for what people hear and work hard to ensure that what others are hearing is both accurate, and sparks a similar enthusiasm for the vision they want to build with everyone. Interestingly, a Connector can sometimes feel like a chameleon because they tend to shift their message to others based on what they believe the other person wants to hear to get on board. That sixth sense for what inspires others can be both a powerful tool as well as a potential to come off as a “slick salesperson.” The Pioneer Voice - Lastly, the Pioneer. We’ve deliberately chosen this order, with Pioneers last, because the voices get louder in volume as we move down the spectrum of voices towards them. As the most assertive voice on the team, Pioneers tend to naturally assume command and champion big picture vision. Their capacity to align people, systems, and resources make them like a sort of field marshal that always wants to win, and win big. Pioneers love to compete and play the role of captain, relishing the challenge to move everyone forward. They always want to be the one to make the tough decisions, or take the last minute shot to save the day. When Pioneers work healthily with others, they are incredibly effective. However, when this voice trends toward immaturity or selfishness, they pose the greatest danger inside a team. Without selfawareness and a “for others” mentality, Pioneers can become domineering and dismissive of the other voices in favor of pursuing their own agenda. As part of their nature, Pioneers rarely shy away from arguments or sharing critique, but when harnessed effectively, they provide a powerful catalyst for team and organizational achievement. Keep in mind that no one is all one voice, and yet, each voice matters and brings an invaluable, unique contribution to every team. The best thing you can do for your team (as well as for your family and friends) is to take the time to learn about each voice, own your voice order, and be sure to value every voice at the table. If you’re interested in learning more about how your voice affects your leadership and those around you, I’m happy to schedule a meeting to discuss.
PROTECT IT W I T H O W N E R ’ S TITLE I N S U R A N C E www.knightbarry.com
Compliance Corner Catch-Up Are you in the know? Unprofessional vs.Incompetent It is important to first establish the difference between unprofessional and incompetent behavior. Unprofessional behavior is something the majority of us attempt to avoid. Unprofessional behavior does not bode well for a reputation for an individual or the entire REALTOR® profession. However, unprofessional behavior may not be a violation of the REALTOR® Code of Ethics or license law. Unprofessional behavior does not typically result in litigation. Incompetent behavior is very different. Incompetence occurs when someone is not capable to perform specific activities. For instance, a person who has never been involved in a real estate transaction involving a farm may not be competent to assist in the transaction unless that individual engages a licensee who is familiar with farm transactions. Incompetent behavior could result in a REALTOR® Code of Ethics violation, a license law violation and potentially litigation. Below are some brief examples of what may be unprofessional vs. incompetent behavior. Obviously, no licensee’s goal should be to behave unethically orincompetently. Not returning another agent’s call? Unprofessional. Hanging up the phone on an agent? Unprofessional. Not placing the earnest money into the trust account when required? Incompetent. Allowing a buyer access to property without permission? Incompetent. Is it you? Here are five tips for you to consider that relate to your own behavior as you ask yourself how you can improve your professionalism. 1.How long does it take you to respond to another agent? A prompt response is a basic core component of any business when communicating to a consumer or to other professionals in the industry. I often hear that agents do not communicate with each other well. For instance, agents claim that calls, emails and texts from one agent to another go completely ignored. Considering all of the technology available to licensees, it’s pretty egregious to never respond to an agent on the other side of the transaction. 2.Do you respond in the manner requested by the other agent? I once learned that if someone invites you to an event by mail, you RSVP by mail unless told otherwise. Likewise if someone texts you an invite, you can text your RSVP back. This leads me to my next point. One of the major complaints I’ve heard from agents lately is that“I call the other agent and ask the agent to call me, and the agent then texts me. When I ask the agent via text to call me, they text me back rather than calling.”It’s frustrating, I am told. So my version of the“Emily Post of Real Estate Etiquette”generally says respond to the communication in the method requested — not in the method that is easiest or most preferred for you. 3. Even if you were frustrated, was your response appropriate? Real estate transactions should not be adversarial. Agents are not adversaries. You all have the same goal — assist the consumer to get to the closing. I once had a manager tell me that her agent was being accosted by way of email, text and phone by another agent during a closing. And the manager told the agent,“just remember we don’t know what’s going on in this person’s day. We can control our behavior, so let’s just take a deep breath and get through the closing.”Good advice. 4.Could you have done something differently? Step back. Analyze your behavior. Could you have softened your tone, used different words, better expressed yourself? While you may not have“started it,”was there a potential to shift the conversation to something less adversarial? 5.Could someone have perceived your behavior as unprofessional? Sometimes an introspective look is difficult. However, it is imperative to constantly look at our own behavior. After a combative or adversarial situation occurred, seriously ask yourself if the other agent may have perceived your behavior as unprofessional. If the answer is yes, then use that negative experience as a learning opportunity. We should never stop trying to improve or grow.
For additional article information, please visit www.wra.org/WREM/Apr18/Professionalism/ & follow the PATHWAYS to PROFESSIONALISM!
Article courtesy of Cori Lamont, Director of Corporate and Regulatory Affairs for the WRA.
Looking for Help Designated Realtors Pam Burki | East Troy (262) 203.1812 John Behrens | Hartland (262) 391.8116 Stephanie Sosa | Franklin (414) 235.5777 Adam Poehlman | North Shore (262) 618.2565 Career Development Becky Wilde | Recruiting (262) 369.8915 BeckyWilde@RealtyExecutives.com Adam Zastrow | Performance Coach (608) 498.0994 AdamZastrow@RealtyExecutives.com Business Planning Dale Schaechterle Dale@RealtyExecutives.com
Accounting Dana Keegan (262) 618.2575 DanaKeegan@RealtyExecutives.com Arlene Nesta (262) 369.8985 Jesse Garcia (262) 369.8986 Certified Marketing Executives Nicki Wendt | Brookfield (262) 783.7080 | Nicole@wirealtyexec.com Angela Riemer | Hartland (262) 369.8900 | Angela@wirealtyexec.com Marie Gingher | Cedarburg (262) 377.6099 | Marie@wirealtyexec.com Claire Zastrow | Franklin & North Shore (262) 369.8959 | Claire@wirealtyexec.com Joan Schrank | East Troy (262) 642.3363 | Joan@wirealtyexec.com
Locate Us Brookfield 13005 W. Bluemound Road Brookfield, WI 53005 P: (262) 783.7080
Franklin 9130 W. Loomis Road, Ste 1000 Franklin, WI 53132 P: (414) 235.5777
Cedarburg W61N306 Washington Avenue, Ste 203 Cedarburg, WI 53012 P: (262) 377.6099
Germantown N112W15568 Mequon Road Germantown, WI 53022 P: (262) 250.0995
East Troy 2887 Main Street East Troy, WI 53120 P: (262) 642.3363
Hartland 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
Where Home and Happy Meet â„¢