Executive Times October 2018
Save Anniversaries Monica Foster John Drain Dana Lazich Pat Wunderlich Peggy Bodway Lee Lurvey Tim Michelic Jeff Petak
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Date Lake Country Mastermind
October 3rd| 9:30am – 11:00am Milwaukee Street Traders Coffee Shop
Franklin Friday
October 5th | 10:30am – 11:30am Franklin Office Workroom
Birthdays Sue Heitz Joyce Bergelin Teri Chatham Randy Kohler Karen Wenzel K.C. Liebert Becky Wilde Vicky Schaechterle Libby Consiglio Cathy Liebert Liz Holter Jin Kim Meghan Neville Gayle Gintner Juliann Parris Deana Mentzel
October 2 October 7 October 7 October 8 October 10 October 11 October 12 October 12 October 16 October 16 October 21 October 22 October 22 October 25 October 26 October 27
Star Power Mastermind
October 15th | 12:00pm – 2:30pm Brookfield Office
North Shore Mastermind
October 23rd | 9:00am – 10:00am Fiddleheads Coffee Shop in Cedarburg
Brookfield Mastermind
October 24th | 9:30am – 11:00am Brookfield Lower Level Conference Room
ANNUAL OFFICE CHILI COOK-OFFS 11am-1pm North Shore: October 12th Hartland: October 23rd Cedarburg: October 25th Brookfield: November 7th
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Maximizing the Value of Your Conference Written by Dale Schaechterle
The positive response from everyone who attended our Realty Executives Wisconsin Regional Conference on September 12th has been incredible! On a day that provided picture perfect weather, we enjoyed a morning at the Zoo, surrounded by our Realty Executives community of friends and family. Record breaking attendance was an early indication that our Sales Executives expected the event to be extremely valuable. After a delicious breakfast and time to mix-and-mingle with our vendors and key sponsors, everyone enjoyed a power-packed program. Four key moments should become engrained memories that establish momentum towards new levels of success in 2019. Patrick and Denise van den Bossche, along with Alysia Heun from Realty Executives International, spent the morning with us. When the President of Realty Executives International drops everything and rearranges his schedule to attend your conference, you know he’s genuinely interested in serving you well. Not only did Patrick attend, he asked to bring his wife Denise, (who oversees her own TopProducing real estate team), and Alysia to assure we had the absolute best that International has to offer. I love that the first thing Patrick requested that morning was to meet as many Sales Executives as possible, and many of you benefitted! The beautiful thing about Patrick is that he actually listens and takes action. Read my Sales Tip of the Month for more details on the amazing gift that Realty Executives International is providing each one of you. You all have such generous hearts! We were captivated by the presentation of Tina Reddick and Karen Wenzel as they highlighted their Non-Profit Organizations and created awareness of ways we can give to those who are less fortunate. If you have not seen their videos, please take a moment and watch them now. Unite4Peyton: https://www.youtube.com/watch?v=WEIrPi5CC-k Lindsay’s Voice: http://www.treesofhopewi.org/ In response to our call for action, you amazingly helped raise over $12,000 that will be used to support the charitable causes we have adopted—incredible! Our Regional Marketing Campaign, which features a strengthened social media presence under the direction of Ideas That Evoke, has now been made available to you for your business. Kelly Ehlers, the Founder and President of Ideas That Evoke, joined us for the event and gave a special presentation that includes a multi-tiered, specifically prepared plan for YOU. Additionally, an offer to create your own customized video that features you and/or your team was made available. For full details see Claire Zastrow. Debbie De Grote spoke with authenticity and authority. When you’ve done it, you can teach it–and when it comes to real estate success, Debbie has done it all! Yes, we heard you and understand that you “want Debbie back!”. We are already working towards bringing Debbie back to our Regional Conference in 2019, but you do NOT need to wait a year to benefit! Again, read my Sales Tip of the Month for more details on the amazing gift that Realty Executives International is providing each one of you!
2017 MARKET LEADER
BROKERAGE OF THE MONTH APRIL 2017
2016 EXTRAORDINARY BROKERAGE
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How to be a First-Time Home Buyer’s Dream Agent Entering the housing market for the first time is a daunting task. Add in rising mortgage rates and new tax laws, and relying on a skilled and well-versed agent becomes even more important for firsttime homebuyers. According to the National Association of Realtors’ Home Buyer and Seller Generational Trends Report, 34% of all 2017 homebuyers were purchasing a home for the first time. Working with this unique group of clients takes making connections, knowing the market and communicating the details honestly and effectively. Practice these skills to better attract clients who are fresh to the market. They’re looking for a spark. Even with over 500 offices and 8,000 agents, my firm understands the importance of connecting with homebuyers on a personal level. Client relationships carry weight and have the potential to last beyond the initial closing. That’s why my team always approaches new partnerships with the aim of creating customers for life. Show clients that you’re in this for them. Yes, it’s a business relationship, but that doesn’t mean your time together has to be all work and no play. An easy way to show you care about more than sales is delivering a personalized closing gift to clients. From artwork for their new living room to a fruit basket to enjoy during their first mornings at home, this gesture makes a lasting impression and shows new customers you care. Agents can also get clients’ attention by inviting them to take an active role in the process by visiting their personal website that’s often updated directly from the MLS system. Encouraging this involvement is an easy ask, considering that most generations start their homebuying process online now instead of calling an agent. This way, homebuyers can start the process by checking out the market themselves and deciding on their must-haves before working with their agent to see what options are available in the market. Anticipate how company culture translates. In my 30 years of experience, I’ve learned that an agent brings a lot more to the table than just their personality. Although agents are the face that works most intimately with clients, the values and personality of a company can also affect first impressions. Seeing what support an agent receives gives homebuyers an idea of what to expect throughout their journey, and just as agents must show they care about more than profits, companies can highlight these values too. This starts by promoting a healthy company culture that gives employees the tools they need to succeed. At my firm, we take a people-centric approach that encourages agent freedom while still offering strong support. This shows clients we are behind our agents and their efforts to make meaningful connections with successful outcomes. Plus, this practice has had a significant impact on sales productivity and improved our company’s efforts to give back to the community. By partnering with nonprofit organizations or allowing our agents to donate directly from their closing checks, we show customers that we aren’t just in their community — we’re a part of it. continued on pg. 5
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How to Be a First Time Home Buyers Dream Agent, cont.
Be a market specialist and utilize your expertise. It’s no secret that consumers love working with an expert. This plus the lack of experience for most first-time homebuyers means their decisions — and frankly, their futures — rely heavily on the advice of their agent. Therefore, being knowledgeable about trends in the marketplace and customer demographics not only ensures that you give clients the best direction, but reassures them they made the right decision with you. Use your experience in the field to point clients to a trusted lender and help them make an appropriate offer. Using this knowledge will reaffirm customers’ trust in you to help them achieve this personal milestone. Also, remember to work with your team when you have questions. My team combines our specializations to complement each other’s strengths. This not only fills any gaps in experience one agent might have but gives customers the combined power and expertise of our entire company — just another reason to choose you over another agent. Be honest with them. Respondents in the NAR report said that honesty and trustworthiness were the two most important factors when selecting an agent. Because first-time homebuyers will have some questions going in — they are new to this, after all — it’s our job to provide education and develop a relationship of mutual trust and respect. How do we do that? Start by reminding new clients to be reasonable with their expectations. Finding a home that checks all the boxes and stays within budget is a big ask for an agent, and although it’s a hard truth, clients shouldn’t enter the market believing they can get everything they want. To keep everyone on the same page and avoid any disappointment, I recommend clients use a rating system before moving forward with their top homes. Remember, the goal is not to fixate on finding the perfect property but rather to find something great that will work for their lifestyle needs. Also, encourage clients to make their highest and best offer right away, while keeping conditionalities to a minimum. Today’s market is highly competitive, and coming to the table with anything but your best means spending more of your and your client’s time. Practicing these tips, as well as prioritizing clarity and connection, is the key to standing out with this new generation of homebuyers. By Dale Schaechterle as Published in Forbes Real Estate Council
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@realty_executives_Wisconsin Realty Executives Wisconsin
Welcome to our new
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D i r e c t o r o f Ta l e n t A c q u i s i t i o n and Marketing! Please Welcome: We are proud to announce Angelica Dudenhoefer as our Director of Talent Acquisition and Marketing and a member of the Leadership Team. She is remarkable at communicating both online and in person. Her goal is to show Southeastern Wisconsin what an amazing organization Realty Executives Integrity is so she can bring talented Sales Executives to the company. After over a decade in the marketing industry supporting large corporations such as Roundy's, nonprofits such as The American Heart Association and small businesses like Drake & Company Staffing Solutions, she has landed here. She’s been instrumental on many major campaigns for companies like Snap-on Tools, Marcus Theatres, a large well know cheese company and more. Angelica has an entrepreneurial spirit and owns her own marketing firm. She specializes in creating communities online that translate to the real world. Angelica has broken social media records at every company she has done social media for. She will use her social media skills to find motivated candidates. "I believe it is our responsibility to use our gifts to help others. So, I use my gifts of marketing and communication to connect people to fulfilling careers and to help Realty Executives Integrity continue its mission of service." Angelica has both her bachelors and master's degrees in Communications. She looks forward to using her communications skills to expand the company. A Wisconsinite through and through, Angelica was born and raised in Milwaukee. She has lived in Madison and West Bend. When not working, Angelica enjoys eating healthy vegan food, exercise, being in nature, advocating for equality and travel.
Do you know someone who would make a great Sales Executive? Let our Professional Development Team know! MakeYourMove@RealtyExecutives.com
How to Refer a Realtor® to REALTY EXECUTIVES INTEGRITY and Make Money Doing It! As a member of the Leadership Team, I can tell you that we take your comments and suggestions to heart. In a recent meeting, I was made aware that our communication surrounding how to refer a client to Realty Executives Integrity needs to be clarified. So, here we go… Why Should I Refer Someone? 1. Our best referrals come from our Sales Executives because Realty Executives Integrity strives to onboard people of integrity, morals and passion. There is an old saying, “It takes one to know one”. We believe that amazing people like you know other amazing people. By referring high quality candidates, you are increasing the quality of the company that you work for. 2. When someone does the work of referring a person to the company they deserve to get paid for it. We pay you for the time you invest into helping us onboard a new person and we pay you because we truly appreciate the confidence you place in us in helping us growing our company with exceptional Sales Executives. What type of Candidate should you look for? Unlike some brokerages who hire anyone, we only seek the best. Here are some of the top things we look for in a potential candidate: Integrity | Passion | Personality | Licensed (or soon to be licensed) | Kind heartedness When having dinner with Patrick van den Bossche, President of Realty Executives International, he mentioned kind heartedness. The perfect word to describe the most important trait that we look for in a Sales Executive! How do I Actually Refer Someone? Here’s the good part, we do most of the work! Here is what a typical referral process looks like: 1. Sales Executive notices an amazing agent and lets Angelica Dudenhoefer, the Director of Talent Acquisition know. This can be done by responding to the email received after your transaction has closed, emailing or calling Angelica at AngelicaD@RealtyExecutives.com |262-364-0559. 2. We do a bit of research into the candidate and reach out to you if they meet the criteria for a Sales Executive. 3. We then reach out to the candidate, mention that you referred them and why you thought highly of them. 4. If all goes well, we’ll set up a meeting with the candidate in which we may invite you to attend. 5. If this meeting goes well, we extend the opportunity to become a Sales Executive and your referral incentive begins! How You Make Money To be eligible for our referral incentive, you must play an integral part in that agent joining the company which includes being a mentor to them as they transition. The candidate will be provided the opportunity to acknowledge who played a vital part in their decision and the Sales Executive that they mention will receive the credit. This credit can be used to offset marketing projects, monthly expenses or promotional materials created through our Certified Marketing Executives. If used wisely, this referral incentive will generate more money for your business! Incentive Structure: • Signing Incentive: $250 (credit issued after recruits first 30 days with RE-Integrity) • First Closing Incentive: $250 (credit issued after recruit has 1st closing with RE-Integrity) • 1st Year Anniversary: $500 (credit issued after recruit has completed a full year with RE-Integrity) *Please see the current Policy and Procedure Manual for additional details. We truly appreciate Sales Executives who take the time to refer those they think highly of in the industry. It shows that you want to be associated with the best and grow Realty Executives Integrity with quality Sales Executives. It means that you are a forward thinker and that you can see what impact adding one person to the company can have on everyone that calls it home. Thank you to everyone who has referred someone to us in the past or who will in the future & cheers to the BEST place to practice real estate! Sincerely, Angelica Dudenhoefer | Director of Talent Acquisition & Marketing
REALTY EXECUTIVES - INTEGRITY: Meet Our ACCO U N T I N G D E PA R T M E N T Arlene Nesta Financial Manager
Jesse Garcia Accounting Specialist
All of you have experienced a touch from one of our Accounting Department Extraordinaires, but some of you may have never had the opportunity to meet them in person. Not only are Arlene Nesta and Jesse Garcia are an integral part of the Realty Executives Integrity landscape, but they are solely responsible for making sure the turnaround time of your commission checks is the FASTEST in the industry. They may be a “behind the scenes” part of our business, but they are the final stop to ensuring that your transaction ends with success. Arlene Nesta will be marking her “delightful dozen” by celebrating her 12th anniversary with the company next year. Honestly, it is hard to imagine the accounting department before Arlene, and we are beyond grateful for her years of second-to-none service. And while Jesse celebrates her 2nd anniversary with REI, we quickly knew that she would be a valued member of the REI support team. With a background in musical composition, her talents have transitioned perfectly into a creativity for numbers. These ladies are a direct compliment to each other’s strengths and personalities, which is why the Accounting Department functions like a well-oiled machine with an incredible heart to serve. Thank you, Arlene and Jesse, for representing Realty Executives Integrity so well and serving our Sales Executives with such excellence!
The Cost of Selling Without an Agent Written by the National Association of Realtors
You’ve heard of buyer’s remorse; but without your market expertise and sales skills to back them up, sellers who choose to sell their home on their own just may experience “seller’s regret” when they see how much less they get for their properties. FSBO’s earn an average of $60,000 to $90,000 less on the sale of their home than sellers who work with a real estate agent, according to the National Association of REALTORS®. Here’s the breakdown: All agent-assisted homes: $250,000 (median selling price) All FSBO homes: $190,000 FSBO homes when buyer knew seller: $160,300 With this kind of discrepancy, why would any seller choose to go it alone? Some may want to avoid paying an agent's commission—but even factoring that in, FSBOs still stand to make less on their home sale. “Talk to an agent and find out what they suggest for the commission, and then do the math yourself,” researchers write on NAR’s Economists’ Outlook blog. “The closing price for the agent-assisted seller is likely going to be way above a FSBO. [But] in reality, homes sold by the owner make less money overall.” Homeowners seem to be hearing the message: Only 8 percent of sellers last year—an alltime low—chose to sell their home themselves, according to NAR’s 2017 Profile of Home Buyers and Sellers. That figure has been falling since 2004, when 14 percent of homeowners sold their own homes. Of the share of FSBOs last year, 38 percent of the homes were sold to a buyer that the seller knew, such as a friend, neighbor, or family member. The majority of FSBO transactions, however, were sold to buyers the owner did not know.
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Ta ke Yo u r B u s i n e s s t o N ew H e i g h t s - F o r F R E E ! With great appreciation for this amazing gift from our friends at Realty Executives International, I’m THRILLED to announce that Realty Executives has partnered with Debbie De Grote and will make her library of training e x c l u s i v e l y a v a i l a b l e to ALL of our Sales Executives! For those who attended your Regional Conference on September 12th, you know that Debbie has much to offer, and she teaches from her own experience as a Top Producer. Now, you can benefit by being trained by Debbie - for free! There is NO other real estate company in the world that offers such high-level training, at ZERO cost to you - absolutely none! Once again, this is yet another reminder of the POWER of your Realty Executives brand! More details will follow soon, and please contact Claire Zastrow (clairezastrow@realtyexecutives.com) if you are interested in learning more about this incredible opportunity.
100% Yours,
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“
INTEGRITY
What is the most powerful idea you received from Debbie de Grote during our Regional Conference that you will be implementing in your business?
“Oh, wow! So many things. I think one of the things that stuck with me most was her approach to asking for referrals from friends and family. These people LOVE to ask “How’s business?!” and I never knew the right way to respond. Her suggestion of thanking them, responding that there are plenty of opportunities for buyers and sellers, and then turning it back on them - “Why do you ask? Who do you know that may need my help buying or selling?” is simple, yet so powerful! With friends and family especially you want to keep asking for referrals, but not come across as too aggressive/desperate. Debbie’s advice is perfect, and I look forward to implementing it!”
Jenna Stadler| Realty Executives-Integrity Cedarburg
House To Home Team
262.412.0685 jenna@housetohometeam.com
“The most powerful idea I received from Debbie De Grote during our Regional Conference is with regard to building your clientele. I learned that it is okay to engage with potential clients regarding real estate needs that they may have while in a social setting, even if, at first, they do not seem interested. People will often resist discussing their real estate needs (or the needs of a friend or family member), but if you let them know that you are in the best position to help them and that you are willing to listen, they will often confide in you and rely on your expertise.” Andy Manchester| Realty Executives-Integrity Hartland
Dale’s Home Selling Team 262.399.7178 andy@dalesteam.com
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INSIGHTS “I learned so many things from Debbie, but there’s one specific thing that I have learned and already implemented into my business – I can say it definitely has already shown an impact. Debbie asked me if I call all listing agents after my clients submit an offer to purchase with our pre-approval, assuring them that the buyer is well-qualified and that I am looking forward to working with them. I couldn’t believe it; such a simple idea, yet so underutilized! As a lender, this is such an easy thing for me to do, and I implemented it immediately. I not only have begun doing this myself, but while training my new team member last week, I made sure she mentioned this in all of her meetings with Realtors®; they loved it! She has already started her business off on the right foot and every Realtor® we have spoken to has loved the added value. What a simple way to go the extra mile and strengthen my relationship with business partners and clients. This is a habit that will remain in my business for good!”
Shawn Schnabl| A+ Mortgage Services, Inc. Senior Loan Officer | NMLS # 234136 262.719.7482 shawn@trustaplus.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
“Brother” | NEEDTOBREAHTE It was an honor to see everyone at last month's Regional Conference. The themes of "Community" and "Family" were obvious throughout our time together. I was privileged to sing a song that has become somewhat of an anthem for me and for our Realty Executives leadership team: "Brother" by NEEDTOBREATHE. I hope these lyrics encourage, challenge, and inspire you… “Ramblers in the wilderness, we can't find what we need We get a little restless from the searching, get a little worn-down in between Like a bull chasing a matador is a man left to his own schemes Everybody needs someone beside 'em shining like a lighthouse from the sea” “Facedown in the desert now there's a cage locked around my heart Found a way to drop the key where my failure were now my hands can't reach that far “I ain't made for rivalry, I could never take the world alone I know that in my weakness I am strong, but it's your love that brings me home” “Brother let me be your shelter Never leave you all alone I can be the one you call When you're low Brother let me be your fortress When the night winds are driving on Be the one to light the way Bring you home”
If you’re interested in learning more, I’m happy to schedule a meeting to discuss. Email me at: AdamZastrow@RealtyExecutives.com or call me at: 608.498.0994.
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Looking for Help Designated Realtors John Plavsic| Brookfield (262) 364.0555
Adam Poehlman| Cedarburg (262) 618.2565 Pam Burki | East Troy (262) 203.1812 Stephanie Sosa | Franklin (414) 235.5777 John Behrens | Hartland (262) 391.8116 Alexis Ruzell| North Shore (414) 477.8177
Career Development
Accounting
Dana Keegan (262) 618.2575 DanaKeegan@RealtyExecutives.com Arlene Nesta (262) 369.8985 arlene@wirealtyexec.com Jesse Garcia (262) 369.8986 jesse@wirealtyexec.com
Certified Marketing Executives Nicki Wendt | Brookfield (262) 783.7080 | Nicole@wirealtyexec.com Erica Lemke | Cedarburg (262) 377.6099 | Erica@wirealtyexec.com
Becky Wilde | Recruiting (262) 369.8915 | BeckyWilde@RealtyExecutives.com
Joan Schrank | East Troy (262) 642.3363 | Joan@wirealtyexec.com
Angelica Dudenhoefer| Recruiting (262) 364.0559 | AngelicaD@RealtyExecutives.com
Claire Zastrow | Franklin (262) 369.8959 | Claire@wirealtyexec.com
Adam Zastrow | Performance Coach (608) 498.0994 | AdamZastrow@RealtyExecutives.com
Angela Riemer | Hartland (262) 369.8900 | Angela@wirealtyexec.com
Business Planning
Marie Gingher | North Shore (262) 377.6099 | Marie@wirealtyexec.com
Dale Schaechterle Dale@RealtyExecutives.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„¢