Chicago 2-26-17

CHICAGO EDITION

6 HABITS OF HIGHLY PRODUCTIVE AGENTS WOULD YOU LIKE FRIES WITH THAT? DRIP THOSE ONLINE LISTING LEADS THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENT'S NEEDS

FEATURED AGENTS

JASON STRATTON & SOPHIA KLOPAS COVER STORY

ADAM ZAGATA

Adam Zagata

CHICAGO EDITION

on being featured for the state of Illinois in Top Agent Magazine!

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ADAM ZAGATA

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JASON STRATTON & SOPHIA KLOPAS

CONTENTS 4) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS Daniel M. Stefancuk

18) DRIP THOSE ONLINE LISTING LEADS

6841 W. Belmont Avenue, Chicago, IL. 60634 P: WOULD (773) 622 -YOU 6100 LIKE | F: (773) 622 - 6110 14) 22) THINGS YOU CAN Daniel@wshlaw.net FRIES WITH THAT? DO TO ANTICIPATE YOUR

CLIENT'S NEEDS

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 4

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova5

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 6

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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ADAM ZAGATA 7

ADAM ZAGATA Boasting more than 60 reviews on Zillow, Adam Zagata holds a solid five-star rating from happy clients.

Relatively new to the industry, Top Agent Adam Zagata of D’Aprile Properties in the Chicago area has found success quickly due to a quality he hopes never to lose: a true level of caring and concern for his clients and their best interests.

Specializing in working with first-time home buyers, sellers, investors and short sales, he is a graduate of the University of Illinois in Chicago and holds a Bachelor’s degree in Economics. A former Relationship Manager with J.P. Morgan Chase (which provided him with seven years of experience in business sales, lending and banking), he segued into real estate sales two years ago and has developed a business and client care philosophy that has kept his satisfied customers returning and has generated a healthy dose of referrals.

With around 70% of his business generated from these referrals, Adam is clearly on the path to continued success and expo8Copyright Top Agent Magazine

nential revenue growth. These referrals have much to do with his professionalism and commitment to client service, but they are also based on something much more personal: he honestly enjoys working with and for his buyers and sellers.

“I still think of myself as a newer agent in the business,” he says. “And one thing that sets me apart from my competition is that I really care. I care about people’s feelings and emotions, what they think of the transaction and what they think of me. I think that has a lot to do with why I’ve become so successful in such a short period of time.”

Boasting more than 60 reviews on Zillow, he holds a solid five-star rating from happy clients. One glowing testimonial reads “When I went to Adam looking to buy a house, I really did not know where to start or have any clue about how to buy a home, but with his assistance the home-buying process was a breeze. My Top Agent Magazine

family and I are very excited about our new home and we owe it to Adam. I would highly recommend him to families who are first-time home buyers.”

Staying in touch with past clients and cultivating these relationships are of paramount importance to Adam, and to that end he works hard to let them know just how appreciative he is of the trust they have placed in him regarding what is most likely the largest financial transactions of their lives.

“I always follow up,” says Adam. “I send them birthday cards, I send them Top Agent Magazine

their settlement statements around tax time, I give them a birthday phone call, and property reports annually. Sometimes it’s just a random card that I’ll send out.”

Community involvement is also very important to Adam, and to that end he is very much involved with charitable activities, with a particular emphasis on those supported by his college fraternity, Sigma Lambda Beta at the University of Illinois at Chicago. He is also involved with the many in-house charitable events staged by D’Aprile Properties.

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“Success in real estate is easy, but not simple. IT takes persistence, it takes a great work ethic.”

Looking to the future, Adam’s plans are to grow his business while sacrificing none of the personal touch that has been his hallmark. “Success in real estate is easy, but

not simple. IT takes persistence, it takes a great work ethic. And sometimes the biggest thing is just picking up that phone and reaching out to the people you know.”

For more information about ADAM ZAGATA, please call 773-732-3661 or email azagata@daprileproperties.com Copyright Top Agent Magazine 12

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Whitacre & Stefanczuk LTD is proud to congratulate

Adam Zagata

on being featured for the state of Illinois in Top Agent Magazine!

Daniel M. Stefancuk 6841 W. Belmont Avenue, Chicago, IL. 60634 P: (773) 622 - 6100 | F: (773) 622 - 6110 Daniel@wshlaw.net Top Agent Magazine

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Would You Like Fries With That?

By John Boe

While you may not have recognized it, the last time you ordered from a fast food restaurant or went to the post office, there is a good chance you experienced some type of cross-selling or up selling.

Cross-selling and up selling are well-established and highly effective marketing practices utilized by a wide variety of industries.

Shortsighted salespeople are often quick to suggest that customers get irritated by attempts to cross-sell products and perceive cross-selling as an aggressive sales technique. Interestingly enough, consumer research indicates that the reverse is true. The majority of consumers surveyed actually preferred a full range of products and services and appreciate the convenience that is provided through a comprehensive cross-selling approach. Top producing sales reps and progressive companies understand the power of crossselling and recognize it as a critical component for promoting both customer retention and revenue growth.

What is cross-selling? Cross-selling is nothing more than a proactive, ongoing sales process designed to provide your customers with a full spectrum of your company’s products and services. Not surprisingly, two of the key elements that drive effective cross-selling and up selling are trust and convenience.

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Your customers’ trust in your company can be converted into additional sales that are not directly related to their existing products. The good news about the cross-selling and up selling process is that it’s one of the most profitable and least risky endeavors a sales rep can undertake. It pays to cross-sell and up sell, because when you go the extra mile and provide information about additional products to your customers, you are financially rewarded for helping them make a more informed buying decision.

The first exposure I had to cross-selling and up selling was as a teenager in high school working part-time at McDonalds during my summer vacation.

Looking back on my brief tenure at the restaurant, I can still hear my manager’s daily refrain; be polite, keep the counter clean, and always ask the customers if they would like some fries with their meal.

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A couple of years later while attending college, I took a part-time job selling shoes at the mall. I was paid an hourly wage to sell the shoes, but I received a commission whenever I sold any accessory items such as shoe polish, socks, or purses. This was my first taste of commission-based sales and I took to cross-selling and up selling like a duck to water. After I had sold a woman a pair of new shoes, I would routinely hand her a bottle of leather cleaner and a purse to match the shoes. As a college student, the extra money I was able to make from cross-selling and up selling additional products was like manna from heaven.

The best place to introduce your customer to the concept of cross-selling and up selling is during your initial needs analysis meeting. Unfortunately, many salespeople fail to take the time to conduct a thorough needs analysis and as a result, do not uncover potential products and services that would be of benefit to their customers. The key to effective cross-selling and up selling is all about guided self-discovery. Through a series of thought provoking, open-ended questions, successful sales reps help their customers identify the products and services that they require.

Developing a systematic approach to cross-selling and up selling enhances the customer’s buying experience and brings in additional revenue with relatively low expense and effort. As you prepare for your next sales appointment, I challenge you to look for cross-selling and up selling opportunities that you can incorporate into your presentation. Sales reps who fail to effectively cross-sell and up sell products actually do a disservice to their customers and leave the back door open to their competitors!

“The sad truth is that most salespeople forget to cross-sell their products and services. This is a big mistake, because cross-selling gives customers more options and is a good way for a sales rep to make additional income.”

– Don Roberts Copyright ©, 2016 John Boe. All rights reserved.

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.

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KlopasStratton After almost a decade on the trading floor— working a few investment properties on the side and providing guidance to friends— Jason Stratton decided to make the leap to real estate, inspired to do meaningful work that advanced people’s day-to-day lives.

Now, more than twelve years later, Jason and his sister Sophia Klopas combine their efforts in their thriving enterprise of KlopasStratton, under KoenigRubloff an imprint of Berkshire Hathaway.

While his sister Sophia brings her design sensibilities to their work, Jason’s expertise lies in numbers, his finance background driving sales that break price-per-square-foot records in some of Chicago’s most desirable neighborhoods. Likewise, Jason believes in a hyper-local approach to selling real estate, where he and his team of agents focus on working the areas in which they live, in turn offering keen and first-hand insight to their clients. Having lived in Chicago since the 1980s, and with he and his wife currently raising three sons in the heart of the city, Jason understands well that being personally acquainted with the street-by-street inventory goes a long way to secure lasting clients and close exceptional deals.

With an impressive 80% rate of return and referral clients, along with a meticulously managed database of ongoing leads, business is booming at KlopasStratton, In leading a tightknit ring of professionals who mirror his enthusiasm and attention to detail, Jason takes his craft seriously and the results demonstrate his ethos: pairing acute financial intuition with a business model squarely focused on the honest and the personal. In fact, much of what motivates Jason’s success lies in the agent-client relationship.

“Integrity sets agents apart in this business,” he reflects. “When I take on a listing, I don’t hand off the day-to-day work to someone else. I make myself available and I’m also not afraid to stick my neck out there to get my client the best deal.” Comparing his

previous career to his current one, Jason considers his services an endeavor worthy of pride. “In some ways, my former career felt really hollow,” he says. “Now I have the opportunity to actually give something, and help my clients reach the next chapter in their lives successfully—there’s no bigger thrill than that.”

As for keeping in touch with clients past and potential, Jason and his team have methodized their extensive database, down to a science. Managing monthly e-mails, gift lists, holiday cards, and the occasional text message between a client-turned-friend, Jason stays personally tied to clients long after a transaction is complete.

That same instinct to nurture connections translates to Jason’s civic contributions as well, where he and his team donate regularly to KoenigRubloff Cares, which donates to a variety of charities. The team at KlopasStratton also gives locally as well, sponsoring silent auctions for area schools, contributing to the Ronald McDonald House Charities, and participating in home construction efforts for those in need. In his coveted free hours, Jason devotes his time to staying healthy and active, citing exercise’s relationship to success. “You have to be willing to challenge yourself,” Jason recounts. “To be successful in this business, you always have to strive to get better.” Additionally, Jason enjoys exploring the city, spending quality time with his wife and their three sons.

Looking ahead, Jason has plans to continue his office’s growth, while maintaining the tailored attention and professional rigor his clients have become loyal to. Today, with over a decade of marked success under his belt, along with a clear vision for his business’s future, Jason’s drive to challenge himself will assuredly translate to more achievements in the years to come. With a foundation built on a love for his city, his clients, and the day-today passion his career elicits, the future promises many busy and bright days ahead.

To learn more about Jason Stratton visit klopasstratton.com, e-mail ksteamshowings@koenigrubloff.com or call (312) 415-1551 www.

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Drip Those Online Listing Leads

By Walter Sanford

My coaching clients are beginning to find more success with their online listing leads. Whether the lead is coming from postcard-generated invites to complete forms on their site or third-party consolidator leads, the web leads are coming in. The problem with a lot of these leads is bad phone numbers but good email addresses. The question is - how do we engage them in a conversation that leads to a listing appointment?

Uncovering the seller’s needs prior to an appointment is always the first step in creating client satisfaction, but it’s very difficult to do without good contact information. By showing these potential sellers value, my clients have found that many sellers who wanted to remain anonymous are now holding up their hands and shouting “I want some of that!”

The drip system that creates this kind of excitement is one that’s immediately started after the lead is received. The system shows the value that you can bring to their discovery process. Every three or four days, send an email that lets them know that there is so much more that a top, local, professional agent can add to their search.

With my clients, we only give a little bit of information at a time. Usually within a few weeks, we have the serious leads contacting the agent for an over-the-phone consultation.

Below are some of the points that we stress in our drip system email campaign for online listing leads: 18

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Week One: Thank you for contacting us for more information regarding the sale of your property. I hope the information we have already provided was of some help to you. We believe that a real estate relationship should be based on the client’s needs. Once we know those needs, we have some very unique solutions that our past sellers have mentioned were available nowhere else. Please give us a call so we can supply some unique answers to unique challenges.

Week Two: In our earlier email, we talked about unique solutions. One of the unique solutions we provide our sellers is a pre-listing consultation.

Go to www.(yoursite).com/prelistingconsultation to answer a few questions and schedule a phone call that’s convenient for you. This will allow our team to be better prepared to give you some insights regarding what to expect in this market.

Week Three: In continuing our theme of delivering value to our potential sellers, one of the most appreciated value propositions that we give our potential sellers is our “seller education system.” If you call us, we can program a search for brand new listings each morning. The search will include specs that compare to your home and the results will be emailed directly to you. This provides you with brand new listings that would be competing with your home, if it was on the market. This makes you the most educated seller in town knowing what the competition is. You’ll receive these new listings at the same time agents in (your town) receive them!

Week Four: Occasionally, we have a seller who isn’t interested in considering a sale unless he/she knows the value first. We came up with a solution that eliminates a lengthy listing presentation. We call this our free 48-hour phone value analysis. Go to www.(yoursite).com/valueanalysis.

Complete the form and within 48 hours, one of our team members will call you. Based upon the same comparables that appraisers would use, we will let you know the value of your home. This is a fast and inexpensive way to bridge the gap of an expensive appraisal or a time-consuming listing presentation with a service that can be just as accurate. There is no charge for this service, and we are happy to put the numbers together for you!

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Week Five: One of the services that our sellers most appreciate is our “meet the team” concept. You can go to our website or call us directly for the contact information on a trusted team member for almost any service.

We know the best plumbers, HVAC techs, electricians, roofers, landscapers, painters, carpenters, and carpet installers in the area. We use them on our own homes, we trust them, and we have long business relationships with them. If you need anything done around your home to prepare for a potential sale or if you just want to get it ready for a special occasion, we know who does the job well here in (your town).

Week Six: Our sellers get higher prices because we make their homes desirable to buyers! We call this service our “primp and polish” service.

Any consultation is free! We can provide you some simple tips to make your home more inviting to buyers. We will point out any potential red flags and help you place furniture to get things ready to create that emotional pull. We have professional decorators on call. Their services cost money, but we have found their service is a good investment based on the additional monies that we receive for our client’s properties. The initial consultation is free! Please give us a call so we can set this up for you.

Week Seven: Did you know that our company has access to a majority of the top real estate agents in any city in the world? If you are considering selling your home here and buying out of town--we can send you to top agents who understand your needs. Top agents know they can’t solve client’s challenges without first knowing what those challenges are. If you want a special house out of town, then give us a call. We know agents who will not only show you standard MLS properties but also properties that are not yet on the market. We call these “secret properties.” These secret properties can be owned by past clients who might consider selling or sellers developed from a postcard mailing campaign in your neighborhood of interest. These agents know many ways to find property that other agents will not show you. We find this service to be one of the best that we provide for our buyers so we wanted to make sure that you get the same service when you move.

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Week Eight: If you’re not quite ready to list your property, we have a system called “sell the sizzle before the steak.” I know it sounds a little corny, but we can discretely present that your home might be available to our database of buyers. This helps us to do a little pre-marketing prior to a full commitment of our complete marketing plan. If you are interested in this service, please don’t hesitate to give us a call.

Week Nine: Did you know that we have a policy where no real estate agent will be allowed to negotiate with you in person? We do this because many times real estate agents can be very forceful in the presentation of offers from their clients. We ask for that offer to be presented to us, and we will spend as much time as you need with just us - your representatives. This eliminates awkward meetings where you need more time to think, and the buyer’s agent is pushing for an answer. We believe that selling a home should not only be massively profitable but also fun. If you’d like more ideas on how we differ from the competition, email or call me at your convenience. All contacts will be kept confidential.

Well, I hope you get the idea that we’re trying to start a conversation with that potential seller instead of letting them fall through the cracks. A drip email campaign for a seller is similar to the campaign for buyers. It’s necessary for listing leads since the majority of information requests come via the web with incorrect or inoperable phone numbers. The only way to get these leads talking is to present them better value than everyone else.

Copyright©, 2015 Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are Top Agent Magazine

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

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