CHICAGO 6-28-21

CHICAGO EDITION

Six Powerful Prospecting Tips to BUILD YOUR

BUSINESS

3 Surefire Methods That Make For a

MILLENNIAL BUYERS:

Where They Are & What to Know

PRODUCTIVE MEETING COVER STORY

FEATURED AGENT

ANDREW STOLL

SANDRA WRIGHT

CHICAGO EDITION

ANDREW STOLL Born and raised in Elgin, Andrew Stoll’s career in real estate started with an unlikely9bet on himself, raising money to start investing in properties around the Chicagoland area. While learning the industry from the ground up and developing an acute sense of the regional marketplace, he realized that he could apply his depth of knowledge to empower buyers and sellers throughout his hometown, and inspired, he pursued his license in 2014.

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sixty transactions per year, h accustomed to the bustling life producing agent. “I love the un of this business. For me, there all the chaos. No two days are there are so many different ha real estate.”

Outside his career, Andrew has a ation for his community. On top various local charities and ca Today, Andrew is the Managing Broker and formerly served on the board fo SANDRA WRIGHT ANDREW STOLL owner of Stoll Real Estate, a growing boutique of Elgin. When he’s not with cl brokerage that in 2020 was in the top 15% in sales out of back, he can be found traveling or investing in all offices in the Chicagoland area. As team leader for the ventures. Always up for a good challenge, he Andrew Stoll Team (AST), he has pushed into the top 1% disc golf, basketball, golf, and the frequent ga of their local market and the top 3%CONTENTS of agents and teams in the Chicagoland area. “There’s a lot of trial and error Looking ahead, Andrew has a strong vision fo when you’re growing a team,” he says. “But we’re now in his business. As his volume maintains its stea 4) a3position SUREFIRE 15) MILLENNIAL BUYERS: where METHODS we have someone in place for all aspects intends on adding new members to his team w THAT FOR A & WHAT of theMAKE transaction.

I couldn’t do this without them,WHERE and most THEY model ARE of service that has anchored his accom importantly, when our clients need us, we always PRODUCTIVE MEETING TO have KNOWIn the meantime, though, he offers terrific ad someone to help.” and-coming agent. “Real estate is a contact sp to be initiating contact. With your leads, you 6) When COOPERATION, NOT 20) SIX POWERFUL PROSPECTING listing a home, Andrew guides his clients through network, and your database, it’s your job to COMPETITION, CREATES TO BUILD YOURDoBUSINESS painstaking preparation.

After helping his clients TIPS fully prethem regularly. this consistently and you’l MUTUAL SUCCESS FOR pare for the market, he shares their property over a blend AGENTS of digital campaigns, leaning into a targeted social media strategy. Meanwhile, he broadcasts his listings directly to his extensive network of top agents, colleagues, and referral partners – all to give his sellers an added advantage. And through it all, he is there for his clients, expertly navigating Phone Fax 310-734-1440 their310-734-1440 transaction and| tirelessly negotiating on their behalf.

“Everything my team and I do is based on principles of mag@topagentmagazine.com | www.topagentmagazine.com excellent customer service,” he says. “From start to finish, No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent the isclient experience especially important each and Magazine published

by Feature is Publications GA, Inc. Although to precautions are taken to ensure the accuracy of published every us. We cannot are ourbeclient’s biggestfor advocate, and if or facts supplied by its authors. materials, Topone AgentofMagazine held responsible opinions expressed To subscribe change address,with send us, inquiry to mag@topagentmagazine.com. you’veor ever worked you’ll feel that.”

Published in the U.S.

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Elsewhere, Andrew’s team is just as helpful when assisting buyers, renters, and landlords, harnessing his background in investing and years of experience. Over the years, he has earned a tremendous reputation throughout the Chicagoland area, as evidenced by his strong rate of

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To learn more about Andrew email stollteam@stollrealesta

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those Top Agent Magazine

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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SANDRA WRIGHT Top Agent Magazine

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Top Agent Sandra Wright is affiliated with the Chicago Properties Firm and has been serving buyers and sellers throughout Chicago for the past six years.

As an agent, Sandra Wright provides her clients with exceptional service, paying close attention to their individual needs.

She values transparency and communication and is dedicated to forming long-lasting relationships with clients. “It’s really all about the relationship for me. I think my 10 Copyright Top Agent Magazine

clients appreciate that I’m always available for them, even after we close,” she says. Sandra is affiliated with the Chicago Properties Firm and has been serving buyers and sellers throughout Chicago for the past six years. “We’re a boutique and family-oriented firm that provides white glove Top Agent Magazine

service for the client every step of the way,” she explains.

Keeping up with the Chicago market is not easy, and it was even harder when an unexpected pandemic threw so many professions and businesses into chaos. For Top Agent Magazine

Sandra, the ability to quickly adapt to new circumstances is a must-have trait in any REALTOR® who has hopes of succeeding in the industry. “Anyone who is interested in becoming a real estate agent needs to know that you have to be able to evolve with the industry. Obviously 2020 threw 11 Copyright Top Agent Magazine

“You never have the same day when working in real estate.

You’re always meeting incredible people, learning new things, and facing new challenges. It never gets dull!” us all a curveball and we had to figure out how to navigate through all the obstacles that the COVID-19 restrictions presented, all the while still providing our clients with the best possible service. You have to be quick and nimble in this business and have a laser focus on the ever-changing needs when it comes to the buyers and sellers.”

Not one who enjoys monotony or working from an office cubicle, Sandra loves that Copyright Top Agent Magazine 12

real estate continues to bring variety into her everyday work life. “You never have the same day when working in real estate.

You’re always meeting incredible people, learning new things, and facing new challenges. It never gets dull!”

Although her work keeps her busy, Sandra tries to find pockets of time where she can get involved with her community. Believing that knowledge is power, for the past year Top Agent Magazine

and a half she’s been part of a radio show called Real Estate Revealed on AM 560, where she educates listeners on all things real estate related. “I enjoy providing listeners with information and guidance regarding various real estate topics. Whether they’re Top Agent Magazine

contemplating selling their property, or they’re looking at buying a home, they can gain a lot of information from listening to the show. My goal is to help people understand the market and keep them current with their real estate information.” When she Copyright Top Agent Magazine 13

has a rare moment to herself, Sandra enjoys staying active and working out on ARX at the Wellness Lab in Bucktown.

needs in the future. “I’m looking forward to growing my business. I’m also interested in getting more agents on the team and becoming a mentor, as I understand the importance of good mentorship having benefitted from it myself.”

Dedicated to her community and clients, she plans to continue to expand her business and assist more people with their real estate

Photography by Fio Creative.

For more about Sandra Wright, email sandra@chiprop.com, visit wd-realestate.com, homesnap.com/Sandra-Wright www.

www.

or zillow.com/profile/sandra262, or call (773) 294–4444 www.

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Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there Top Agent Magazine

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

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a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

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tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

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that you’re savvy, available, and understand the value of their preferred method of communication.

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

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financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home.

Also consider fielding Millennial clientele with the long view in mind. You might be 18

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

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ANDREW STOLL Born and raised in Elgin, Andrew Stoll’s career in real estate started with an unlikely bet on himself, raising money to start investing in properties around the Chicagoland area. While learning the industry from the ground up and developing an acute sense of the regional marketplace, he realized that he could apply his depth of knowledge to empower buyers and sellers throughout his hometown, and inspired, he pursued his license in 2014.

Today, Andrew is the Managing Broker and owner of Stoll Real Estate, a growing boutique brokerage that in 2020 was in the top 15% in sales out of all offices in the Chicagoland area. As team leader for the Andrew Stoll Team (AST), he has pushed into the top 1% of their local market and the top 3% of agents and teams in the Chicagoland area. “There’s a lot of trial and error when you’re growing a team,” he says. “But we’re now in a position where we have someone in place for all aspects of the transaction. I couldn’t do this without them, and most importantly, when our clients need us, we always have someone to help.”

When listing a home, Andrew guides his clients through painstaking preparation. After helping his clients fully prepare for the market, he shares their property over a blend of digital campaigns, leaning into a targeted social media strategy. Meanwhile, he broadcasts his listings directly to his extensive network of top agents, colleagues, and referral partners – all to give his sellers an added advantage. And through it all, he is there for his clients, expertly navigating their transaction and tirelessly negotiating on their behalf.

“Everything my team and I do is based on principles of excellent customer service,” he says. “From start to finish, the client experience is especially important to each and every one of us. We are our client’s biggest advocate, and if you’ve ever worked with us, you’ll feel that.”

Elsewhere, Andrew’s team is just as helpful when assisting buyers, renters, and landlords, harnessing his background in investing and years of experience. Over the years, he has earned a tremendous reputation throughout the Chicagoland area, as evidenced by his strong rate of repeat clients and referrals, which is a testament to his team of experts, including Will Soulier, Ray Flynn, Erica Parkinson, and Dina Eggert. While averaging around Top Agent Magazine

sixty transactions per year, he has grown accustomed to the bustling lifestyle of a top producing agent. “I love the unpredictability of this business. For me, there’s comfort in all the chaos. No two days are the same, and there are so many different hats to wear in real estate.”

Outside his career, Andrew has a deep appreciation for his community. On top of supporting various local charities and causes, he has formerly served on the board for United Way of Elgin. When he’s not with clients or giving back, he can be found traveling or investing in new business ventures. Always up for a good challenge, he enjoys playing disc golf, basketball, golf, and the frequent game of chess.

Looking ahead, Andrew has a strong vision for the future of his business. As his volume maintains its steady growth, he intends on adding new members to his team while scaling the model of service that has anchored his accomplished career.

In the meantime, though, he offers terrific advice to any upand-coming agent. “Real estate is a contact sport – you need to be initiating contact. With your leads, your clients, your network, and your database, it’s your job to be contacting them regularly. Do this consistently and you’ll find success.”

To learn more about Andrew Stoll, email stollteam@stollrealestate.com, visit stollrealestate.com or call (847) 214.1619. www.

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Six Powerful Prospecting Tips to Build Your Business

By John Boe Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps understand the importance of business development and never forget to ask for referrals.

Top producing sales reps set high standards for themselves and spend the majority of their time either actively prospecting for new business or closing sales. Successful sales reps set productivity goals, establish priorities, and don’t waste their precious time hanging out in the break room or taking twohour lunch breaks.

Top producers don’t need to be reminded to ask for referrals on a daily basis or follow-up on hot leads, because they understand that prospecting for new business is a necessity and not just an activity. The good news is that prospecting for new business, like any other learned skill set, can be trained and developed into a habit.

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Tip One: Don’t Forget to Ask for Referrals.

When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you’ve made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an “emotional high” and far more receptive to the idea of providing you referrals. When you ask for referrals, your goal is to get as many names written down as you can. Just keep asking... Who else? Once your advocate has given you all of his or her referrals, then go back over the list of names to get details on each prospect.

Tip Two: Train and Reward Your Advocates.

An advocate is a person who’s willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.

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Once you’re given a prospect, Asking for it’s a good idea to take the time to role-play with your advocate referrals prior to to demonstrate how to approach and talk to their referral. A brief closing the sale is a role-playing exercise will build your advocate’s confidence and big mistake and keep them from over-educating may even jeopardize their referrals. During your roleplay session, be sure to prepare the sale itself. your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection. Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.

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Tip Three: Strike While the Iron is HOT. Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two-business days or sooner. Have a system to keep track of your referrals so they don’t end up falling through the cracks. It’s critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.

Tip Four: Schedule a Minimum of Two-Hours a Day for Phone Calling.

Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This Treat your prospecting is not the time to check your e-mails, play solitaire on the time with the same computer, make personal phone calls or chat with your respect you would give associates.

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to any other important appointment.

Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and make an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.

Don’t shoot from the hip use a script. It’s important to use a phone script when you contact your prospect so you don’t leave out any key information.

It’s a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional.

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Tip Five: Qualify Your Prospect at Maximum Range.

Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don’t waste time chasing after low-probability prospects and know when it’s time to cut their losses and move on.

Tip Six: Don’t Take Rejection Personally.

Selling, like baseball, is a numbers game pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don’t take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance Salespeople and seldom make the sale.

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who take rejection personally lack perseverance and seldom make the sale.

For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process.

Selling is a contact sport and daily prospecting for new business is the key to every salesperson’s long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you’ll be able to keep your appointment calendar packed with qualified prospects!

“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.”

– W. Clement Stone Copyright ©, 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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mailto:mag@topagentmagazine.com

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