COLORADO 11-2-20

COLORADO EDITION

Six Powerful Prospecting Tips to BUILD YOUR

BUSINESS

MILLENNIAL BUYERS:

Where They Are & What to Know

3 Surefire Methods That Make For a

PRODUCTIVE MEETING

COVER STORY

ANNE SINGLETON FEATURED AGENTS

HOLLY QUINN

COLORADO EDITION

HOLLY QUINN Holly Quinn found her path to her work 9 as an agent through her own personal passion for real estate. Twenty-three years ago, she and her husband purchased their first rental property. After buying several investment properties, Holly began flipping houses. Eventually she decided to share her expertise with other buyers and sellers and became licensed in 2014. She now works as part of a three-woman team serving ColoradoANNE Springs and Southern SINGLETON Colorado.

“My favorite part of the job new people. I love educating on how to invest wisely in r means the world to me when come together for them!” Ho give back to the community the Board of Directors for Pea a group of the top 10% of Colorado Springs. Together t the Springs Rescue Mission Home, which help people t HOLLY QUINN cycles of homelessness, ad abuse and get back on their When Holly was buying investment properties herself, and her husband have two sons and tw she noticed there was a missing piece in the process— Both of their sons attended the Air For her agent didn’t spend as muchCONTENTS time as she would and are now active-duty Air Force off have liked educating her about neighborhoods or the and her husband sponsor Air Force Acad itself.

When she became licensed, providing BUYERS: them with a home-away-from4) 3transaction SUREFIRE METHODS 15) she MILLENNIAL vowed to share free time, to hike with her fam THAT MAKE FORherA knowledge with her customers.

WHERE THEY AREshe&loves WHAT Holly’s clientsMEETING rave that she knows the area she PRODUCTIVE TOserves KNOW“I love to enjoy all the great things that C incredibly well and takes the time to answer all their to offer,” she says. questions. Holly advises them on everything from 6) COOPERATION, NOT 20) SIX POWERFUL PROSPECTING resale potential to rental potential.

For the future, Holly plans to continu COMPETITION, CREATES TIPS TO BUILD YOUR BUSINESS personalized, boutique service and helpin MUTUAL SUCCESS FOR Holly’s husband is a West Point graduate and retired lies achieve their real estate goals.

AGENTS Army officer. As part of a military family who moved seventeen times when her four children were growing up, she knows how important it is to have a Realtor who cares and responds quickly. She makes it a point to 310-734-1440 be available to |her at all times. As a result Phone Faxclients 310-734-1440 of the excellent service she provides, ninety percent mag@topagentmagazine.com | www.topagentmagazine.com of her business comes from repeat and referral clients.

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No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published Holly’s background in marketing gives her an edge. materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

She or posts listings separate MLS boards and To subscribe change address, on sendtwo inquiry to mag@topagentmagazine.com.

Published in the U.S. creates targeted ads for Facebook and Instagram. For

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a more global reach, she’s a member of Leading RE, a site that allows buyers in 70 countries to search for properties. The result of this thorough approach is in the numbers—this year Holly is on track to close over

To find out more about Holly Top Agent Magazine please call (719) 761-099 email Hollysellscolorado@gma

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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ANNE SINGLETON

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ANNE SINGLETON “My clients always feel like they’re my only clients. I listen, I’m there, I make myself extremely available, and I’m really good at navigating the mental gymnastics that come during a real estate transaction.”

Anne Singleton first started to toy around with the idea of getting her real estate license after she started investing in real estate. Not wanting to hire an agent, she took the exam and quickly fell in love with the industry. She’s been in the business since 2003 and serves clients all throughout Denver. Anne gets a lot of support from her REALTOR® husband, as both of them operate under the umbrella of PorchLight 10 Copyright Top Agent Magazine

Real Estate Group, although they work as individual agents.

To Anne, clients are not a one-time deal that’s over as soon as the transaction ends. She’s committed to being their real estate guide and home ownership resource for as long as they need her to, which is partly why the majority of her business now comes from repeat and referral sources. “My clients Top Agent Magazine

always feel like they’re my only clients. I listen, I’m there, I make myself extremely available, and I’m really good at navigating the mental gymnastics that come during a real estate transaction,” she says. “I treat every single client as if they’re my mother, sister, brother, or child. I try to go above and beyond, because even though I might be doing 50 or 60 transactions in a year, to Top Agent Magazine

my client, it’s the only transaction that matters. So I try to treat each transaction with that same care and consistency. I do my best to help manage their stress as well as their expectations.”

In order to stay in touch with her clients Anne dials a lot of numbers every day, sends out post cards, and hosts fun events throughout 11 Copyright Top Agent Magazine

“I treat every single client as if they’re my mother, sister, brother, or child. I try to go above and beyond, because even though I might be doing 50 or 60 transactions in a year, to my client, it’s the only transaction that matters.” the year. And no matter how long ago the transaction took place, she always has time to lend her expertise to past clients. “Just recently I had a client from 12 years ago call me to get some questions answered, and I was happy to help them. I want my clients to know that I’m their REALTOR® for life.”

Anne is involved in various networks that she uses to promote her listings. She also Copyright Top Agent Magazine 12

does an open house program, and posts Matterport virtual tours on social media.

“Operating real estate during a pandemic has changed the way that we do business in so many ways, and one of those ways is by marketing more visually and virtually.”

She also makes sure to present every single aspect of the home up for the buyer’s consideration. Due to her tireless work ethic, she managed to bring in $30 million in sales Top Agent Magazine

volume last year, and is on track to make the same this year. And with her highest transaction being $1.7 million, and her lowest $225k, she is happy to work with any budget. “I don’t turn down anyone. Everybody has a starting point.”

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Both Anne and her husband are deeply involved in their local community. Anne serves as a committee member at The Adoption Exchange, which helps kids out of the foster program and into stable homes.

She’s also involved with Work Options for Copyright Top Agent Magazine 13

Women, an organization helping women gain sustainable employment.

When Anne’s not busy working, she loves to spend time with her family, cook, and entertain guests. She also likes to stay active and bike around the city. In the

future she would like to invest in more real estate around Denver, and help her clients expand their portfolios as well. She wants to continue working in the city she loves, and keep laying the groundwork for a lifetime investment both for herself and her clients.

To learn more about Anne Singleton please email anne@porchlightgroup.com, visit the5280agent.com, or call (303) 884–0084 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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HOLLY QUINN Holly Quinn found her path to her work as an agent through her own personal passion for real estate. Twenty-three years ago, she and her husband purchased their first rental property. After buying several investment properties, Holly began flipping houses. Eventually she decided to share her expertise with other buyers and sellers and became licensed in 2014. She now works as part of a three-woman team serving Colorado Springs and Southern Colorado.

When Holly was buying investment properties herself, she noticed there was a missing piece in the process— her agent didn’t spend as much time as she would have liked educating her about neighborhoods or the transaction itself. When she became licensed, she vowed to share her knowledge with her customers.

Holly’s clients rave that she knows the area she serves incredibly well and takes the time to answer all their questions. Holly advises them on everything from resale potential to rental potential.

Holly’s husband is a West Point graduate and retired Army officer. As part of a military family who moved seventeen times when her four children were growing up, she knows how important it is to have a Realtor who cares and responds quickly. She makes it a point to be available to her clients at all times. As a result of the excellent service she provides, ninety percent of her business comes from repeat and referral clients.

Holly’s background in marketing gives her an edge.

She posts listings on two separate MLS boards and creates targeted ads for Facebook and Instagram. For a more global reach, she’s a member of Leading RE, a site that allows buyers in 70 countries to search for properties. The result of this thorough approach is in the numbers—this year Holly is on track to close over $30 million in transactions with an average sale price of $480K. Top Agent Magazine

“My favorite part of the job is meeting new people. I love educating my clients on how to invest wisely in real estate. It means the world to me when I see it all come together for them!” Holly says. To give back to the community, she sits on the Board of Directors for Peak Producers, a group of the top 10% of Realtors in Colorado Springs. Together they sponsor the Springs Rescue Mission and Mary’s Home, which help people to break the cycles of homelessness, addiction, and abuse and get back on their feet. Holly and her husband have two sons and two daughters.

Both of their sons attended the Air Force Academy and are now active-duty Air Force officers. Holly and her husband sponsor Air Force Academy cadets, providing them with a home-away-from-home. In her free time, she loves to hike with her family and dogs.

“I love to enjoy all the great things that Colorado has to offer,” she says.

For the future, Holly plans to continue providing personalized, boutique service and helping local families achieve their real estate goals.

To find out more about Holly Quinn, please call (719) 761-0996, email Hollysellscolorado@gmail.com, or visit hollysellscolorado.com 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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