INDIANA EDITION 1-27-20

INDIANA EDITION

How to Recognize

TRUE LUXURY PROPERTIES 7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS COVER STORY

JERRY GEMMECKE

FEATURED AGENT

REBECCA CATE

INDIANA EDITION

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JERRY GEMMECKE

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REBECCA CATE

CONTENTS 4) 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL 6) 7 REASONS WHY YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

JERRY GEMMECKE

REBECCA CATE

Rebecca Cate has shifted f business building to rela ship building. “A few y ago I realized I needed to e inate trying to come up w magical listing presentation sales tactics and simply l to my clients’ needs,” she s “From there suddenly I not real connections happening my clients. That I found t powerful and it took my b ness to a new level.”

With 22 years in the business, Rebecca knows w 15)talking HOWabout TO when RECOGNIZE she’s she says she sees a differe TRUE LUXURY PROPERTIES That relationship building has rocketed her return referral rate to a staggering 85%, and last year she eleven million dollars business volume. Ser 20) DO YOU ADDinCONSISTENT the communities in and BUSINESS around Richmond, Ind VALUE FOR YOUR Rebecca mostlyYOUR works with higher end homes and AND FOR CLIENTS? construction, price points of all ranges to over a mi dollars. But while her business is growing, that’s what Rebecca cares about most.

“I like helping people,” she says. “I went from alw thinking about how big my business can be to thin Phone 310-734-1440 | Fax 310-734-1440 how I can help people, which has given me the oppo mag@topagentmagazine.com | www.topagentmagazine.com nity to create terrific and lasting relationships.”

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Published the U.S. their families and inwhat is important to them. It beco

more than a business relationship - it becomes perso

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Agent Magazine Rebecca also understandsTopthe value of discip “Consistency is important,” she says. “In real e

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next 4

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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JERRY GEMMECKE Top Agent Magazine

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JERRY GEMMECKE Top Agent Jerry Gemmecke heads a tightknit team of three in The Gemmecke Group, under the banner of F.C. Tucker Company, serving clients across Central Indiana.

Jerry Gemmecke’s legacy in real estate goes back a long way. Though he began as a mortgage originator, Jerry eventually shifted gears to become a franchise leader for Subway for more than two decades, honing his professional acumen, leadership skills, and construction knowledge in the process.

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Ultimately, he sold his franchises and decided to return to one of his earliest passions, earning his agent’s license in 2015. In his first year, Jerry was recognized as one of F.C. Tucker’s Rising Stars, closing over $4-million in volume. Since then, Jerry’s success has been swift, and he has quickly established himself Top Agent Magazine

as an agent known for trustworthiness, personal attention, and client-centric care.

Today, Jerry heads a tightknit team of three in The Gemmecke Group, under the banner of F.C. Tucker Company, Inc. There, he serves clients across Central Indiana and already Top Agent Magazine

commands roughly 40% of business through repeat and referral clientele. Buyers and sellers trust his astute eye, communicative guidance, and already proven track record. Regardless of price-point or prestige, Jerry’s sole focus remains on the well-being of his clients and the achievement of their real estate goals. “The 11 Copyright Top Agent Magazine

Regardless of price-point or prestige, Jerry’s sole focus remains on the well-being of his clients and the achievement of their real estate goals.

“The service we provide sets us apart.” service we provide sets us apart,” he says.

“We’re here to help everyone, no matter what, and all of our clients get the same attentive service.” Likewise, Jerry cites his upbringing in a faith-based family and the mentorship of his World War II Veteran father as some of the guiding lights in his professional approach.

When listing properties, Jerry leaves no detail unaccounted for. He begins by prepping homes for their debut through high-quality photography, then achieves wide-ranging visibility through branded social media Copyright Top Agent Magazine 12

campaigns and exposure across the leading online listing platforms. With sales and number of transactions increasing year-over-year, Jerry demonstrates a clear and consistent commitment to a job well done. In return, past clients have helped to grow his business through ardent referrals to family and loved ones. “My success comes from my passion and professionalism,” he says. He is also a big believer in ongoing education and works hard to stay ahead of trends, developments, and new technology that will bolster both his business and his clients’ interest.

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Beyond the office, Jerry gives back to his community through volunteership opportunities and will be introducing a commission-based donations program in 2020 to support local causes with every transaction closed. He also volunteers with Dance Kaleidoscope and serves as Vice President of his neighborhood’s HOA. In his free hours, he most enjoys time Top Agent Magazine

spent with family and loved ones, gardening, and travel. He recently returned from a Thanksgiving trip to Paris!

Looking ahead, Jerry intends to keep growth on the upswing, with hopes to add more team members in the coming years as his business continues to thrive. Now, with nearly five Copyright Top Agent Magazine 13

years of experience and insight, Jerry reflects on his professional return to real estate, and what he enjoys most about his chosen field. “I really appreciate the flexibility and freedom

that this industry can provide,” he says. “I also enjoy working with new clients and meeting new people every day. This career has opened me up to so many new opportunities.”

To learn more about Jerry Gemmecke email jerry.gemmecke@talktotucker.com, visit talktotucker.com/jerry.gemmecke, or call (317) 445 –2434 www.

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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Laughs!

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Do You Add Consistent Value for Your Business and for Your Clients?

By Walter Sanford

We recently received a question from some of our favorite coaching clients.

The Premier Team is lighting up the upper end, downtown, and historical St. Louis real estate markets.

As coaching clients, they are challenging for me because they demand new value and service for their clients each week. In fact, Chris and Lisa know that to dominate an industry they need to have tools that the competition does not. They require tools that not only make the job easier, but also more profitable for their clients.

Here is the result from a recent request from which we created a letter handout for the listing presentation and for advertisement in other media: The Premier Team Helps Clients Achieve Goals through Pre-Launch Inspections We have found that all buyers should have their purchase inspected. When we represent our sellers, the negotiations start with offers and potential counter offers. Traditionally, the buyer obtains and pays for an inspection of the property. The negotiations start again.

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Rightfully, the buyer wants any challenges to be addressed; the seller feels they had lived with the challenges, sold the property with the challenges, and do not want to repair if they have no chance to enjoy them. It’s a difficult negotiation and can sometimes leave clients unhappy.

As we do many times, we have devised a system to help all involved parties know what they are buying and selling while also saving our client’s time, trouble, and money in the mix.

When we custom-design a marketing plan to achieve our seller’s goals and receive a commitment to market the property, we then offer our seller an opportunity to have the property inspected by our team inspector. The inspector will review all systems of the home and write a thorough report on the findings. We then discuss the findings with the seller and place any challenges in different categories. There is the “must fix now” category that deals with safety of the occupants or the property. There is the sub-standard category that is below the expectations a buyer would expect of a property for the area and price range. Lastly, there is the upgrade category for items which buyers would like to see done.

By having the report and determining what categories, we can offer many opportunities to our seller clients: 1 We eliminate the “rush into a repair” syndrome by having the repair report early and without the input of a buyer waiting for an answer to complete the next step of their purchase.

2 We have time to contact numerous vendors who will compete for the best price.

3 We have time to make decisions on the condition vs. price, which is much better determined before the buyer has made a successful offer.

4 We know early if there are any big ticket items that would prevent a sale from a buyer not wanting the property or the seller not being able to afford the repair.

5 We can choose the mode of repair before a buyer has a stake in the decision. There are many ways to repair rather than replace. Replace is usually how a buyer wants the challenge remedied.

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6 We have time to get government or utilities involved if needed.

7 A seller’s net proceeds or “net sheet” can be professionally prepared.

8 We might receive a higher offer when a potential buyer is presented an inspection with all the repair receipts attached.

9 The one to two week wait is eliminated by having a report done before an offer rather than waiting for it after the offer.

10 Since we are paying for the report, we get to choose the inspector.

Finding inspectors without the drama gene is important.

There are many other reasons to be knowledgeable about the property, prior to negotiations. We have arranged a team of inspectors who have agreed to wait to be paid for their inspection and report until the seller receives their proceeds from sale. This cures the cash flow problem.

We, at Premier Real Estate, believe that this is not only an outstanding investment that pays many dividends, but it is also the most professional way to handle a sale including all possible disclosures to all potential parties.

Should you have any questions, please feel free to discuss. We have much experience in this little utilized system to increase our seller’s net proceeds.

Many people have a coach who has not been through the ups and downs as Walter Sanford. Many coaches do not have the same achievements as Walter. He has millions in cash flow equity that came from his real estate business, and he developed systems that can be implemented without any special abilities.

We currently have a few availabilities in our coaching program, and this year’s schedule has some availability for seminars as well.

Copyright©, 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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REBECCA CATE Rebecca Cate has shifted from business building to relationship building. “A few years ago I realized I needed to eliminate trying to come up with a magical listing presentation and sales tactics and simply listen to my clients’ needs,” she says.

“From there suddenly I noticed real connections happening with my clients. That I found to be powerful and it took my business to a new level.”

of REALTORS® and Forest Hills Country Club or supporting other local organizations such as Girls Inc, a group dedicated to inspiring all girls to be smart, strong and bold, Rebecca tries to give back.

With 22 years in the business, Rebecca knows what she’s talking about when she says she sees a difference.

That relationship building has rocketed her return and referral rate to a staggering 85%, and last year she had eleven million dollars in business volume. Serving the communities in and around Richmond, Indiana, Rebecca mostly works with higher end homes and new construction, price points of all ranges to over a million dollars. But while her business is growing, that’s not what Rebecca cares about most.

This year Rebecca is looking to expand her goals, and is launching a sales coaching business. “I’m still committed to my real estate career. I just felt that I could do more, so I’m in the early stages of launching a real estate coaching practice called From The Ground Up. I’m very excited for 2020, I have to keep growing and I hope this will also help others grow their real estate careers.”

“I like helping people,” she says. “I went from always thinking about how big my business can be to thinking how I can help people, which has given me the opportunity to create terrific and lasting relationships.”

On her off-time Rebecca and her family love to travel. Spending time with her husband and their 14-year old son is vital for Rebecca. “Time outside of work is focused on my family,” she says. “I believe it is important to regroup and refresh my mind and priorities. I strive to be the best agent and support for my clients so time off once in a while is vital for me to perform at the highest level.”

“Simple is good in my mind,” Rebecca says.

“Maintaining focus and building relationships - these are simple things, but they matter most. I strive for those connections and it’s very rewarding.”

Those relationships transcend work. “You get to know their families and what is important to them. It becomes more than a business relationship - it becomes personal.”

Rebecca also understands the value of discipline.

“Consistency is important,” she says. “In real estate you can make your own schedule, but you have to keep to the basics and keep disciplined. Consistency creates good habits.”

As someone who cares about relationships and helping others, it’s no surprise that Rebecca is involved in her community. Whether serving on her local board Top Agent Magazine

To find out more about Rebecca Cate visit her website here, call 765-960-5697 or email rebeccacatebhg@gmail.com

https://www.bhgre.com/Better-Homes-and-Gardens-Real-Estate-First-Realty-Group-6033c/Rebecca-Cate-284173a

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