INDIANA 12-13-21

INDIANA EDITION

MAKE SOCIAL MEDIA MARKETING

Playing the Real Estate Matchmaker

Your Calling Card

HOW TO THROW A NETWORKING EVENT THAT CAN PUT YOUR BUSINESS ON THE MAP

FEATURED AGENTS

JANA CAUDILL THE BIG RED TEAM

3 MENTAL TRICKS THAT WILL

TAKE YOUR BUSINESS TO THE NEXT LEVEL

COVER STORY

MIKE FELDMAN

call or text 219.712.1365

eXp Growth Leader & Global Real Estate Influencer eXplode your Business & Life with a Confidential Business Strategy Session Let’s plan your brighter future in Real Estate.

2 Top Agent Magazine Make your 2022 the most impactful year in your business!

*if you are a franchise owner or under a contract that does not allow you to consider options at this time, please disregard our excitement for eXp and know that we fully cooperate with NAR and franchise laws.

INDIANA EDITION

JANA CAUDILL

THE BIG RED TEAM

Jana Caudill is a visionary and a leader A prominent name in the southernFor years, Jana has been a trail-blazer they might need. W 7 the past 15Teamwhen it comes to marketing strategy, 21 in the real estate industry. Over Indiana region, The Big Red to be a one-stop shop twenty-five years, she has built a thriving implementing a comprehensive approach has made great strides over the past real estate related.” business in two states, cultivated a stellar few years. Owned by Craig Eberle,tailored to each property. At the forefront reputation among her clients and fellow the team consists of 16, which in-of multi-media marketing, Jana spares no Community is integr agents, completed over one billion in sales cludes 11 agents and 5 administra-expense on professional photography and Red Team’s busines volume, and dedicated herself to helping videography. She provides every client tive assistants. They also have team always finding way others in the pursuit of professional excelwith broad coverage through billboards, members located in Louisville, volved. They publish lence. “I decided early that if I was going radio, and television advertising, paired Kentucky and Tampa, Florida, Friday on their You to pursue this career, I was going to give with digital and social media campaigns. where they are continuing to grow. highlighting local sm it everything I had,” Jana says. “That is “Our operating motto is, ‘Big or small, With Buffy Kirkman as Director of still my guiding value.” Jana’s success we sell it all,’” Jana says. “People know es, community spac Operations, Rob Gaines as Team has earned her awards and recognition, that we care. They see how hard we work ties. “This past wee Leader, and Angie Ripperdan as Director Sales,BIG the RED a restaurant, MIKE FELDMAN JANA CAUDILL THE TEAM a butcher shop, a coffee sho including a prestigious endorsement by on their of behalf.” team provides unparalleled service and experience.

Mission shop.” Each week they release Barbara Corcoran. Jana has also been named numerous They attribute much of their success to their heavy lighting local entrepreneurs or citizens times to The Wall Street Journal’s Top Mega-Performers.

Giving back is a guiding motivation for Jana. During with coaching sionate about Operating on the foundation of integrity,involvement innovation, and Covid, and she education. founded a charity to provide food what to they’re doing. Throu The Big Team also volunteers at v high standards of professionalism, Jana has established people in need. Since then, the non-profit has Red grown, through food Kellerand Williams,” Rob resources, and donates to charities. herself at the forefront of the industry. “I’m a MAPS Coach providing community bringing explains. “Buffy is also in coaching as well as together the community andAngie. city leaders, and feeding Our growth is directly to our families mindsetduring aroundThanksgiving As time marches Jana began her real estate career in Crown Point, Indiana. overrelated one hundred as well on, they hope to add how big our business be, andangel the fact that wegifts. just Themembers to their In 2014, she expanded to Naples and Southwest Florida as can providing Christmas mother of four team and expand their We’re always looking are really one big family. It’s been a l after purchasing a home there. Now, shekeep leads the two pedal teams to the boys,metal. and now a grandmother of two, Jana is dedicated that operate in each location, providing their clients her others family.grow, and we attract to see how we can tohelp have a connection to the people we w with top-tier service across a range of price points. Jana like-minded people who want to reach their fullest poit truly doesn’t feel like work. We’re al MENTAL TRICKS WILL 4) PLAYING REAL has also built a THE team through eXpESTATE Realty’s innovative the16) cusp of3her twenty-fifth anniversary in THAT the tential.”

As the vast On majority of their business consists mission, andbusiit’s just amazing to be part Brokerage model, offering agents flexibility and mentorness, Jana is looking to the future.

She has exciting plans of repeats and referrals, it’s clear they’re continually TAKE YOUR BUSINESS TO THE MATCHMAKER— FOLLOW THESE ship. In her time at eXp, Jana has beenexceeding an ICON Agent to build an international teammore through eXp, as well as expectations.

“Every year, we sell NEXT LEVEL 8 DATING RULES TO ENSURE and a Top Growth Influencer. re-launch Startrack Power, an 200+ organization founded by homes YOU than the last,toand we’re on to sell homes in 2021, withHoward our goalBrinton being and 275 dedicated for 2022.”to providing professional MATCH YOUR CLIENT WITH THE Dedicated, experienced, and innovative, Jana’s teams training for Realtors as well as to helping entrepreneurs PERFECT HOME FOR have earned a high repeat clientTHEM and referral while to achieving grow their business.

Named a they Star

by Howard 2002, 18) 5clients’ TIPS TO GET NEWin CLIENTS When rate it comes their goals, also prioritizing new leads. “We try togo be above diverseand with Jana has deep ties with the organization.

“I don’t plan on beyond, ensuring the process is smooth our lead-generation so we can help more people,” Jana retiring,” Jana says.

“It’s not about the money for me; and enjoyable for all involved. “We do extraordinary “We pride ourselves onMEDIA our repeat clients I love the work and love to make 13)says.

MAKE SOCIAL 22) HOW TO THROW A I plan things and fromrefera service stand-point,” Rob Isays.

“We go a difference. rals, agent referrals, as well as all the new clients who to operate Star Power in the spirit of what Howard out of our way to make sure clients are satisfied, and MARKETING YOUR CALLING EVENT THAT give us their trust.

It’s important to me to be cuttingbroughtNETWORKING to the organization. Doing what I love gives CAN do extra things regularly, like trimming trees, cleaning edge. That’s one reason I joined eXp, whose model is so me energy. I want to give BUSINESS back to this industry that THE has CARD YOUR ON MAP a client’s house, or helpingPUT them move.”

The Big Red forward-thinking.” given me so much.”

Team prides themselves on maintaining lasting relationships with those they serve, so they make it a priFor in more Jana Caudill, For more information about The Big ority to stay touchinformation after the close. about “We always make please email info@bigredteam call 239-238-0332, email jana@janacaudillteam.com, sure they know they can come to us for any advice, we rob@bigredteam.com, call 502-2 starpower.com or janacaudillcrew.com or visit send them newsletters on county activities, invite them Phone 310-734-1440 | Fax 310-734-1440 or visit www.bigredteam.co to events, and provide lists of vendors and contractors

MIKE FELDMAN

CONTENTS

https://

https://

mag@topagentmagazine.com | www.topagentmagazine.com Copyright Top Agent Magazine

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 materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S.

Top Agent Magazine

3

Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

Top Agent Magazine

Top Agent Magazine

It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

Top Agent Magazine

5

mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 6

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

Top Agent Magazine

Top Agent Magazine

MIKE FELDMAN Top Agent Magazine

7

MIKE FELDMAN As founder/team lead ofCompass’ Bond Real Estate Co., headquartered in Indianapolis,Top Agent Mike Feldman oversees a team agents that is ranked in the top 40 in Central Indiana.

Consistently recognized as one of the top agents currently working in Central Indiana, Mike Feldman brings to the real estate game deep industry knowledge, a fierce work ethic, and a true appreciation for his many grateful buyers and sellers. Warm and personable yet straight-shooting, Mike’s commitment to top-of-the-line customer service, couple with his creative outside-the-box problem-solving abilities, has translated into his stellar reputation as an honest, trusted advocate for his clients.

As founder/team lead of Compass’ Bond Real Estate Co., and headquartered in Indianapolis, Mike oversees a small but equally dedicated team of 3 agents and a Director of Operations who share 8Copyright Top Agent Magazine

his client-first business philosophy. The team is ranked in the top 40 of 8,000 agents in Central Indiana. Averaging well over 30 million per year in closed sales, Mike takes his job very seriously. “I consider it to be a huge honor to be a part of a chapter of someone’s life they will always remember,” he says.

Bond Real Estate Co. was founded in 2021 by Mike Feldman. It was founded on the principle that who you work with matters. “Our clients, their best interest and their goals are put at the forefront of every decision that is made. The team model of Bond allows us to have a client-focused approach to real estate and help our clients achieve their Top Agent Magazine

highest goals. The sophisticated experience of each agent provides a level of representation that aligns with the high-end marketing & service that they have become so known for.”

The team has technological innovation woven into the foundation it was built on. “That allows Top Agent Magazine

us to develop marketing strategies that reach not only a large buyer pool, but the right one. The new marketing language of real estate commands a story. We seek to tell the story of each property through captivating video, dramatic photography and a digital presence that’s unmatched in the marketplace.”

Copyright Top Agent Magazine9

Bond Real Estate Co. was founded on the principle that who you work with matters. “Our clients, their best interest and their goals are put at the forefront of every decision that is made,” Mike says.

Mike began his journey in real estate in 2016, following a lengthy career working in the new construction industry as a sales consultant. “I left that business,” recalls Mike, “Because I really wanted to find something new in my life that gave me more purpose and that I was passionate about. I knew I was good at sales, I’d always had an interest in real estate, and I’d always dreamed of owning my own small business. It was these three things combined that made real estate simply make sense to me as a new career.”

Copyright Top Agent Magazine 10

Mike found success almost immediately out of the gate, and he was soon recognized as the number one new agent in Central Indiana for both sales and volume. Since then, he has sold well over $100 million in six short years, and impressive feat by any measure. Currently, a significant portion of his overall business is based upon repeat and referred clients, a true testament to the personalized, comprehensive service he is providing his buyers and sellers. “I think that has a lot to do with my having my finger Top Agent Magazine

on the pulse of the market,” says Mike, explaining how he has managed to generate so much trust and loyalty amongst those he works with. “I also really listen to my clients, and I honor their goals.”

Another factor behind Mike’s incredible success story would be his highly creative, unparalleled approach to marketing his many listings, including high-end professional photography, which is utilized exclusively. “Just as important,” says Mike, Top Agent Magazine

“is getting the right shot of the space in order to help tell the story of the home and how the space could be used.” Additionally, Mike creates oneof-a-kind videos for each listing, regardless of price point. These videos – propagated via Mike’s impressive presence on social media – have translated into not only great success but also Mike’s recognition as one of the top Realtors in Indiana on social media. “Video is the best way to showcase the best features of a home,” he explains, “and we Copyright Top Agent Magazine 11

spare no expense to create them. I’ve even done videos where I’ve hired actors.”

Looking to the future, Mike’s plans include continuing to grow both his business and his team. “I want each of my agents to be highly productive,” says Mike. “I want to invest more of my energy

into my team to help elevate their businesses, which in turn helps elevate their lives. I want to have a small team, but a mighty one.” Above all, however, Mike’s primary objective remains the same as it’s always been: to continue providing his clients with the amazing customer service that has long been his stock-in-trade.

For more information about Mike Feldman, please call 317-965-5034 or email Mike.Feldman@compass.com

Copyright Top Agent Magazine 12

Top Agent Magazine

Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

Top Agent Magazine ®

13

Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 14

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

Top Agent Magazine ®

Top Agent Magazine

JANA CAUDILL Jana Caudill is a visionary and a leader in the real estate industry. Over the past twenty-five years, she has built a thriving business in two states, cultivated a stellar reputation among her clients and fellow agents, completed over one billion in sales volume, and dedicated herself to helping others in the pursuit of professional excellence. “I decided early that if I was going to pursue this career, I was going to give it everything I had,” Jana says. “That is still my guiding value.” Jana’s success has earned her awards and recognition, including a prestigious endorsement by Barbara Corcoran. Jana has also been named numerous times to The Wall Street Journal’s Top Mega-Performers.

Operating on the foundation of integrity, innovation, and high standards of professionalism, Jana has established herself at the forefront of the industry.

Jana began her real estate career in Crown Point, Indiana.

In 2014, she expanded to Naples and Southwest Florida after purchasing a home there. Now, she leads two teams that operate in each location, providing their clients with top-tier service across a range of price points. Jana has also built a team through eXp Realty’s innovative Brokerage model, offering agents flexibility and mentorship. In her time at eXp, Jana has been an ICON Agent and a Top Growth Influencer.

Dedicated, experienced, and innovative, Jana’s teams have earned a high repeat client and referral rate while also prioritizing new leads. “We try to be diverse with our lead-generation so we can help more people,” Jana says. “We pride ourselves on our repeat clients and referrals, agent referrals, as well as all the new clients who give us their trust. It’s important to me to be cuttingedge. That’s one reason I joined eXp, whose model is so forward-thinking.”

For years, Jana has been a trail-blazer when it comes to marketing strategy, implementing a comprehensive approach tailored to each property. At the forefront of multi-media marketing, Jana spares no expense on professional photography and videography. She provides every client with broad coverage through billboards, radio, and television advertising, paired with digital and social media campaigns.

“Our operating motto is, ‘Big or small, we sell it all,’” Jana says. “People know that we care. They see how hard we work on their behalf.”

Giving back is a guiding motivation for Jana. During Covid, she founded a charity to provide food to people in need. Since then, the non-profit has grown, providing food and community resources, bringing together the community and city leaders, and feeding over one hundred families during Thanksgiving as well as providing angel Christmas gifts. The mother of four boys, and now a grandmother of two, Jana is dedicated to her family.

On the cusp of her twenty-fifth anniversary in the business, Jana is looking to the future. She has exciting plans to build an international team through eXp, as well as to re-launch Star Power, an organization founded by Howard Brinton and dedicated to providing professional training for Realtors as well as to helping entrepreneurs grow their business. Named a Star by Howard in 2002, Jana has deep ties with the organization. “I don’t plan on retiring,” Jana says. “It’s not about the money for me; I love the work and I love to make a difference. I plan to operate Star Power in the spirit of what Howard brought to the organization. Doing what I love gives me energy. I want to give back to this industry that has given me so much.”

For more information about Jana Caudill, call 239-238-0332, email jana@janacaudillteam.com, or visit starpower.com or janacaudillcrew.com https://

Top Agent Magazine

https://

Copyright Top Agent Magazine 15

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 16

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.

Top Agent Magazine ®

Top Agent Magazine

1

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.

2

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-

Top Agent Magazine

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.

3

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.

Top Agent Magazine ®

17

5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 18

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

Top Agent Magazine

1

Become a referral partner with industry peers

2

Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

Top Agent Magazine

with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

19

3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

5

Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 20

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

Top Agent Magazine

THE BIG RED TEAM A prominent name in the southern Indiana region, The Big Red Team has made great strides over the past few years. Owned by Craig Eberle, the team consists of 16, which includes 11 agents and 5 administrative assistants. They also have team members located in Louisville, Kentucky and Tampa, Florida, where they are continuing to grow.

With Buffy Kirkman as Director of Operations, Rob Gaines as Team Leader, and Angie Ripperdan as Director of Sales, the team provides unparalleled service and experience.

They attribute much of their success to their heavy involvement with coaching and education.

“I’m a MAPS Coach through Keller Williams,” Rob explains. “Buffy is also in coaching as well as Angie.

Our growth is directly related to our mindset around how big our business can be, and the fact that we just keep the pedal to the metal. We’re always looking to see how we can help others grow, and we attract like-minded people who want to reach their fullest potential.” As the vast majority of their business consists of repeats and referrals, it’s clear they’re continually exceeding expectations. “Every year, we sell more homes than the last, and we’re on track to sell 200+ homes in 2021, with our goal being 275 for 2022.”

When it comes to achieving their clients’ goals, they go above and beyond, ensuring the process is smooth and enjoyable for all involved. “We do extraordinary things from a service stand-point,” Rob says. “We go out of our way to make sure clients are satisfied, and do extra things regularly, like trimming trees, cleaning a client’s house, or helping them move.” The Big Red Team prides themselves on maintaining lasting relationships with those they serve, so they make it a priority to stay in touch after the close. “We always make sure they know they can come to us for any advice, we send them newsletters on county activities, invite them to events, and provide lists of vendors and contractors Top Agent Magazine

they might need. We really want to be a one-stop shop for anything real estate related.”

Community is integral to The Big Red Team’s business, and they’re always finding ways to stay involved. They publish videos every Friday on their YouTube channel highlighting local small businesses, community spaces, and charities. “This past week we featured a restaurant, a butcher shop, a coffee shop and a Thrift Mission shop.” Each week they release a video highlighting local entrepreneurs or citizens who are passionate about what they’re doing. Throughout the year The Big Red Team also volunteers at various events and donates to charities.

As time marches on, they hope to add more quality members to their team and expand their business. “We are really one big family. It’s been a life changer to have a connection to the people we work with, and it truly doesn’t feel like work. We’re all on the same mission, and it’s just amazing to be part of it all.”

For more information about The Big Red Team, please email info@bigredteam.com, rob@bigredteam.com, call 502-208-9044, or visit www.bigredteam.com 21

How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some 22

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational.

Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

Top Agent Magazine®

Top Agent Magazine

Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a Top Agent Magazine

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way.

Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

Top Agent Magazine®

23

24

Top Agent Magazine