INDIANA 3-14-22

INDIANA EDITION

By the Numbers:

BEYOND

CLEANING AND DECLUTTERING:

Understanding the True Value of Square Footage

What Improvement Expenses Make the Most Sense?

A STEP-BY-STEP GUIDE TO

CONVERTING INTERNET LEADS TO REAL LIFE SALES

Overcome Your WORKPLACE FEARS

FEATURED AGENT

JUSTIN PERREY COVER STORY

ROBERT DAVENPORT

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A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when Top Agent Magazine

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 6

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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ROBERT DAVENPORT

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Top Agent Robert Davenport with eXp Realty assists clients throughout the entirety of Indiana. properties across Indiana. Later on, he was seeking an opportunity that balanced his entrepreneurial spirit with his outgoing personality, when a good friend recommended that he pursue his license. Inspired, Robert launched his career as an agent and found quick success, establishing a network of satisfied clients that spans the state.

Today, Robert is a REALTOR® with eXp Realty, where he assists clients throughout the entirety of Indiana. Leveraging his in-depth knowledge of the region with his elite business acumen, he has cultivated a boutique workflow to meet the needs of even the most discerning buyer or seller.

Throughout his life, Robert Davenport has always been drawn to helping others.

Coming of age, he was able to learn the real estate business from the ground up as his grandparents invested in a series of rental 10 Copyright Top Agent Magazine

When listing a property, Robert takes an active role in the process. After helping his clients fully prepare their home for the market, he shares it via a highly targeted blend of digital and social media campaigns.

Right from the start, he is there for his clients, generating buzz around their property through printed flyers and word-of-mouth Top Agent Magazine

campaigns—all in the leadup to their standout open house showing.

Elsewhere, Robert is just as helpful when assisting his buyers. Leaning on his expert insight into the Indiana real estate market, he carefully guides them to the right home for their best interests. For him, the deals are Top Agent Magazine

never truly finished, as he prefers to remain in touch long after the closing through regular check-ins, holiday cards, and even client appreciation events to foster a lasting relationship.

Over the years, Robert has earned a terrific reputation throughout Indiana, with the vast 11 Copyright Top Agent Magazine

“In real estate, you have to maintain a steady attention to detail to uncover exactly what your client needs,” Robert says.

“I really listen to my buyers and sellers, and once I know their goals, I make sure they’re taken care of—from start to finish.” majority of his volume coming from repeat clients and referrals. Now averaging over annual 30 transactions, he remains focused on the core values that brought him to real estate in the first place. “In real estate, you have to maintain a steady attention to detail to uncover exactly what your client needs,” he says. “I really listen to my buyers and sellers, and once I know their goals, I make sure they’re taken care of—from start to finish.”

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Outside his career, Robert is deeply committed to his community. On top of contributing to area food drives and charitable causes throughout the year, he also enjoys coaching youth sports and serving as a tutor for children in-need. When he’s not with clients or giving back, he can be found playing a game of basketball with his friends, or spending quality time at home with his family.

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Going forward, Robert has strong plans for the future of his business. As his volume continues its steady growth, he intends on building his team and scaling the proven standards that Top Agent Magazine

continue to set him apart in his home state.

“There’s nothing more rewarding than seeing the smile on a client’s face once we complete their purchase or sale. This business gives me Copyright Top Agent Magazine 13

the opportunity to change their life in a positive way, whether they’re a first time home buyer or a seasoned investor. Above all, when

I see how excited they are at the end of their transaction, I’m reminded of how heartwarming it feels to lend a helping hand.”

To learn more about Robert Davenport https://exprealty.com/agents/#/agent/robert-davenport-105309 please call (317) 209-5528, visit exprealty.com

or email rmd1.edu@gmail.com

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, 16

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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JUSTIN PERREY A longtime resident of Avon, IN, Justin Perrey took a winding road to his current status as a top producing real estate agent within the Greater Indianapolis region. He would get his start as a professional airline pilot; however, he soon found himself seeking a new opportunity that allowed him to spend more time with his family, but still offered plenty of room for growth.

Inspired, he decided to pursue his real estate license, quickly discovering that the industry was a perfect complement to his elite business acumen and penchant for client service. After joining forces with Joshua Columbia in 2016, though, Justin would take his work to the next level and launch his own team.

Today, Justin is the Managing Broker and Owner of the Perrey Home Team, powered by Realty ONE Group New Horizons, where he assists clients throughout Marion County and the Greater Indianapolis Region.

There, he has established a truly unique culture around the core values of openness and integrity, meeting the needs of any buyer or seller.

When listing a property, Justin equips his clients with a comprehensive strategy. Starting out, he helps prepare their home for the market, supplying them with a suite of professional photography and videography services. From there, he shares their listing to a variety of highly targeted digital and social media campaigns. As a member of the Certified Luxury Homes Marketing Specialists Network, he also offers an added advantage through global marketing efforts, as well as the extensive network within the Perrey Home Team.

Elsewhere, Justin is just as hands-on when assisting his buyers, drawing from his acute knowledge of the Indianapolis region to uncover the right investment

for their best interests. In fact, he stays in touch through regular check-ins and annual appreciation events—all to make sure his clients are fully satisfied in their new homes.

Over the years, Justin has earned a fantastic reputation throughout Indiana, as evidenced by his outstanding rate of repeat clients and referrals, along with his countless five star reviews. “We make sure our folks are taken care of,” he says. “That means focusing on each client’s needs and making sure they’re happy by the end of their transaction. Right from the start, we figure out what they’re trying to accomplish, set solid expectations upfront, and work tirelessly to achieve them.”

Outside his career, Justin is deeply committed to his community. Alongside his team, he contributes to nonprofit organizations like Wheeler Mission Ministries or Habitat for Humanity throughout the year. Meanwhile, he is an active supporter of his local softball league, Brownsburg High School, and the Avon Chamber of Commerce. When he’s not with clients or giving back, he can be found playing golf, relaxing on Heritage Lake, or spending quality time with his family.

Looking ahead, Justin has exciting plans for the future of his business. As his volume maintains its steady growth, he intends on further expanding his team’s reach throughout the region.“When it comes to real estate, I love the relationships that we build with our clients over the course of many, many years,” he says. “I’ve had some clients purchase more than twenty or even thirty properties with me.

At the end of the day, there’s nothing more rewarding than working alongside them and helping them realize their goals in the market.”

To learn more about Justin Perrey email perreyhometeam@gmail.com, visit perreyhometeam.com or call (502) 558-3416. www.

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Laughs!

We’re still here!

Making the workplace happy is what we do.

A Graham Harrop Cartoon can enhance office materials, training manuals and add zing to that worrying power point presentation.

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Companies large and small call on award-winning cartoonist Graham

the power Harrop to create unique, funPutting and of humour to work memorable cartoons especially for them…

for you!

Working with you to highlight aspects of your organization or celebrate that special someone, Graham is just an email away! gtoonist@shaw.ca

grahamharrop.com

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of 20

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n

Called “below grade spaces,” basements and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n

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Did you know the space inside closets and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

When recording square footage, ANSI actually suggests performing measurements from a property’s exterior—though this method does not account for the

thickness of exterior walls, which could skew square footage numbers. n

Just like below grade spaces, a garage, a pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take. n

First, you’ll need a few things to get started, including a tape measure that can measure at least 100 ft., graph paper, and a pencil.

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Next, choose a room to start measuring wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.

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From there, draw out the wall you measured and measure the remaining walls in the

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room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage. n

As you go measure throughout the home, using your own system to scale, you will construct a failsafe floorplan.

Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.

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