INDIANA 4-15-19

INDIANA EDITION

Tips on Breaking into the Luxury Market

By the Numbers:

Understanding the True Value of Square Footage

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

FEATURED AGENT

JENNIFER DUFF COVER STORY

Melissa Maddox

INDIANA EDITION

JENNIFER DUFF 6

JENNIFER DUFF

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MELISSA MADDOX

Serving the greater Whitely County area and its surrounding communities, Top Agent Jennifer Duff spearheads her work solo under theCONTENTS banner of Orizon Real Estate in Columbia City.

Jennifer Duff made her first foray in real estate defining her working style, Jennifer cites a lasting to commitment to honesty, communication, and a 1997. A year prior, her sister-in-law 4) 4 QUALITIESback OFin EXCEPTIONAL 17) was

BY THE NUMBERS: UNDERheading a local brokerage and invited Jennifer personal touch. “It’s all about the clients,” she says.

EMPLOYEES to join the ranks and learn the ropes. SoonSTANDING VALUE not justTRUE about selling them theOF first house they enough, “It’s THE It’s about their goals and best interests, and Jennifer established a successful track SQUARE record in see.

FOOTAGE her own right. With more than two decades of making sure they’re happy. Many times, my clients 9) HOW TO ANSWER THE experience, she has built a reputation as an agent become like family along the way, and we keep in known for her accessibility, lasting why their kids ultimately come back INEVITABLE QUESTION: WHY integrity, and 22) TIPS touch.

ON That’s BREAKING INTO relationships. when they’re ready to buy their first home. It’s all SHOULD I CHOOSE YOU? THE LUXURY MARKET about building that relationship.”

Serving the greater Whitely County area and its surrounding communities, Jennifer spearheads Considering the highs and lows of the transactional her work solo under the banner of Orizon Real experience, Jennifer is a steady and forthright Estate, with an office based in Columbia City. communicator. To ensure clients embark upon the There, she has managed to drive roughly 90% of process with a sense of confidence and security, she Phone 310-734-1440 | Fax 310-734-1440 her business through repeat and referral clientele, builds trust early on by being straightforward and cementing her status as| awww.topagentmagazine.com regional agent of note. In responsive. “I’m honest, I’m professional, and I’m mag@topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

CopyrightTop TopAgent Agent Magazine 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.

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is Top Agent Magazine

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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JENNIFER DUFF

Serving the greater Whitely County area and its surrounding communities, Top Agent Jennifer Duff spearheads her work solo under the banner of Orizon Real Estate in Columbia City.

Jennifer Duff made her first foray in real estate back in 1997. A year prior, her sister-in-law was heading a local brokerage and invited Jennifer to join the ranks and learn the ropes. Soon enough, Jennifer established a successful track record in her own right. With more than two decades of experience, she has built a reputation as an agent known for her accessibility, integrity, and lasting relationships.

Serving the greater Whitely County area and its surrounding communities, Jennifer spearheads her work solo under the banner of Orizon Real Estate, with an office based in Columbia City.

There, she has managed to drive roughly 90% of her business through repeat and referral clientele, cementing her status as a regional agent of note. In 6

defining her working style, Jennifer cites a lasting to commitment to honesty, communication, and a personal touch. “It’s all about the clients,” she says.

“It’s not just about selling them the first house they see. It’s about their goals and best interests, and making sure they’re happy. Many times, my clients become like family along the way, and we keep in touch. That’s why their kids ultimately come back when they’re ready to buy their first home. It’s all about building that relationship.”

Considering the highs and lows of the transactional experience, Jennifer is a steady and forthright communicator. To ensure clients embark upon the process with a sense of confidence and security, she builds trust early on by being straightforward and responsive. “I’m honest, I’m professional, and I’m Copyright Top Agent Magazine

prompt about returning phone calls.

Being accessible and being honest are incredibly important,” she says.

“I’m always straightforward about my clients’ options. If we’re househunting, I’m honest about a home’s potential resale value, how it will hold up in five years. I try to help clients think long-term to best serve their interests.”

When marketing listings, Jennifer prepares each home for a memorable market debut. With high-quality photography and video work, properties are documented in the finest light, then distributed across a wide-ranging scope of social media outlets, leading online listings platforms, and local networks. Whether buying or selling a property alongside a client, Jennifer most enjoys the personal connection forged in the midst of the transactional process. “I love houses and I love building relationships along the way,” she says.

“What’s kept me in this career for twenty-two years is the people and the smiles on their face when you hand them that key. Whether we’re finding their first house or helping them upgrade or downsize—there’s nothing more rewarding than seeing that joy as we make it to the end of this process successfully.”

As for the future of her business, Jennifer intends to keep things on a steady trajectory, with a renewed focus on ongoing education and industry knowledge. “It’s important to keep learning,” she says. “It’s the best way to serve my clients to the fullest as I continue to move forward.”

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For more about Jennifer Duff, email JenniferDuff@orizonrealestate.com, visit orizonrealestate.com, or call (260) 503 – 4358 www.

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Orizon Real Estate is proud to congratulate

JENNIFER DUFF

on being featured for the State of Indiana in Top Agent Magazine!

518 Garland Ave., Suite C, Columbia City, In 46725 (260) 248-8961 OrizonRealEstate.com www.

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 10

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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Melissa Maddox

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Melissa Maddox Top Agent Melissa Maddox – of North Eastern Realty Group in Fort Wayne, Indiana – is a multi-million dollar producer with more than three decades of experience under her belt. As Co-Lead of the Maddox-Wahli Team, alongside partner Ben Wahli, Melissa specializes in new construction homes, and with her vast reservoir of industry knowledge, is ideally suited to helping her many clients achieve their real estate goals.

Melissa’s real estate journey has been an interesting one, by and standard. Growing up in a beauty salon where her mother, Carol Lamphiear, worked, she remembers being impressed by a client of that salon. “Her name was Betty Carroll, who was a very successful real estate 12 Copyright Top Agent Magazine

agent,” recalls Melissa. “She was beautiful, well-dressed, the image of professionalism.

She was iconic.” Many years later, recalling her positive impression of Ms. Carroll, Melissa decided to become an agent. “My mother, who was looking for something to do on the side, decided to get licensed too,” says Melissa, “and we began working as a team at Larry Wells & Associates.” At that time, she was only eighteen years old and was struggling to survive after her husband – who has since passed on - was severely disabled in an accident. “We had no insurance, and we had a new baby. I had to work countless hours to support us,” Melissa recalls.

“It taught me a lot about hard work and values.” Despite these serious obstacles, Melissa and her mother still managed to become One of Top Agent Magazine

the Top real estate agent Teams in their county after only a year in the industry.

Melissa’s passion for real estate first asserted itself when she was still a junior in high school.

“My mother loved to look at houses,” she recalls, “and I really admired and respected her Realtor, and I decided that I wanted to do what she did. So while I was still a junior, I took real estate courses at night and got my license. So when I was a senior in high school, I was also a Realtor.”

Over the course of her lengthy career, Melissa has obtained her Broker’s license, her BuildTop Agent Magazine

er’s license, and has studied architecture, all of which have been instrumental in her ascendancy to Top Producer status. Additionally, her own experiences with investment and rental properties (she purchased her first home at the age of eighteen for $14,000, And several rental investment properties by the time she was 20) also contributes to her impressive ability at guiding her clients through the often-convoluted transaction process.

The lion’s share of Melissa’s business is based on repeat and referred clients, perhaps the industry’s most accurate measure of excellence in customer service. “My knowledge 13 Copyright Top Agent Magazine

gives me the ability to make my transactions move smoothly and hassle free,” says Melissa, by way of explaining the loyalty she engenders in her clients. “I also pride myself on working well with other agents, so they enjoy working with me and that also contributes to a smooth process.”

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Melissa’s thoughtful and comprehensive approach to marketing also factors heavily into her success story. Professional photography ensures that each listing is show in its best light, and a robust internet and social media presence guarantees that each property is seen by as many potential buyers as possible.

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Rendering from Architect: Rich Hersha

Giving back is of utmost importance to Melissa, and she is an ardent supporter of multiple charitable endeavors, but in particular the National Kidney Foundation, having once donated a kidney to her mother. “I got to spend eight more years with my mom before she passed away in 2014,” she recalls wistTop Agent Magazine

fully. “So organ donation is very close to my heart. She gave me life, and I got to return the favor. I’ve seen so many lives transformed by organ donation, and I’ve been able to convince over hundred people to change their driver’s licenses to become organ donors, inspired by my mother’s story.”

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The future looks incredibly bright for Melissa, who along with Ben and their recently formed company WMW Development Funded by the Kovas/Walburn Trust, is in the midst of renovating a local historic castle and turning it into six luxury condos. “It has been sitting vacant for years, and the city didn’t want to tear it down,”

she explains. “We’re really excited about it.” It will be Artfully Brought back to life with By the Vision of Legendary Architect Rich Hersha.

The Renovation is sure to attract a huge interest for the community!

Photo Credits Kim Bailey and Kismet Collective

For more information about

MELISSA MADDOX, please call 260-760-8734 or email MelissaMaddox@me.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 Top Agent Magazine

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

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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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Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when 22

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively

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involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

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