INDIANA 5-18-20

INDIANA EDITION

LIVING ON COMMISSION Six Powerful Prospecting Tips

Modern Email Etiquette for Today’s Agents

to Build Your Business COVER STORY

FEATURED AGENT

SUSAN SLAVEN

CORINA JONES

INDIANA EDITION

John Bethell Title Company, Inc. is proud to congratulate

SUSAN SLAVEN 6

SUSAN SLAVEN

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CORINA JONES

CONTENTS

on being featured for the State of Indiana 4) MODERN EMAIL ETIQUETTE 17) SIX POWERFUL in Top Agent Magazine!

FOR TODAY’S AGENTS

9) IS FINDING A NICHE MARKET RIGHT FOR YOU?

PROSPECTING TIPS TO BUILD YOUR BUSINESS 22) LIVING ON COMMISSION

Kara Oltman | Executive Vice President | LIC #526329 812.245.1055 | koltman@johnbtitle.com

Phone 310-734-1440 | Fax 310-734-1440

https://johnbtitle.com

mag@topagentmagazine.com | www.topagentmagazine.com

2626 South Walnut Street Bloomington, IN 47401 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.

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that 4

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, Top Agent Magazine

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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SUSAN SLAVEN

It’s safe to say Susan Slaven has always had an entrepreneurial spirit. “I was delivering newspapers when I was 13 years old,” she explains. That work ethic has stayed with her throughout her life, resulting in earning her real estate license, owning her own company, and continuing to serve the surrounding community. Around 23 years ago, she was a flight attendant for a private airline, and was cleaning condominiums on the side for Eagle Pointe Realty. The owner of the company was impressed with Susan’s drive, and encouraged her to become an agent. Soon Susan was taking her up on that offer, starting off part-time with Eagle Pointe Realty in Bloomington, Indiana. Within two years, Susan purchased the company outright, a pinnacle turning point in her career.

urious living with a lifestyle to match. Susan has helped it flourish, assisting the resort’s many buyers, sellers and renters, while employing a full-time maintenance crew and housekeeping staff. All maintenance staff are thoroughly trained and already have extensive experience in their fields before they are hired. “My office painting crew and housekeeping have earned notoriety,” Susan says. One of Susan’s main goals was to establish this team, and it’s clear she’s done so, receiving much praise from the community for their work. Most rental units are also fully furnished and include all utilities, making move-in even easier. In addition, Susan has a full staging business with seven homes on rotation with all of her furnishings. “I would consider my office a one stop shop,” she says.

A resort with a golf course that was previously part of the Indiana PGA Tour, Eagle Pointe offers lux-

With the goal of putting her clients first, Susan has reached great heights and is only continuing

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to grow. Much of her business consists of repeats and referrals, a testament to her commitment to excellence. “I’m someone who takes my showings to heart,” she explains.

“When I’m with a client looking at property, my years of experience and expertise allows me to offer advice and provide information to clients that may not have been considered”. As a Broker/Owner/President, Susan also has gained extensive experience building and remodeling homes. I was showing a home the other day and the closet door took up four feet of space, so I suggested they put in a pocket door as it would work perfectly in the space. These are the kinds of tips that are helpful. Especially for first time home buyers. I can help people see what their options are for the future.” Beyond convenience and aesthetics, Susan is the first one willing to personally enter a crawl space or attic and resolve concerns before they arise. Whether she’s helping buyers, sellers or renters, she goes above and beyond to guide them throughout.

After the transaction, clients leave glowing reviews about their time together. One recently said, “Susan and her staff were the epitome of professionalism while listing my condo for sale. An inspection of my condo showed a few issues that I was unaware of, that needed to be dealt with, before my buyer was comfortable continuing with the sale.

Susan didn’t bat an eye. She has a long list of local Eagle Pointe Realty contractors that she has on speed dial, and who were able to deal with these issues, in a timely manner, to my satisfaction, and to the satisfaction of my buyer. The closing went off without a hitch.”

As Susan looks towards the future, she hopes to expand her team even more and continue helping people towards their real estate goals.

“I just love my people, and I absolutely love where I’m at. I love what I do and I look forward to coming in for work every day.”

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For more information about Susan Slaven, please call 812-824-4700 or email sslaven@homefinder.org Copyright Top Agent Magazine 7

John Bethell Title Company, Inc. is proud to congratulate

SUSAN SLAVEN

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

Kara Oltman | Executive Vice President | LIC #526329 812.245.1055 | koltman@johnbtitle.com

https://johnbtitle.com

2626 South Walnut Street Bloomington, IN 47401

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 9

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 10

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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CORINA JONES Top Agent Magazine

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CORINA JONES Corina is the Broker and Owner of Your Home Team, where she and her expert realtors service clients throughout Central and Southern Indiana.

As a wife, mother and entrepreneur, Corina Jones believes that professional real estate service requires personalization. To her, the ideal agent listens closely and caters their process to the specific needs of their clients. These were the core values that anchored her approach when she founded her own brokerage.

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Today, Corina is the Broker and Owner of Your Home Team, where she and her expert realtors service clients day and night throughout Central and Southern Indiana. She and her team have found success through openhearted effort and a detailed approach to client relationships. “Above all,” she says, “I am responsible Top Agent Magazine

for giving people the feeling of mastery that comes from owning a piece of America.�

When listing a property, Corina leaves no stone unturned. On top of providing clients with professional photography, social media campaigns and targeted advertising, she Top Agent Magazine

offers a Maximum Home Value Audit and a marketing plan that puts homes directly in front of consumers who are ready, willing, eager and able to purchase. Through it all, though, she maintains a tireless work ethic, fighting for her clients each step of the way. “Every day I ask myself what I can do to Copyright Top Agent Magazine13

“Every day I ask myself what I can do to bring value to my transactions,” Corina says. “That’s the heart of my career.” bring value to my transactions,” she says.

“That’s the heart of my career.”

Meanwhile, Corina continues to apply her winning effort when assisting buyers. Leaning on her proven Preferred Buyers Program, she can guide clients through the market with a blend of patience and honesty, always ensuring that they find the perfect fit for their needs. As such, Corina has built a sterling reputation as an open and diligent Realtor, with the bulk of her volume coming from either repeat clients or referrals. “It’s a face to face business,” she 14Copyright Top Agent Magazine

says. “I always follow up with my clients— even after we close the deal—to make sure they are satisfied in their new homes.”

Corina has built an equally strong reputation among those in her industry, where her work has garnered numerous awards and accolades.

A Multi Million Dollar Producer, Featured Agent for WRTV 6 and NAPW VIP Woman of the Year, Corina also holds certifications as a Short Sales & Foreclosure Resource, Accredited Buyers Representative and Military Relocation Professional.

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Outside of her career, Corina plays an active role in her community, where she serves as the President for the Greenwood Trails Homeowners Association. On top of that, she participates and donates to numerous local events, such as concerts in the park, senior scholarships and Top Agent Magazine

Christmas assistance to those in need. “I’m always trying to stay involved,” she says.

When Corina does take time off, she enjoys boating and spending time at home with her family, friends and three dogs.

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Looking ahead to the future, Corina hopes to grow her team in the coming months. But she also can’t wait for the many opportunities that lie ahead—in her clients, her business and her

life. “You can’t sit around and wait for business to come to you,” Corina says. “You have to stay active.” Then she smiles. “But it really helps if you love what you do.”

To learn more about Corina Jones call (317) 281-7996, email Corina@yourhometeam4life.com, or visit corinajones.com www.

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Six Powerful Prospecting Tips to Build Your Business

By John Boe Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps understand the importance of business development and never forget to ask for referrals.

Top producing sales reps set high standards for themselves and spend the majority of their time either actively prospecting for new business or closing sales. Successful sales reps set productivity goals, establish priorities, and don’t waste their precious time hanging out in the break room or taking twohour lunch breaks.

Top producers don’t need to be reminded to ask for referrals on a daily basis or follow-up on hot leads, because they understand that prospecting for new business is a necessity and not just an activity. The good news is that prospecting for new business, like any other learned skill set, can be trained and developed into a habit.

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Tip One: Don’t Forget to Ask for Referrals.

When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you’ve made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an “emotional high” and far more receptive to the idea of providing you referrals. When you ask for referrals, your goal is to get as many names written down as you can. Just keep asking... Who else? Once your advocate has given you all of his or her referrals, then go back over the list of names to get details on each prospect.

Tip Two: Train and Reward Your Advocates.

An advocate is a person who’s willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.

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Once you’re given a prospect, Asking for it’s a good idea to take the time to role-play with your advocate referrals prior to to demonstrate how to approach and talk to their referral. A brief closing the sale is a role-playing exercise will build your advocate’s confidence and big mistake and keep them from over-educating may even jeopardize their referrals. During your roleplay session, be sure to prepare the sale itself. your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection. Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.

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Tip Three: Strike While the Iron is HOT. Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two-business days or sooner. Have a system to keep track of your referrals so they don’t end up falling through the cracks. It’s critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.

Tip Four: Schedule a Minimum of Two-Hours a Day for Phone Calling.

Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This Treat your prospecting is not the time to check your e-mails, play solitaire on the time with the same computer, make personal phone calls or chat with your respect you would give associates.

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to any other important appointment.

Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and make an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.

Don’t shoot from the hip use a script. It’s important to use a phone script when you contact your prospect so you don’t leave out any key information.

It’s a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional.

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Tip Five: Qualify Your Prospect at Maximum Range.

Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don’t waste time chasing after low-probability prospects and know when it’s time to cut their losses and move on.

Tip Six: Don’t Take Rejection Personally.

Selling, like baseball, is a numbers game pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don’t take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance Salespeople and seldom make the sale.

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who take rejection personally lack perseverance and seldom make the sale.

For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process.

Selling is a contact sport and daily prospecting for new business is the key to every salesperson’s long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you’ll be able to keep your appointment calendar packed with qualified prospects!

“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.”

– W. Clement Stone Copyright ©, John Boe. All rights reserved.

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.

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Living On Commission

by Linda Brakeall

Commissioned sales is one of the few places where you get paid exactly what you’re worth. One of my friends really hates that concept.

“I could never live on that!” But loan officers have to do it all the time.

The most successful people I know love being on commission! They love being able to give themselves a raise just by working harder. Most people need a little help learning how to budget, and how to put away money for taxes and infrequent but important expenses.

and maybe a third will go directly to the government for taxes. You should be putting at least 10% away for savings and investment and 5% for surprises is not unrealistic.

When I took over a large real estate office a few years ago I found out that one of my new REALTORS® was going through bankruptcy proceedings. I knew she a sold a lot of real estate and I couldn’t figure out how she got in that situation.

One evening over coffee she told me about being a rookie with another company. She fell into a land deal and made the single largest sale her company had ever made.

So here’s the rule: Never plan to spend more than half of any paycheck. You can have all kinds of Within six months she received a fancy formulas but that’s it. You huge six-figure commission. Within have to assume that at least a quarter two years she was in debt over her 22

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Commissioned sales is one of the few places where you get paid exactly what you’re worth. head. The problem? She spent it all!

She started borrowing trying to pay her taxes. She was so stressed out over the tax situation that she didn’t sell any more real estate for the next year.

REALTORS® or other commissioned sales people. A little planning in advance for regular and predictable expenses and a slush fund for surprises and you’ll be covered!

Don’t let that happen to you. Loan officers aren’t that different from

Copyright©, Linda Brakeall.

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