INDIANA 5-4-20

INDIANA EDITION

How to

SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

COVER STORY

DIANA DUNHAM

THINKING OF LISTING?

Nine Ways to Get Ready

5 Ways to

TRANSFORM RENTERS INTO OWNERS

FEATURED AGENTS

RICHARD BROWN BRANDON WARFIELD

INDIANA EDITION

RICHARD BROWN

BRAND

Brandon Wa eral Manager for over eigh company wa competitor.

Christmas 2 found himse After that i Brandon fou DIANA DUNHAM RICHARD BROWN BRANDON WARFIELD Carpenter RE quire about a real estate position. B and passed the state exam in Februa started out as a sales associate wit Top Agent Richard Brown supervises a growing office and quickly became a top listi at Mike Thomas Associates, services CONTENTS Brandon was where asked tohe manage Carpe Martinsville in the fall of 2012. Unde throughout Northeast Indiana. the sales volume has increased and t throughout Indiana.wT Richard Brown18) began his career as aSOCIAL 4) 5 WAYS TO TRANSFORM MAKE toparamedic, the point MEDIA that a new,Northeast larger office seeking an outlet for his desire to help those in care and an organized approach, says, theirself grand opening is curren RENTERS INTO OWNERS need. However,MARKETING CALLING an outstanding reputation in even though his yearshe onYOUR the firehis annual volume com man shift were tremendously rewarding, he COVID-19 still much ofcrisis. to the CARD 7

13) HOW TO SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

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harbored a passion for entrepreneurship. That repeat clients or referrals. passion led him to real estate. In 1994, he took ofRic hi Howthat doesabout he do 55% it? For the plunge and earned his license;Brandon afterwards, says down to aclients proven 61-step he found quick success, finally realizing his comes from repeat and referral and t potential as both a businessman andcontinues a pillar of tohis listers from the first meeting rise. To stay in touch a the community. “Right away, it was my goal to deal. Along the way, he supplies relationships, Brandon usesstrategies, quarte supply clients with the best possible personal ser- variety of marketing vice,” he says. “I quickly learned that real estate and ages of professional photograp postcards, conducts quarterly is all about relationships.” and printed brochures.

But Richa new clients, he calls neighborhood clients with modern outlets, offe ableat areas, expired and fo Today, Richard supervises a growing team Mike tal outreachlistings, through personalized Thomas Associates, where he services clients describes social media tar Brandon hiscampaigns businessandmod

21) THINKING OF LISTING? NINE WAYS TO GET READY

most money for his client’s home Copyright plan uses television and local new mailings, and daily calling for pote mag@topagentmagazine.com | www.topagentmagazine.com also been looking to branch out more No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

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When it comes to Published in the U.S.

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his community, is involved with Gennesaret Free C organization providing medical and Agent Magazine homeless inTop Central Indiana. He h a number of golf outings, charity e

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 4

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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DIANA DUNHAM Top Agent Magazine

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Top Agent Diana Dunham boasts $7 million in volume last year. Annually, she processes a minimum of 50 transactions.

“These figures remain pretty consistent,” she says.

Diana Dunham came to real estate in a roundabout way, but she never lost sight of her goal. Today she is known for her prowess as a REALTOR®. Dunham’s professional career started down a different path, one marked by eclectic experience and a resilient resolve. A true 8Copyright Top Agent Magazine

self-made woman, Dunham rose to prominence through years of tenacious entrepreneurship and a burning desire for independence.

Dunham started her first business while in high school as a twirling instructor and saw Top Agent Magazine

tremendous success early on. Her business thrived for nearly two decades.

With formidable business acumen, she moved into an entirely new industry selling radio ads.

Dunham was successful in the industry, but after fifteen years, she once again saw situations around her moving in a new direction.

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After leaving the radio business, she went into selling automobiles. While she was still in sales, her husband earned his real estate license and practiced for a few years. She wanted to join his practice, but he passed away in in 1997.

Diana eventually got her license in 1998 but didn’t start practicing until 2002. “I was a single woman, so it was a challenging time,� she Copyright Top Agent Magazine9

“It doesn’t matter to me if it’s a $50,000 sale or a $200,000 sale,” she says. “It’s seeing the smiles on people’s faces that motivates me.” recalls. “While practicing real estate, I was also selling advertising for a home décor magazine,” as she was building her real estate business.

Last year, Diana boasts $7 million in volume.

Annually, she processes a minimum of 50 transactions. “These figures remain pretty consistent,” she says.

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Diana is grateful that a majority of her business comes through referral clientele. “I’ve been very lucky that way,” she says. “I try to leave each client happy and satisfied with their transactions, so they recommend my services.”

Her clients agree it’s her top-notch business ethic that keep them coming back. In a recent Top Agent Magazine

review, one client wrote: “Diana is a first-class real estate professional. She delivered & did everything needed for a successful closing of the property.

She kept me informed during the whole process and she will be the 1st person I call or recommend when looking for a home in Madison County.”

To stay in contact with her clientele, Diana sends out annual holiday cards and occasionally forwards novelty gifts. “During the corona pandemic, “I sent out packets of soap to remind people to wash their hands and stay safe,” she notes. Diana says she loves what she does because of the personal satisfaction she receives Top Agent Magazine

when either selling a property or getting a family into a new home.” It doesn’t matter to me if it’s a $50,000 sale or a $200,000 sale,” she says. “It’s seeing the smiles on people’s faces that motivates me.”

Throughout the years, Diana has been involved with a variety of community activities and Copyright Top Agent Magazine 11

charitable events. As spring approaches, Diana is looking forward to planting flowers and tooling around in her garden. She also loves to travel. This year alone, prior to the COVID-19 pandemic, Diana had planned three trips; two internationally to Italy and the U.K. As for the future, Diana would like to open an office in her hometown of Elwood. She would

also like to mentor new agents to, perhaps, takeover for her one day.

When asked if she has advice for those interested in pursuing a real estate career, Diana says to keep your eye on the prize. “Set your goal and work steadily towards it,” she advises. “You’re going to struggle, you may even sacrifice like I did, but it’s what you want, go for it and stay focused!”

To learn more about Diana Dunham, email diana@dianadunhamsellshomes.com, visit dianadunhamsellshomes.com, or call (765) 623-7113 www.

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While Top Agent Magazine

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases 14

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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RICHARD BROWN

Top Agent Richard Brown supervises a growing team at Mike Thomas Associates, where he services clients throughout Northeast Indiana.

Richard Brown began his career as a paramedic, seeking an outlet for his desire to help those in need. However, even though his years on the fireman shift were tremendously rewarding, he still harbored a passion for entrepreneurship. That passion led him to real estate. In 1994, he took the plunge and earned his license; afterwards, he found quick success, finally realizing his potential as both a businessman and a pillar of the community. “Right away, it was my goal to supply clients with the best possible personal service,” he says. “I quickly learned that real estate is all about relationships.”

Today, Richard supervises a growing team at Mike Thomas Associates, where he services clients 16

throughout Northeast Indiana. Through attentive care and an organized approach, he has won himself an outstanding reputation in the industry, with much of his annual volume coming from either repeat clients or referrals.

How does he do it? For Richard, everything comes down to a proven 61-step plan that guides his listers from the first meeting to closing their deal. Along the way, he supplies them with a wide variety of marketing strategies, including packages of professional photography, copywriting and printed brochures. But Richard also assists his clients with modern outlets, offering them a digital outreach through personalized listing websites, social media campaigns and targeted ads. Baked Copyright Top Agent Magazine

into this comprehensive plan, though, is plenty of room for flexibility. “No two deals are the same,” Richard says. “That’s one of the best parts of the business.”

Beyond his detailed approach with listers, Richard takes a personal touch with buyers.

“You have to go the extra mile,” he says.

“When I work with clients, we develop a friendship. It’s not just a transaction.” As such, Richard forms long-lasting relationships with his clients, celebrating their successes and helping them through hard times.

Outside of his career, Richard maintains an active role in his community through volunteering at his church. But he also cares deeply for the community he has built within the walls of his office: his team. “Like me, almost every member of my team comes from a different professional background,” he says. “We’re almost like a ministry in that way. It’s my responsibility to guide them and help them grow in life—not just in real estate.”

Through open-heartedness, Richard has discovered his favorite aspect of the industry.

“The people make me the happiest,” he says.

“There’s nothing more rewarding than collaborating with a client and helping them find their dream home. I get to help them find a better life.”

Years ago, Richard combined his passion for people with an acute business acumen to light his way in the real estate market. Since then, he has forged an accomplished career through compassion and friendship. As for the future? Richard hopes to expand his team while still supplying clients with unmatched service. “We’ve built a strong foundation here,” he says. “No matter what the state of the market is, we can continue to grow and lead our clients to success.”

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To learn more about Richard Brown email rbrown@mikethomasrealtor.com, visit mikethomasrealtor.com or call 260-488-1264 www.

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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 18

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.

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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 Top Agent Magazine

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.

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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BRANDON WARFIELD Brandon Warfield was a General Manager for a Travel Plaza for over eight years when his company was taken over by a competitor. Three days after Christmas 2010, he suddenly found himself without a job.

After that initial uncertainty, Brandon found himself calling Carpenter REALTORS® to inquire about a real estate position. Brandon was hired and passed the state exam in February 2011. Then, he started out as a sales associate with the Mooresville office and quickly became a top listing agent that year.

Brandon was asked to manage Carpenter REALTORS® Martinsville in the fall of 2012. Under his management, the sales volume has increased and the team expanded to the point that a new, larger office was needed, though, he says, their grand opening is currently postponed due to the COVID-19 crisis.

commitment, and community” that makes real estate so appealing to Brandon.

Brandon’s goal for 2020 is to “scale his personal production up to 100 transactions a year,” and he’s well on his way, finishing 2019 with over 58 sales.

Brandon’s wife, Jessica Warfield, recently retired from her management position of over 20 years and has started helping him expand his business.

When he’s not working, Brandon enjoys traveling with his family, working in his garage, and driving his Porsche.

Brandon says that about 55% of his business comes from repeat and referral clients and that the percentage continues to rise. To stay in touch and maintain client relationships, Brandon uses quarterly mailings and postcards, and conducts quarterly calls. To attract new clients, he calls neighborhoods of highly desirable areas, expired listings, and for sale by owners.

Brandon describes his business model as “getting the most money for his client’s home.” His marketing plan uses television and local newspaper ads, direct mailings, and daily calling for potential buyers. He’s also been looking to branch out more into social media and online ads.

When it comes to his community, Brandon’s office is involved with Gennesaret Free Clinics (GFC), an organization providing medical and dental care for the homeless in Central Indiana. He has participated in a number of golf outings, charity events, and blood drives. Brandon also chaired the Morgan County Division of MIBOR. It’s “the spirit of connections, Top Agent Magazine

To learn more about Brandon Warfield, visit callcarpenter.com/brandonwarfield, email bwarfield@callcarpenter.com, or call (317) 626-7174 www.

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