INDIANA 6-1-20

INDIANA EDITION

RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

ADDING VALUE TO LISTINGS

& the Advantage of Identifying Neighborhood Amenities

Small Yard?

Big Statement:

How to Make the Most Out of Micro Outdoor Spaces COVER STORY

FEATURED AGENT

JUSTIN WADE

ALEX NICKLA

INDIANA EDITION

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ALEX NICKLA

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JUSTIN WADE

CONTENTS 4) ADDING VALUE TO LISTINGS & THE ADVANTAGE OF IDENTIFYING NEIGHBORHOOD AMENITIES 6) RECONSIDER REFERRALONLY WHEN PLANNING FOR THE FUTURE

15) 5 REASONS WHY YOU NEED A MENTOR 19) SMALL YARD? BIG STATEMENT: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

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Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school 4

district ranking and local property taxes, have you ever considered the under-the-radar amenities that drive buyers and bidding wars? To derive the highest value from a listed home, you need to paint a complete picture of the area in which you’re selling. With that guiding principle in mind, let’s consider a few modern amenities and how they add drastically to your bottom line.

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Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites.

A little can go a long way: restaurants, coffee shops, and entertainment

Know thy history: creating a narrative of the neighborhood

Everyone has a favorite take-out spot, coffee shop, or neighborhood watering hole. Identifying the key players in an area—such as restaurants, nightlife, and entertainment hotspots—will create a livable picture that prospective buyers can latch onto. Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. While a cute coffee shop down the street may seem like a bonus instead of a foundational amenity, you never know what kind of homebuyer you might net if you include the cozy characteristics that make a house a home.

As humans, we’re drawn to narratives. Sales pitches and marketing campaigns hinge on an alluring storyline. That’s why understanding a neighborhood’s history can frame and contextualize a property to great effect. After all, buyers aren’t just drawn to sturdy foundations and bedroom counts; they like to imagine their lives unfolding inside those four walls.

Get a sense of the area’s historical timeline, architectural style, noteworthy community members, and the like. Conveying this intriguing information to buyers helps them connect more personally with a property, while understanding the holistic picture of their potential new home.

From here to there: public transportation and commuter access While this rule may not apply to all properties, considering access to public transportation is a major draw for today’s buyers. Especially amidst the more eco-conscious Millennial segment eager to buy within city limits—knowing public transportation access points and schedules can add serious value to listed properties. Also, think outside the box: do nearby thoroughfares boast dedicated bike lanes? Are there plans to expand rail lines to the area in the future? Deliver a confidant picture of the area’s public transportation access and prospective buyers will trust your expertise.

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While it is always good to cover the basics of school districts and property values, it is even more useful to expand your knowledge base and bring a warm, human element to locational knowledge. Not only will you appeal to a younger demographic of homebuyers who values this strategic information, but you will also broaden your understanding of your service area at large. Think of it this way: a neighborhood is far more than a collection of homes on a block. A neighborhood is about atmosphere, access, and a sense of community. If you authentically appeal to this guiding truth, and buyers will surely rise to the occasion.

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 6

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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ALEX NICKLA Top Agent Magazine

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Top Agent Alex Nickla has a team of seven young agents (six residential and one commercial), who in only about a year’s time have placed in the top ten agencies in Northwest Indiana.

When Alex Nickla was a senior in high school, he was introduced to network marketing, which he says jump-started his business thought process, as well as his ability to think for himself.

“I started to think, ‘What do I want out of life?’’ he says. After reading a number of books and watching educational YouTube videos, he says, “I kept finding that the thing that interested me the most was real estate.” At nineteen, he found a real estate mentor and within a year had his real 10 Copyright Top Agent Magazine

estate license. That was five years ago, and Alex is still dedicated to real estate and to investing in it. “I’m trying to be the best agent I can and build a team of great agents, as well,” he says.

Today, Alex has a team of seven young agents (six residential and one commercial), who in only about a year’s time have placed in the top ten agencies in Northwest Indiana. “Our whole mindset and philosophy is gratitude, and our Top Agent Magazine

team is built on a culture of personal development and service,” he says. He also says that about 70% of his business is repeat and referral.

“I think the most important thing is that we do everything possible to be as caring and compassionate as possible, all the time,” Alex says.

“One of my biggest frustrations in real estate Top Agent Magazine

is that for a lot of agents, even top ones, it’s a selfish transaction, it’s just another deal. But for 97% of people, this is the biggest purchase or sale of their lives. The difference is that we do everything possible to be understanding. And the other thing is that we just try to be ourselves.

We try to brand and market ourselves as who we are,” he adds.

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“We do everything we can to make clients’ lives better and be valuable to them, not just as real estate agents, but as friends.

That’s what life’s about. If you take away houses, commission checks, and deals, you have people and relationships.”

Staying in touch with clients is a big part of it, too. Alex and his team use a CRM for emails, and send out a quarterly, personalized mailing. “Outside of that, I do my best to send at minimum every six months a text month or a phone call to each of our clients just to check in,” he says. “Sometimes it’s about real estate, sometimes it’s just, ‘Hey, how’s the family?’”

The biggest source of business, though, is social media, he says, especially Instagram and Facebook. The team also uses social media to create and share videos. Alex himself stars in the videos, doing walkthroughs at almost every property. “We create personalized content for every property, and run ads against them, so we can target the right demographic for the right property,” he says.

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“I’m so grateful for everything that we do,” Alex says. “I wake up every day and I’m grateful I get to do something I enjoy. I get to meet new people and build relationships and be part of the community. I’m grateful I get to be involved in something so important in people’s lives. I’m grateful someone would trust me in such a big financial and emotional position. The list goes on and on and on. We do everything we can to make [clients’] lives better and be valuable to them, not just as real estate agents, but as friends. The relationships are the biggest part for us. That’s what life’s about. If you take away houses, commission checks, and deals, you have people and relationships.”

Alex is also involved in his community. “Because of all the video content we make for social Top Agent Magazine

media, we’ve developed a relationship with the mayor of Crown Point,” he says. “I put together the majority of the videos for city events now.

A lot of the videos are me talking about redevelopment and new buildings.” The team also donates to Community Love, a coffee shop that Top Agent Magazine

in turn donates to as many causes as possible, from organizations to buying groceries. He also participates in a number of activities for underprivileged kids. “I’m from Crown Point, born and raised, and I love this community,” he says.

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a huge sports fan, especially basketball, baseball, and Brazilian jiu-jitsu. He and his wife recently purchased a home of their own, and they’re welcoming their first child soon.

“My plans are to continue to grow this real estate family,” Alex says. “We’re very selective about

who becomes part of our team. Our goal is to become Northwest Indiana’s top real estate team, not by number of agents but by quality of agent, and to develop a culture of gratitude, personal development, and family. And I think we’re well on the way! I just want to serve as many people as possible in this place that I love and call home.”

For more about Alex Nickla and the Nickla Group, please email alex@thenicklagroup.com, visit alexnicklarealestate.com, or call 219-510-7199 www.

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 16

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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JUSTIN WADE Top Agent Magazine

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JUSTIN WADE For top agent Justin Wade, real estate is in his blood.

His family has been active in real estate for decades and owns numerous investment properties across the state of Mississippi. As a result, Justin grew up learning about real estate as his grandparents taught him all about how they manage their properties. Early on in his career, Justin worked in several different industries before deciding to help his family expand their portfolio into Indiana. In order to gain the skills and expertise he would need, Justin decided to get his license and become a full-time agent.

has already started to get around, and though he has only been in the industry for less than a year and a half, 15% of his business already comes from referrals.

Justin quickly discovered a passion for the industry, and has enjoyed explosive growth since he burst onto the scene at the beginning of 2018. In his first year he closed nearly $4 million in transactions, and is on pace to do $9 million in 2020. Operating out of the Keller Williams office in Indianapolis, Justin runs a thriving book of business throughout the city and the surrounding metro area.

Outside of work, Justin loves to spend time with his family, is an active member of his church, and donates his time volunteering to help out his former high school.

Looking to the future, he is excited to continue growing his business so that he can help as many people as possible buy a home. “I’d like to be the go-to person for people who are looking to buy homes in the Indianapolis area. I want to start working with more renters on a longer-term time basis so that I can help them chart out their finances so that we can create a plan for how they can eventually get into a home,” Justin tells Top Agent.

When you ask Justin how he has managed to ramp up so quickly, he credits his deep knowledge of the industry and affable demeanor as being the primary drivers of his success. “Growing up I got to learn all about the real estate industry from an investor’s perspective by watching my family manage their investment properties. This depth of experience allows me to provide a lot of value to my clients,” Justin explains. “On top of this I really like working with and getting to know people, which makes it easy for me to develop solid working relationships with my clients.” Word of Justin’s expertise

When it comes to listing a property, Justin uses professional photos to create a comprehensive online marketing campaign that leverages Facebook, Instagram, and LinkedIn to drive attention to his listings. He then follows this up with in-person open houses and print advertisements to target every demographic of possible homebuyers.

At the end of the day, Justin loves his job because he gets to wake up every day and help people achieve their dreams of homeownership. “Most people have a goal of owning their own home at some point in their life. I love being able to help them achieve that goal. But you’re not only helping them buy a home, you’re helping them buy something that’s going to create lifelong memories.”

For more information about Justin Wade, please visit JustinWadeRealty.com, call 317-358-7049 or email Jwade@kw.com www.

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with Top Agent Magazine

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods 20

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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