INDIANA 6-14-21

INDIANA EDITION

TOP AGENT TIPS AND QUESTIONS

FOR CHOOSING YOUR LISTING AGENT FEATURED AGENT

STEVE LEW COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS BEYOND CLEANING AND DECLUTTERING:

What Improvement Expenses Make

The Most Sense?

HOW TO CUT DOWN ON DIGITAL DISTRACTIONS

AND UP YOUR PRODUCTIVITY COVER STORY

ROBERT ROBERT WATSON WATSON

INDIANA EDITION

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STEVE LEW

As a lifelong res of Greenwood, Ind Steve Lew is the fou of The Steve Lew Estate Group. With a n propensity for helping pe and his prior experien the construction ind ROBERT WATSON STEVE LEW Steve found his ideal c in the real estate field w he is able to carefully guide clients towards their Always ensuring that his clients receive the hi CONTENTS quality service and their desired outcome, he has his business entirely on referrals.

4) TOP AGENT TIPS AND 18)successful BEYOND CLEANING

QUESTIONS FOR CHOOSING YOUR LISTING AGENT

AND DECLUTTERING: WHAT

The ability to listen to people’s needs and infer IMPROVEMENT EXPENSES they are truly looking to accomplish is cruc MAKE THE MOST SENSE? becoming a successful REALTOR®. Steve’s 14) COOPERATION, ground as a Critical Care Nurse has allowed h NOT COMPETITION, 22) HOW TO CUT DOWN ON develop great communication skills, as well as list CREATES MUTUAL DIGITAL DISTRACTIONS AND skills, that help him quickly pinpoint his clients’ SUCCESS FOR AGENTS UP YOUR PRODUCTIVITY and needs. “When I am meeting my clients fo first time, I give them my full attention. I dedica time to truly listen to them so that I can serve th the best of my ability. Taking exceptional care o Phone 310-734-1440 | Fax 310-734-1440 clients is very gratifying for me. Even though I’ mag@topagentmagazine.com | www.topagentmagazine.com longer helping people physically as a nurse, I can No portion of this issue may be reproduced in any manner whatsoeverhelp withoutthem prior consent of the publisher.

Agent Magazine financially,” heTopsays.

Steve has a s is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top listing rate for first-responders, teachers, militar Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. medical professionals.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S.

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Steve’s marketing strategy focuses on profes photos, videos, 3D walkthroughs, aerial drone ph Top Agent Magazine extensive social media marketing, and so much “We do a lot to make sure our listings stand out

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 4

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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ROBERT WATSON Top Agent Magazine

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ROBERT WATSON Top Agent Robert Watson is a hardworking, conscientious real estate professional who truly cares about the wellbeing of his many grateful clients.

Top Agent Robert Watson – member of the Maddox Collective at North Eastern Group Realty in Fort Wayne, Indiana – is a hardworking, conscientious real estate professional who truly cares about the wellbeing of his 8

many grateful clients. Having built his thriving business on a solid foundation of honesty, integrity and deep industry knowledge, Robert has more than earned his stellar reputation as a Realtor® who consistently goes above Top Agent Magazine

and beyond for his customers.

Robert began his journey in real estate following a thirty-year career as a teacher. “All teachers have summer jobs, and I owned my own painting company,” he recalls. “As I got closer to retirement, I wondered if I’d still be able to do that kind of work. So, I gave some thought to what else I would enjoy doing, and I decided that helping people find the perfect home Top Agent Magazine

is what I wanted to do. That’s how I got into real estate, and I was fortunate to have an awesome mentor, Melissa Maddox, an agent who helped me sell my home and then helped my wife and I buy a new home when we got married. She was an inspiration to me.” Melissa was also formerly featured as a Top Agent.

Since becoming licensed, Robert has built a solid client base that 9

is comprised largely of referrals, a sure indicator of the exceptional customer service he is providing. “I think a lot of that has to do with my professionalism,” says Robert, when asked how he has managed to generate such impressive levels of client retention, loyalty, and positive wordof-mouth. “I always try to do the right thing for my clients, even when it doesn’t benefit me. I always try to put myself in

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“I always try to do the right thing for my clients, even when it doesn’t benefit me. I always try to put myself in my clients’ position, and to treat them the way I would want to be treated.”

my clients’ position, and to treat them the way I would want to be treated. I would rather forego my commission and help them find the perfect home than to push them towards a property that isn’t right for them.”

There are many other factors that have played a large role in Robert’s success story, and chief among them would be his expert negotiation skills and his comprehensive, intelligent approach to marketing his many listings. Professional photography and Top Agent Magazine

videography, television commercials and deft utilization of social media are just several of the methods used to gain maximum exposure. Combined, this translates into fast sales for top dollar, not to mention happy – and returning and referring – clients.

When he’s not working, Robert enjoys nothing more than spending time with his family. He also enjoys attending car shows with the 1973 Firebird he has owned since he was a teenager. Additionally, Robert has a philanthropist’s heart and gives back to his community in a variety of ways, including hosting 13-week sessions at his church with his wife for 11

DivorceCare™, a national organization which provides guidance to those navigating the end of a marriage.

“I really love what I do,” says Robert.

“I love interacting with my clients, and I love seeing the excited look on a buyer’s face when they’ve purchased their first home. That’s incredibly rewarding to me.”

For more information about Robert Watson, please call 260-466-5352 or email RWatson@northeasterngrouprealty.com

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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STEVE LEW As a lifelong resident of Greenwood, Indiana, Steve Lew is the founder of The Steve Lew Real Estate Group. With a natural propensity for helping people, and his prior experience in the construction industry, Steve found his ideal career in the real estate field where he is able to carefully guide clients towards their goals.

Always ensuring that his clients receive the highest quality service and their desired outcome, he has built his successful business entirely on referrals.

The ability to listen to people’s needs and infer what they are truly looking to accomplish is crucial to becoming a successful REALTOR®. Steve’s background as a Critical Care Nurse has allowed him to develop great communication skills, as well as listening skills, that help him quickly pinpoint his clients’ wants and needs. “When I am meeting my clients for the first time, I give them my full attention. I dedicate my time to truly listen to them so that I can serve them to the best of my ability. Taking exceptional care of my clients is very gratifying for me. Even though I’m no longer helping people physically as a nurse, I can now help them financially,” he says. Steve has a special listing rate for first-responders, teachers, military and medical professionals.

something to help. “At the beginning of the pandemic my company teamed up with Pepsi and we created the hashtag #hydrateourheros and delivered 60,000 bottles of Gatorade to local hospitals, fire departments, police departments, and nursing homes. It was our small way of giving back to the people who were working hard to keep us safe.”

Outside of work Steve is a devoted husband and a busy dad of four kids, two of whom play travel baseball. When he’s not traveling with the boys, he likes to take his family fishing, hiking, or boating. He’s also an avid golfer.

Going forward he is focused on growing his business and continuing to help as many buyers and sellers as possible. His advice to agents who are just starting out in the business is to form personal and long-lasting relationships with their clients. “I’m very hands on with my transactions and manage all of my deals myself. Remember to be truthful with your clients and give everyone the same amount of time and respect.”

Steve’s marketing strategy focuses on professional photos, videos, 3D walkthroughs, aerial drone photos, extensive social media marketing, and so much more.

“We do a lot to make sure our listings stand out from the rest. We offer our clients a wide variety of marketing packages tailored to their specific needs. Not every listing needs the same type of marketing,” he explains.

Giving back to the community is very important to Steve, which is why his team donates to various local charities and do frequent giveaways. When COVID-19 reached his hometown, Steve knew he wanted to do Top Agent Magazine

To learn more about Steve Lew, call (317) 658 – 2042, email steve@listwithlew.com or visit listwithlew.com

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

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

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 18

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

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

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

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

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

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

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

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

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

Kitchens and baths

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

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

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

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

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

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

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— 22

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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