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INDIANA EDITION

5 Simple Mindset Shifts that Will Help You ACHIEVE YOUR GOALS How To Incorporate Current Events to Your Email Blasts and Stay Relevant

Cassie Richardson COVER STORY

Is Starting a Team the Right Solution for Your Business?

FEATURED AGENTS

Karen Barden Andrew Lohmiller Matt Maloney Kimberly Slucher Tracy Wright


INDIANA EDITION

McKesson Title Corp. is proud to congratulate

Karen Barden 6

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BARDEN MATT MALONEY on beingKAREN featured for the stateCASSIE RICHARDSON Matt TRACY Maloney WRIGHT of Indiana in Top Agent Magazine!

For Tracy Wright, entering the real estate

23 24 mother business was a natural choice. “My KIMBERLY

ANDREW LOHMILLER

tangled deals in the past, and

27 we always come out on top an SLUCHER

and helpful attitude.” was in title insurance my entire life, and my husbandAndrew was inLohmiller real estatelaunched vendor his concierge For Slucher, entering to work w career in Kimberly agents, management, and staff that enjoyable believed in our business the“Our transaction is over, th services,” Although sheAtreceived realTracy estatesays. earlier than most. nineteen, that we were using,” hea says. team wasn’t scare the realtools estate industry wasAfter start to finish. She theirout clients keepandt her degree in earlyanchildhood education and he pursued ad for a sales position that of having an Owner/Brokerwith who was of the and country, serendipitous event. She was surrounding area w thedomarket. do advertisin workedled as ahim teacher, to his she firstdecided role in to theexplore industry. confidence in their ability to business“We translated to clien LYNN E. ERICKSON, PRESIDENT taking At a the break nursing available. We were We them regularly bygi this newThat career and hasn’t was path, back in 2004, andlooked fourteenback years root, from we maximize ourcontact clients’ position through school and was thinking about andand we’re fr MCKESSON TITLEsince. CORP. email, keeping them in the art loop Today, she has teama thriving consisting of later, Andrew hasa built practice solid negotiating, top-notch marketing, state coming of te in Lohmiller Realtwo Estate, an long independent wisely, we benefit by benefitting including inventory her husband, mom and other time what sheincorporating could do those in thethings meanlotthe ofcurrent showings into 574 - 936 - 2555 | lynn@mckessontitle.com brokerage with eighty-five talented team In fact, Andrewpopped and his in-house real estate professionals. Her mom was the mckessontitle.com time. Real estate into marketing team’s regimen a solidand presence across the and leaves no detail unaccounted for. Leveraging professi In addition to Tracy’s work first onemembers to join and the team, it didn’t take her head, andand sheediting, hit the ground As Kimberly looksin Ohio, Kentucky, and Indiana markets. raphy Matterport tours, videos, and print 407 N. Center St., Plymouth, IN 46563 also dedicates time to hercollat com long for them to be recruited to join Encore ANDREW LOHMILLER KIMBERLY SLUCHER TRACY WRIGHT “My each firstproperty year, I isdidn’t more people, and e more, Andrew hasasbuilt his running. own ensures showcased in andoing immersive © point I was a lot ofcapacity suppo SothebyWhat’s International Realty founding reputation as a consummate professional exposure across social media, more than 89 online listing ou enjoy what I was doing, but team. “I love health politicians,” she explains. N members. Her team serves the greater Indiand leader, grounded the principles platforms interest from prospective far an then realized by numbers can’tofbe myMLS goal, I neednets something and buyers my busine focuses grow on supporting commu anapolis area andI surrounding communities integrity, diligence, and proven reliability. clients work with me because they’re looking for authenticity financially andaas a volunteer. with a special focusshe on Zionsville Carmel.I would They have more,” says. “So and I decided help people.” next and somebody who is With going to get the jobstep.” done—guaranteed experienced continuous growth over the past decade. true love for people, it became a dream career for Kimberly, Today, Andrew and his team serve clients across the greater Cincinnati Andrew says. “When my clients refer me, they know what Asget: shea looks towards the future, she for istalks ext and tri-state areas. With roughly agents on 5 his MORNING roster and family professional who walks the walk, and seventy-five she’s excited to continue growing. “I’mHABITS awill mother of six, And her love 4) 5 SIMPLEmetro MINDSET SHIFTS 17) theirinside own and satellite officewhat on Main Street, w One of Andrew the reasons for that growthbuilt is their extensiveknows knowland an intrepid support staff, has systematically an office real estate out. That’s people get from so now Iand approach it like I am a mom in real estate, helping grow with her busin THAT WILL HELP YOU ACHIEVE TO MAKE YOUR SUPER under theexpert.” Encore Sotheby© International edge about real estate“What new construction. “We offer very DAY that’s one of a kind and rooted in efficiency. makes Lohmiller Real oura office: a real estate people like relating I help my kids. Now the naturally many lives. It doesn comprehensive to he the buying and numbers selling come “We want it to be conveniently located so it w Estate unique is that we’re an entirely service independent firm,” explains. YOUR GOALS PRODUCTIVE because doing love.” house orthe a $675,000 process,” says. “We do a something consultation theTohealth community eventsand as well as parti “We’ve really built the businessTracy our way. InI’m everything we do—fromIof give back support to his community, Andrew team at Lo training to marketing to client support and agent Estate contribute portion commissions their pe oi all kinds of to people andbranding style oftothe home. We talk about support— the interior and exteTheyaalso wantoftoall continue growing their 8) HOW TO we’ve INCORPORATE 21) 9-1-1 built it entirelyrior from thewhat ground up.she’s When someone makes the Lohmiller Foundation, a 501c3 that donates w and is needed to receiving help the sale. Weof have help with offer classes out ofnon-profit the office toIclients Today, aCOACHING lot referral business, mainly due feel like have about antoim choice to buy or sell with us, it’s an authentic experience that cannot related to housing and living environments. “My wife, Lind design and presentation, offering a complimentary consultamortgage options, credit clean up, tips for CURRENT EVENTS TO YOUR to her caring nature. “They and know they can text medepartment at 11 at and established this foundat be duplicated somewhere built our own making identity tion else. to beHere, used we’ve as a guide, without them goHuman out andResources home, and overall design ideas. 25) IS STARTING A TEAM THE night, and I will answer the phone,” Kimberly says. She culture.” Likewise, Lohmiller Real the togamut, backthey to the community both here and abroad through vet EMAIL BLASTS AND STAY spend a lot of Estate’s money.”offerings When it run comes their clients, SOLUTION YOUR aims make astocomfortable as possible clients acrossact theastri-state regiontocan turn them toRIGHT Andrew and his charities thatFOR foundation seesloves as important the “concierge,” linking them everything possible Ittheiswhen clear they Tracy her job to andhelping can’ RELEVANT ensuring team and receive capable representation and counsel. “We don’t use a one housing,” Andrew explains. What’s more, the foundation’s first meet, as she understands stressful and unknown including financial lenders and custom home how builders for anything else. With a talent for helping bo p BUSINESS? size fits all approach,” Andrew says. “From commercial and residential to by members of his team, ensuring that all employees tak the process can feel.process. When“We working witha Kimberly, clients she will no doubt continu support throughout the selection also have communication, vacant land and farms—we do it all. We have a wide range of marketing approach to giving back. working knowledge ofproperty, inspection I’ve learned lot she favorite part is the people and the design a they are inmarket, theissues. right hands, anda that will always products available and depending onknow what that and client about new construction and when to ask questions to dive to be creative and stepnoinside else’ know As sheforis the incredibly knowlneeds, we |base our systems and fee be off there of that.for Realthem. estate They is still aalso people future, Andrew shows signssomeone of slowing a Phone 888-461-3930 Fax 310-751-7068 into With understanding things,” Tracy says. “For both isout whattomakes them stand out and what ma business that’s highly deeper interactive.” an impressive 80% of business “Lohmiller going continue to grow as an independe edgeable. “I’m constantly educating myself, I have eight real our buyers and Andrew our sellers, we team do ithave all. We’ve I like theberelationships the most.” driven by repeat and referral clientele, and his made ahad difficult, brokerage that can’t replicated anywhere else,” Andre http://

CONTENTS

mag@topagentmagazine.com | www.topagentmagazine.com estate continuing education classes set up right now, and I’m memorable name for themselves in their extended community. hope is that in the next ten years, we’ll grow as regional bran

always listening to podcasts, webinars and reading books.” throughout thepublisher. Midwest.” Finally, with fourteen sterling ye No portion of this issue may be reproduced in any manner whatsoever without prior consent of the Top Agent For Kimberly, it’s theforstories she hears from clients that what he values most abo As a veteran still active in the Indiana Army National Guard, whom he behind him,her Andrew considers Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the the accuracy of published has served for the past seventeen years, Andrew recognizes“Some the importhuswant far. “Ito love ability to create jobs and make a positiv keeps her also motivated. make me cry, and some materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. tance of leadership and collaboration. During fourteen-year client’s make mehis want to jump career, up andhedown withlife,” joy.”he reflects. “I really value the opportunity to se twice served active combat in Afghanistan. All the while, financial success. Through job creation, good solid advice, To subscribe or change has address, send abroad inquiryinto mag@topagentmagazine.com. to his nuanced oversight, knack for we’re able to create a lasting financial impact on the people Published in the U.S. his business continued to grow thanks After the transaction is complete, she keeps in touch with wise delegation, and the office-wide systems he put in place. “I credit our

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us and do business with us.”

her clients through postcards, coffee, or visits. Many clients Top Agent Magazine become her friends, valuing her trustworthiness and friendly nature. One recent buyer/seller said, “Kimberly helped Forhome more Wright, us buy our new and information then sell our old about one. She Tracy is a


mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back. Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve. 4

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Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves. If you want what someone else has, you should look to them as a role model. What

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are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

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Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day. Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

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Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision. If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic. When you’re feeling emotional...wait. It really is that simple. Wait it out until Top Agent Magazine

you’re back in a rational state of mind and take it from there.

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Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success. In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

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Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed. People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t? They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

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KAREN BARDEN Karen Barden got her start in the real estate industry by working as a mortgage originator. She knew many real estate agents, and always thought about entering that side. Soon, her current broker started recruiting her to join his team, and she decided to just dive in. Today, Karen works solo and serves the Northern Indiana area. Business has been growing steadily over the past few years, mainly due to her repeat and referral business. “Clients keep coming back because I treat them as family,” Karen says. “I get really close to people and I work hard for them.” Understanding how important this transaction is for her buyers and sellers, she takes her job very seriously, and ensures she is always available to guide them. “My clients can constantly get ahold of me, so I’m always following up,” she says. “I don’t care if it’s a $100,000 house or a $500,000 one, to each of those people, it’s the most they will ever spend. I want all of my clients to get a great house.” When working with her clients, she is determined to take care of them and make the process as easy as possible. “I want them to know I will help them take care of any issues that may arise through the buying or selling process. I want them to stop worrying,” she explains. “That way they know I really care about them.” When it comes to marketing her listings, she has a team of stagers who help stage homes if they need it. “People ask me what they need to do to make their house sell faster, and I’m pretty honest with them,” she says. “I tell them what repairs and updates are needed. I don’t like to list it until it’s ready.” Karen posts her listings on Facebook and advertises

through the site, reaching thousands of people who otherwise wouldn’t have seen it. She also has a team of vendors to connect both her buyers and sellers with, so they will always have a go-to person for any issue that pops up in their home. After the transaction is over, clients love to leave five star testimonials about their time with Karen. One recent review read, “Karen is trustworthy and was awesome to work with. Her knowledge about the housing market is excellent...she knew what price to list my parents house at so that not only would it sell fast but it would bring a good price. Karen kept us informed the whole time and always answered our questions promptly. I was very impressed on how hard she works to sell your house. I would definitely recommend her for all your reality needs.” Another review read, “I’m a seller and a buyer. I interviewed a few agents. I picked Karen after speaking to her on the phone. I could tell she was very motivated and hard working. She is knowledgeable of the area. She is very professional, she listens to you as a seller and buyer to fit your needs. She knows what inspections should be done. If you’re selling or buying I highly recommend a ten star agent like Karen.” When Karen isn’t working, she’s spending time with family or staying involved with the community. Every year, she runs a fundraiser called Dancing with the Stars to raise money for and supply food to those in need. Every year, about 400-500 people attend and raise $100,000. As she looks towards the future, she is eager to start a team and would like to hire a buyer’s agent. But no matter how big her business becomes, her love for her job will remain the same. “I love the people, I love meeting with them and connecting with them. I do love houses, but for me it’s all about the people.”

For more information about Karen Barden, please call 574 - 933 - 3410, email karenlbarden@gmail.com, or visit karenkares.com www.

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McKesson Title Corp. is proud to congratulate

Karen Barden

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

LYNN E. ERICKSON, PRESIDENT MCKESSON TITLE CORP.

574 - 936 - 2555 | lynn@mckessontitle.com mckessontitle.com http://

407 N. Center St., Plymouth, IN 46563

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How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes8

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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Top Agent Magazine


One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening. How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team. Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area. Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in. Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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Cassie Richardson Top Agent Magazine

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Under the banner of Pursuit Realty, Cassie Richardson spearheads her work solo and serves clients of all kinds across the greater Indianapolis and southern Indiana region.

CASSIE RICHARDSON Growing up, Cassie Richardson was exposed to the real estate industry at an earlier age than most. Her grandmother worked as a full-time agent and owned investment properties, while her parents ultimately followed suit as investment property owners. As a result, Cassie’s industry training came naturally. After earning her college degree, she launched a career as a paralegal in Indianapolis, cultivating a skillset for detail-oriented work, reliability, 12 Copyright Top Agent Magazine

and professionalism. She even bought her first house at age nineteen, affording her an early, hands-on perspective of homeownership and the transactional process. Five years ago, Cassie made the transition to pursue real estate full-time, following her passion for people and the desire to self-direct her own professional path. Today, she has defined a reputation as an agent known for her personable demeanor, industry insight, and proven track record of success. Under the banner of Pursuit Realty, Cassie spearheads her work solo and serves clients of Top Agent Magazine


all kinds across the greater Indianapolis and southern Indiana region. There, she has set herself apart for her industrious and motivated working style, earning accolades along the way that include Pursuit Realty’s Agent of the Year Award for 2017 and 2018, and 2017 and 2018’s Five Star Professional Award. Likewise, a sizable contingent of Cassie’s business is generated by repeat and referral clientele, which speaks to the lasting relationships she cultivates alongside her clients. To account Top Agent Magazine

for these successes, Cassie credits an upbeat attitude, knowledge, and tried-and-true experience as some of the key drivers of her career thus far. “I try to make myself helpful in any way that I can,” Cassie says. “I have a positive outlook and personality, and I’m experienced in navigating transactions. I really love what I do and taking a hands-on approach. Being out in the field or working with clients really keeps me motivated.” What’s more, Cassie has followed in her family’s footsteps as the 13 Copyright Top Agent Magazine


“I try to make myself helpful in any way that I can. I have a positive outlook and personality, and I’m experienced in navigating transactions. I really love what I do and taking a hands-on approach.” Copyright Top Agent Magazine Copyright 14

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owner of her own investment properties, affording her first-hand insight into the transactional process and the need-to-know financial considerations when buying or selling a home—a value-add that clients take to heart. When approaching the listing process, Cassie ensures that immersive and comprehensive marketing campaigns reach ideal buyers in short order. Beginning with professional photography that showcase homes in their finest lights, Cassie then leverages the power of social media and visibility across more than 200 listing platforms. She Top Agent Magazine

also taps her sizable database and sphere of influence to build word-of-mouth buzz. As a result, listings move off the market quickly, with sellers earning optimal returns on the investment of a lifetime. In reflecting on what she enjoys most about her career as an agent, Cassie cites the ever-changing nature of the industry and the ability to set her own goals, schedule, and momentum as a professional. “I love my job,” she recounts. “Getting out there and being active in helping and talking to people is what I really enjoy—the physical, on-the-go aspect of my work. I also love the emotional part of the transaction. It can be stressful for clients Copyright Top Agent Magazine 15


to approach the buying or selling process, but there’s so much satisfaction that comes from walking someone through that process, relieving their stress, and bringing some happiness to the transaction. It’s so rewarding to help see my clients through to the other side.” To give back to her hometown community, Cassie is an active participant in the local Big Brothers Big Sisters of Central Indiana. In her remaining free hours beyond the office,

she enjoys quality time spent with family and loved ones, cheering on their favorite local sports teams, and enjoying the great outdoors. Considering the future of her career, Cassie intends to continue on her steady path, with plans for future growth and added responsibilities within her brokerage. For now, she is content to lend her expertise in guiding the aspiring buyers and sellers of her community, one home at a time.

To learn more about Cassie Richardson email crlrichardson@gmail.com, visit her website here, or call (317) 796 – 3159 https://property.mibor.com/profile/35331

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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts. Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect. Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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Matt Maloney Top Agent Magazine

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MATT MALONEY Matt Maloney has earned his Top Agent status. Currently ranked among the top twenty Realtors in Northwest Indiana’s Lake County, he has made a name for himself as an agent who consistently looks out for the best interests of his many buyers and sellers. His forthright, honest approach and his exceptional marketing skills are just a few of the reasons for his ever-growing success. “I left a twenty-two-year career at the Board of Trade in Chicago, and was looking for a new career in that same sector,” says Matt, by way of explaining the genesis of his real estate career. “I wanted some kind of part-time job while I was looking, and I called a friend of mine who owned a real estate firm. He showed me how to get licensed, and then I started working with him. I quickly realized that if you want to do this job right, you can’t do it part-time.” That was in 2013, and the rest is history. Matt, currently working with Coldwell Banker in Highland, Indiana, found success in his new industry fairly quickly, and that success continues to grow exponentially year after year. The fact that three-quarters of his business is based on repeat and referral clients is a sure sign that Matt is providing excellent service to his grateful buyers and sellers. When asked what might account for this customer loyalty, Matt points to the fact that he is incredibly responsive. “I’m very much available,” he says. “I respond very quickly. We live in a society of instant gratification, where people want answers or documents quickly. I don’t wait a day until I get back to them; I’m very diligent about returning their calls as soon as I can.” Another factor is the experience he gained during his long career with the Board of Trade. “I know how to negotiate bigger deals,” he explains. “They don’t scare me because with my background

in business, million dollar deals are not intimidating. So I think my clients feel comfortable with me representing them at the negotiating table.” Precise, savvy marketing also figures into Matt’s success story. “My marketing strategy is very targeted, in terms of doing analysis of where buyers are coming from, and hitting ads for certain houses in those areas. I don’t just throw an ad out there. My marketing strategy has evolved into something that’s really working, and I think it’s very unique,” says Matt. Print ads, professional photography and videos are also tools in his marketing arsenal that are employed to great effect. For Matt, the real estate business transcends the transactional, and what he enjoys most is the relationships he is able to build with his clients. “I love becoming a part of my client’s lives,” he says. “I have clients who recently asked me to come to their new home so I could see what they’ve done with the place,” he says, “and I feel like we’ve become great friends.” Matt is also deeply committed to giving back to his community. Formerly a coach of his son’s baseball and basketball teams, he is also a former President of the Munster High School Booster Club. In addition, he currently sits on the Board of Directors for the South Shore Convention and Visitors Authority, a group that focuses on bringing tourism to and touting the benefits of Northwest Indiana. Matt is also a member of his local Chamber of Commerce. Looking to the future, Matt’s plan is to continue growing his business, first adding an administrative assistant, and then forming a team of newer agents he looks forward to mentoring. Above all, however, his foremost objective is to continue offering the incredible customer service that has become his calling card. “I have a passion for helping those who choose to live here feel right at home,” he says.

For more information about Matt Maloney, please call 219 - 301 - 0477 or email MattMaloney@cbexchange.com 20

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Coaching 9-1-1 By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up. Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?” Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business. Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?” Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that? Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services. Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?” Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate. Thanks for any suggestions. Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. Copyright©, Walter Sanford. All rights reserved. 22

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ANDREW LOHMILLER Andrew Lohmiller launched his career in real estate earlier than most. At nineteen, he pursued an ad for a sales position that led him to his first role in the industry. That was back in 2004, and fourteen years later, Andrew has built a thriving practice in Lohmiller Real Estate, an independent brokerage with eighty-five talented team members and a solid presence across the Ohio, Kentucky, and Indiana markets. What’s more, Andrew has built his own reputation as a consummate professional and leader, grounded by the principles of integrity, diligence, and proven reliability. Today, Andrew and his team serve clients across the greater Cincinnati metro and tri-state areas. With roughly seventy-five agents on his roster and an intrepid support staff, Andrew has systematically built an office that’s one of a kind and rooted in efficiency. “What makes Lohmiller Real Estate unique is that we’re an entirely independent firm,” he explains. “We’ve really built the business our way. In everything we do—from training to marketing to branding to client support and agent support— we’ve built it entirely from the ground up. When someone makes the choice to buy or sell with us, it’s an authentic experience that cannot be duplicated somewhere else. Here, we’ve built our own identity and culture.” Likewise, Lohmiller Real Estate’s offerings run the gamut, ensuring clients across the tri-state region can turn to Andrew and his team and receive capable representation and counsel. “We don’t use a one size fits all approach,” Andrew says. “From commercial and residential to vacant land and farms—we do it all. We have a wide range of marketing products available and depending on what that property, market, and client needs, we base our systems and fee off of that. Real estate is still a people business that’s highly interactive.” With an impressive 80% of business driven by repeat and referral clientele, Andrew and his team have made a memorable name for themselves in their extended community. As a veteran still active in the Indiana Army National Guard, for whom he has served for the past seventeen years, Andrew also recognizes the importance of leadership and collaboration. During his fourteen-year career, he has twice served abroad in active combat in Afghanistan. All the while, his business continued to grow thanks to his nuanced oversight, knack for wise delegation, and the office-wide systems he put in place. “I credit our

agents, management, and staff that believed in our business plan and the tools that we were using,” he says. “Our team wasn’t scared by the risk of having an Owner/Broker who was out of the country, and in turn, their confidence in their ability to do business translated to client confidence. At the root, we maximize our clients’ position through good training, solid negotiating, top-notch marketing, and state of the art technology. By incorporating those things wisely, we benefit by benefitting the clients.” In fact, Andrew and his in-house marketing team’s regimen is extensive and leaves no detail unaccounted for. Leveraging professional photography and editing, Matterport tours, videos, and print collateral, Andrew ensures each property is showcased in an immersive capacity. From there, exposure across social media, more than 89 online listing outlets, and six MLS platforms nets interest from prospective buyers far and wide. “My clients work with me because they’re looking for authenticity, confidence, and somebody who is going to get the job done—guaranteed every time,” Andrew says. “When my clients refer me, they know what their friends and family will get: a professional who walks the walk, talks the talk, and knows real estate inside and out. That’s what people get from any agent in our office: a real estate expert.” To give back to his community, Andrew and the team at Lohmiller Real Estate contribute a portion of all commissions to their office-founded Lohmiller Foundation, a 501c3 non-profit that donates to worthy causes related to housing and living environments. “My wife, Lindsay, runs our Human Resources department and established this foundation. We give back to the community both here and abroad through vetted, A+ rated charities that the foundation sees as important to helping people find housing,” Andrew explains. What’s more, the foundation’s board is staffed by members of his team, ensuring that all employees take a hands-on approach to giving back. As for the future, Andrew shows no signs of slowing anytime soon. “Lohmiller is going to continue to grow as an independent, authentic brokerage that can’t be replicated anywhere else,” Andrew says. “My hope is that in the next ten years, we’ll grow as regional brand with offices throughout the Midwest.” Finally, with fourteen sterling years of service behind him, Andrew considers what he values most about his career thus far. “I love the ability to create jobs and make a positive impact in a client’s life,” he reflects. “I really value the opportunity to set them up for financial success. Through job creation, good solid advice, and training, we’re able to create a lasting financial impact on the people who work for us and do business with us.”

To learn more about Andrew Lohmiller email ALohmiller@LohmillerRealEstate.com, https://www.facebook.com/lohmillerrealestate/ visit LohmillerRealEstate.com, call (812) 584 – 6880, or visit his Facebook page here. www.

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KIMBERLY SLUCHER For Kimberly Slucher, entering the real estate industry was a serendipitous event. She was taking a break from nursing school and was thinking about what she could do in the meantime. Real estate popped into her head, and she hit the ground running. “My first year, I didn’t enjoy what I was doing, but then I realized numbers can’t be my goal, I need something more,” she says. “So I decided I would help people.” With a true love for people, it became a dream career for Kimberly, and she’s excited to continue growing. “I’m a mother of six, so now I approach it like I am a mom in real estate, helping people like I help my kids. Now the numbers come naturally because I’m doing something I love.” Today, she’s receiving a lot of referral business, mainly due to her caring nature. “They know they can text me at 11 at night, and I will answer the phone,” Kimberly says. She aims to make them as comfortable as possible when they first meet, as she understands how stressful and unknown the process can feel. When working with Kimberly, clients know they are in the right hands, and that she will always be there for them. They also know she is incredibly knowledgeable. “I’m constantly educating myself, I have eight real estate continuing education classes set up right now, and I’m always listening to podcasts, webinars and reading books.” For Kimberly, it’s the stories she hears from her clients that keeps her motivated. “Some make me want to cry, and some make me want to jump up and down with joy.” After the transaction is complete, she keeps in touch with her clients through postcards, coffee, or visits. Many clients become her friends, valuing her trustworthiness and friendly nature. One recent buyer/seller said, “Kimberly helped us buy our new home and then sell our old one. She is a fantastic agent who is very professional, knowledgeable, and is very easy to work with. She always answered our questions promptly and even worked with us on holidays. Due to an issue related to selling our home, she had to do a lot of legwork to get it sold, which she was more than happy to do. We would not hesitate to use Kimberly again, and we would recommend her to anyone.” Another review read, “Kimberly is knowledgeable, professional and very 24

enjoyable to work with. She stays on top of the process from start to finish. She shows concern for how the home and surrounding area will work for my family. She is readily available. We were in quite a hurry to find our current home and we’re coming from out of state so she helped us pack a lot of showings into a single weekend!” As Kimberly looks towards the future, she is eager to help more people, and eventually would love to start her own team. “I love healthy competition. I love watching people grow and my business grow, and I’m looking forward to the next step.” And her love for this industry will certainly continue to grow with her business. “I love the fact that I can touch so many lives. It doesn’t matter if they are buying a $23,000 house or a $675,000 piece of land, I love to be able to help all kinds of people into and out of their homes. It makes me feel like I have an impact on someone’s life.”

For more information about

KIMBERLY SLUCHER, call 260 - 443 - 8472 or email Kimberly.Slucher@century21bradley.com Copyright Top Top Agent Agent Magazine Magazine


Is Starting a Team the Right Solution for your Business? You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision. 25


The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans26

actions in sometimes stressful circumstances. Having the right team spirit, so to speak, is what will help your business and team grow. The ultimate goal of a team is to have thriving careers for everyone on board. So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we? Top Agent Magazine


TRACY WRIGHT For Tracy Wright, entering the real estate business was a natural choice. “My mother was in title insurance my entire life, and my husband was in real estate vendor concierge services,” Tracy says. Although she received her degree in early childhood education and worked as a teacher, she decided to explore this new career path, and hasn’t looked back since. Today, she has a team consisting of her husband, mom and two other long time real estate professionals. Her mom was the first one to join the team, and it didn’t take long for them to be recruited to join Encore Sotheby© International Realty as founding members. Her team serves the greater Indianapolis area and surrounding communities with a special focus on Zionsville and Carmel. They have experienced continuous growth over the past decade. One of the reasons for that growth is their extensive knowledge about real estate and new construction. “We offer a very comprehensive service relating to the buying and selling process,” Tracy says. “We do a consultation of the health and style of the home. We talk about the interior and exterior and what is needed to help the sale. We have help with design and presentation, offering a complimentary consultation to be used as a guide, without making them go out and spend a lot of money.” When it comes to their clients, they act as the “concierge,” linking them to everything possible including financial lenders and custom home builders for support throughout the selection process. “We also have a working knowledge of inspection issues. I’ve learned a lot about new construction and when to ask questions to dive deeper into understanding things,” Tracy says. “For both our buyers and our sellers, we do it all. We’ve had difficult,

tangled deals in the past, and no matter what, we always come out on top and keep a positive and helpful attitude.” After the transaction is over, they stay in touch with their clients and keep them updated on the market. “We do advertising electronically. We contact them regularly by social media and email, keeping them in the loop about everything including the current inventory,” Tracy says. In addition to Tracy’s work in real estate, she also dedicates time to her community. “At one point I was doing a lot of supporting of the local politicians,” she explains. Now, she mainly focuses on supporting community events both financially and as a volunteer. As she looks towards the future, she is excited to open up their own satellite office on Main Street, which will still be under the Encore Sotheby© International Realty umbrella. “We want it to be conveniently located so it will help us better support community events as well as participate in them.” They also want to continue growing their personal brand and offer classes out of the office to clients about everything from mortgage options, credit clean up, tips for the care of their home, and overall design ideas. It is clear Tracy loves her job and can’t imagine doing anything else. With a talent for helping people and good communication, she will no doubt continue to grow. “My favorite part is the people and the design aspect. I just love to be creative and step inside someone else’s world, figuring out what makes them stand out and what makes them special. I like the relationships the most.”

For more information about Tracy Wright, call 317 - 281 - 0347 or email tracy.wright@encoresothebysrealty.com, visit tracywright.net www.

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