Kansas 4-30-18

KANSAS EDITION

5 Tips to GET NEW CLIENTS Are Your Presentation Skills Costing You MONEY? 6 Habits HIGHLY Topof Agent Tips and Questions for CHOOSING YOUR LISTING AGENT BUYERS AND SELLERS: Understanding How Home Inspections are Negotiation Tools

FEATURED AGENT

SHELLY CRANE COVER STORY

LINDSAY SCHULZE

KANSAS EDITION

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LINDSAY

LINDSAY SCHULZE SCHULZE

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SHELLY CRANE

CONTENTS 4) 5 TIPS TO GET NEW CLIENTS 13) TOP AGENT TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING AGENT

17) BUYERS AND SELLERS: UNDERSTANDING HOW HOME INSPECTIONS ARE NEGOTIATION TOOLS 20) ARE YOUR PRESENTATION SKILLS COSTING YOU MONEY?

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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LINDSAY SCHULZE

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LINDSAY SCHULZE Lindsay Schulze, Top Producer for the #1 Koehler Bortnick Team, received a number of accolades dur­ ing her 10+ years as a REALTOR®, from Rookie of the Year, to Ingram Business Magazine’s “Top 20 in Their Twenties” for 2010, to 5 Star Agent Best in Client Satisfaction (2007­2015) by KC Magazine.

She ranks as the top 1% of all REALTORS® in Kansas City.

The REALTOR® kicked off her real estate career at 22 at the encourage­ ment of a family friend. She was working in advertising when she says she decided to make the jump, and has loved it ever since. “Real estate is a part of everything I do,” said Schulze. “I have always loved houses, working with others, and creating long­lasting relationships that move people forward in their lives.”

but Lindsay joined multiple area networking groups, connected with friends and constantly added people to her networking list to give herself an edge.

Just a few years after Lindsay started her career during a “prime market,” the great recession forced her to adapt by engaging in short sales, foreclosures, and REOs to survive. “Those were the hardest deals I had to work with,” she said.

“I learned how to manage them and to keep my clients calm and happy; communication was key. I learned a tremendous amount during the process both personally and professionally. It took every ounce of me to get a buyer and seller to close successfully, but I did it and remained a top producer during those years.”

For the past ten years, Lindsay Building a sphere of influence as a averages about 90% referral base and newcomer to Kansas City and getting sold 83 houses last year alone, when potential clients to look past her age the average Kansas City agent sells was challenging in the beginning, twelve. The fact that she produces 8 Copyright Top Agent Magazine

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“EVERY HOUSE WE’VE LIVED IN, WE HAVE RIPPED OUT, RESTRUCTURED, PUT BACK TOGETHER AND SOLD.” these kinds of numbers on her own not be where I am today without his support and knowledge.” is astonishing!

Lindsay and her husband Nick, who met through real estate, also contributed to flipping houses for eight years. “Every house we remodeled we ripped out, restructured, put back together and sold,” she said. “I learned a great deal from my husband and would Top Agent Magazine

“I receive phone calls from past clients asking about remodels and updates. I keep in touch in a valuable way and I am always available to my clients, past and present,” she said. “My clients are the reason why I am where I am today. I owe them my knowledge in real estate to help 9 Copyright Top Agent Magazine

“I GET EMAILS FROM CLIENTS I SOLD SEVEN YEARS AFTER A TRANSACTION TO ASK ABOU T REMODELS AND UPDATES.” them make smart decisions in what managed to show a home to a client in Switzerland via Facetime and sold can be their largest investment.” a number of houses to clients, sight The agent’s business also includes unseen! Lindsay adds, “Relocating relocating buyers through a network to a new city can be extremely within her company. Lindsay even stressful. It is my job to introduce 10 Copyright Top Agent Magazine

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them to this city through real estate, schools, grocery stores, and daycare.

Anything I can do to help them — I am their one stop shop!”

This top producer is best known for her communication, aggressive negotiation skills and knowledge of the market. She sold over $100 million in real estate over her career and over 400 homes. She lives and breathes real estate and was clearly born to sell.

“I feel so blessed to have found my Top Agent Magazine

niche in life at such an early age,” said Schulze. “I wake up every morning feeling so lucky that I get to go to work and love what I do. My clients make me want to give them everything I have. They challenge me and I am continuously pushed to provide them better service. I walk away from every person that I work with feeling like they gave me experience and knowledge to make the next deal even better! My clients are with me for life and I love every minute of it!”

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FOR MORE INFORMATION ON LINDSAY SCHULZE, VISIT HTTP://LINDSAYSHOMES.COM CALL: (913) 239.2075 EMAIL: LINDSAYS@REECENICHOLS.COM REECENICHOLS REAL ESTATE 5000 W. 135TH ST. LEAWOOD, KS 66224

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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: Top Agent Magazine

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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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Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections.

For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money.

THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise.

If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price.

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process.

As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home.

Be sure to attend the inspection or assign a proxy if you’re out of the area.

Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts.

HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results.

Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations.

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SHELLY CRANE Shelly Crane got her first taste of the real estate business when she was brought on to do accounting at a local brokerage. Her boss at the time, noticed that Shelly had a way with customers, and encouraged her to get her license.

But Shelly wasn’t initially on board. “I didn’t want to be a sales person. I went into my test thinking I just wouldn’t try, but I’m someone who always has to do my best, so of course, I passed. I had a sale shortly after starting and I was hooked. I realized this business isn’t about sales, it’s about relationships. It’s been 12 years now, and I haven’t looked back since.”

After ten and half years with a small local agency, Shelly decided to branch out on her own and opened Almost Home Realty. She has quickly become one of the most in demand boutique agencies working in her area. She currently has several agents working for her, who all share Shelly’s business philosophy of always putting the client’s needs first.

She recently brought on an assistant in order to help her with her personal clients, which has allowed Shelly to focus more on what she does best, being out in the community and helping more people.

Shelly’s success has everything to do with her stellar reputation for operating herself and her company with the utmost integrity. “In a small town especially, your reputation is everything. I would say that is probably the number one thing I have going for me. I earned that reputation by being highly ethical, having a strong work ethic and providing an unsurpassed customer experience.”

Another way Shelly has set herself apart is with her educational approach to sales. “I have a degree in education, which has really been a huge advantage when it comes to working with people throughout the process, especially because I work with a lot of first time home buyers. This is often times the biggest financial decision people make in their lifetime, and I’m able to guide and educate them every step of the way. From the start, I provide my clients with clear, constant and honest communication. I’m willing to have those hard conversations upfront, because I’m not just about making a sale. I’m about doing what’s right for my clients. I always have their best interests at heart. I think my approach makes the whole process virtually stressfree, which is what keeps my clients not only coming back, but referring me to their friends and family, as well.”

Shelly is actively involved in her community and does a lot of charity work through her church. She’s also a huge supporter of local youth sports teams, and is always looking for more ways to give back to the community that she loves and represents. When she isn’t working, she loves to spend time with her family, and enjoys getting on her tractor and mowing her 40 acres to unwind.

Already one of the top agents in Kansas, Shelly would like to continue to grow her business and bring on more agents in the near future. “I started this journey in order to make a difference. I’m really passionate about what I do.I see what I do as a mission trip. I have the ability to touch a lot of lives. It’s really been a blessing.”

To learn more about Shelly Crane and Almost Home Realty, call 785-263-5028, email shelly@almosthomerealtyks.com or visit almosthomerealtyks.com www.

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Are Your Presentation Skills Costing You Money?

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ometimes we’re so focused on technology and education that we forget this is a “people business”. And, a great deal of the money you make comes from your ‘point of contact’ skills. What do I mean by that? Lead generating dialogues and presentation dialogues. Yet, how much do we work on those verbal skills?

Unfortunately, communication sales skills have gotten short shrift in the last decade. Why? I think it’s because many of us are so challenged by technological changes. But, slow down. Think about how you actually make money. It’s at point of contact.

Getting better at point of contact skills translates into more money in less time.

We’re All Presenters Everyone in the real estate business presents: Agents present, when they are doing listing or buyer presentations. Managers present when they are recruiting, or doing their office meetings. Mortgage and title 20

By Carla Cross

When you’re doing a listing presentation, what do you want to happen? You want them to sign the listing agreement when you’re done. reps present when they are in front of a group of agents in an office, talking about their services. So, doesn’t it make sense to become ‘killer’ at those presentations? You’ll double your money and halve your time.

Bug Off: I Do Okay Just Like I Am Yeah. I know. As a musician, I’ve worked with literally hundreds of people who thought they ‘played good enough.’

Some people just get to a certain performance level and leave it there. Have you ever thought that, often, our presentation strategies (or lack of) work in spite of us, not because of us?

As a musician, I know the thrill of performing at high levels. So, open your mind and consider

stepping up to a higher presentation level. Not only will you have personal satisfaction, you’ll make more money!

Now, let’s tackle one set of presentation skills: Organizing that presentation effectively.

Having heard listing presentations that wander all around the world, I know the importance of effective presentation organization.

Three Steps to Organize Your Presentation to Knock Their Socks Off Most of the time, we just get in front of people and say whatever we think of first. That leads to some big presentation mistakes, and costs us ‘sales.’ Instead of stumbling through a presentation, why not organize it to Copyright Top Top Agent Agent Magazine

grab their attention, persuade them to your way of thinking, and motivate them to action?

You can. In my new resource, Knock Their Socks Off: Tips to Make Your Best Presentation Ever, I show a simple three-step format to create your persuasive presentation. No matter why you’re in front of people, we need to be persuasive Think about it. When you’re doing a listing presentation, what do you want to happen? You want them to sign the listing agreement when you’re done.

So, it’s extremely important that you organize your listing presentation using a persuasive format, not just an information-heavy dialogue flow.

Grab Their Attention in the Opening Have you thought about your opening? Or, are you nervously standing at the sellers’ door, worried about what you’re going to say? Are you hiding in your office because you dread doing that sales meeting? When we haven’t organized our presentation, we come up with some really boring, off-putting openings, like: I won’t take much of your time, but...

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We have a lot to cover today We won’t get through the outline I know you don’t want to listen, but...

I’m not really prepared

You just open your presentation book, point to the pretty pages, and say, “here’s a keybox” (I’m not kidding. I’ve seen it….)

Great openings, yes? Yet, we’ve heard them dozens of times. You don’t have to settle for whatever 21

If you’re doing a presentation to sellers, one of the major objectives of your presentation is to persuade them to your listing price point of view. comes ‘naturally.’ Instead, make your openings: Provocative Interesting Different Engaging I just attended a ‘Train the Trainer’ session (yes, I still learn great stuff every day!), where the trainer said it was important to engage the audience in a meaningful way in the first two minutes of your presentation. I think that’s a great rule to follow today, because people’s attention spans are the length of a gnat’s eyebrow. So, the next time you attend a presentation, see how much time elapses before the speaker/presenter/trainer gets the audience into meaningful action.

I don’t mean to ask a rhetorical question, either!

A Middle That Educates Your ‘Audience’ to Your Point of View In the middle of your pres22

entation, add those stories, statistics, and visuals that support your point of view. By the way, as you create that presentation, jot down your point of view. If you’re doing a presentation to sellers, one of the major objectives of your presentation is to persuade them to your listing price point of view.

Retention is Key

Why Use Visuals?

Three days later:

There are two reasons to use visuals in your presentation:

We retain 10% of the information when we hear it

We believe what we see

We retain 65% of the information when we hear and see it

We retain the information much longer As you organize your presentation, ask yourself:

Have you ever met with sellers or buyers, given them lots of information—and then had them question you about it a few days later—as if they never heard you—or heard you backwards? That’s because people don’t hear and retain very well.

Look at the statistics:

So, use visuals to prove your points, not to merely show pretty pictures of houses.

The Ending: What are the main, and fre- Back to the Beginning quently, unspoken objections my ‘audience’ will have? How do I educate them to show them the reasoning behind my point of view?

Have you thought about your wrap-up? Or, like many presenters, does your ending sound like this?

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Well, that’s all. What do you think?

pop tunes are constructed with this format:

We’re out of time. Thank you.

I hope you’ll list with me

theme—variation—theme

I don’t have time to close.

I couldn’t get to much of the material, but you can read it In fact, even the most professional presenters frequently have trouble with their endings.

One of the main reasons is that they run out of time. Another is that they haven’t thought the ending through.

How to Do a Stunning Ending Crafting an effecting ending is the second most important part of your presentation. (The first is the opening). To craft a great ending, Go back to your beginning opening theme Summarize the benefits of going ahead with you/take action Motivate your ‘audience’ to take action

A Great Presentation is Crafted Like a Pop Song As a musician, I know that all Top Agent Top Magazine Copyright Agent Magazine

This is known in the music business as the ABA format.

Think of your favorite pop tune: Hum the beginning.

Think of the end. They’re alike, right? It’s the middle— known as the ‘bridge’—that is the humdinger. It wanders all around. Your persuasive presentation should be crafted like that pop tune: A. A compelling start (think Billy Joel, Neil Diamond, etc.)

B. An interesting, developed middle, with stories, statistics A. Back to that theme, with a motivating ending Now, you’re all set to craft a great listing or buyer presentation, great recruiting meeting or sales meeting, or awesome product/service presentation to any audience.

Carla Cross, CRB, MA, President of Carla Cross & Co., is an international speaker, coach, and resource provider specializing in real estate management. A former master level CRB instructor, and National REALTOR® Educator winner, Carla was recently named one of the 50 most influential women in real estate. For a free document on standards to establish, email Carla at Carla@carlacross. com and ask for standards document.

Carla has written six internationally published books, and provides coaching programs for management, including her affordable inoffice coaching programs Up and Running in 30 Days and On Track to Success in 30 Days for Experienced Agents, which provide standards, focus, and accountability.

Reach Carla at 425-392-6914 or www.carla cross.com.

P. S. Practice!

Many more tips on presentations and presentation skills are in my new resource, Knock Their Socks Off: Tips to Make your Best Presentation Ever.

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