MICHIGAN 3-7-22

MICHIGAN EDITION

MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS THINKING OF LISTING? NINE WAYS TO GET READY 5 TIPS TO GET NEW CLIENTS COVER STORY

SUSAN KAZMA

FEATURED AGENTS

JOHN MAYA ANDREW FOX, JR. DAMIAN VOLANTE JOANNIE BOUMAN SADA McNIEL

5 FRESH NEW APPROACHES TO CONTENT MARKETING

MICHIGAN EDITION

ANDREW FOX,MAYA JR. JOHN

After purchasing his first rental prop“Andrew is very knowledge 7 in 2002, Andrew Fox was17 23 considerate. I knew I was in t erty hooked on real estate. “I was intrigued by the of a professional and it calmed whole process,” he explains. He decided and removed a lot of the press to take a position at one of the largest this process. I would highly rec mortgage companies at the time, and him to anyone that is looking to his passion continued to grow. Soon he a home at this time.” earned his real estate license and began working full-time as an agent. Today he Though real estate takes up works as a solo Realtor®, focusing on Andrew’s day, he does carve fixing and flipping his own properties as SUSAN KAZMA JOHN MAYA ANDREW FOX, JR. for his community. He is the well as helping buyers and sellers ful(Polemarch) Southfield Alumn fill their real estate goals. Serving the of Kappa Alpha Psi, Inc., whe otection District Manager with greater property Detroit area, muchprofessional of his busi- photographs quently gives back to those in 24 27 to market the list- get many 28 people etail company, Damian and videos that uses ness consists of repeats andhe referrals. in my network involved in ternity’s various projects, including literacy Toplike Agent Joannie Bouman the last gathering.

The 5 years into a successful ing on social media platforms FaceAndrew’s deep knowledge of the city and the complexclothing donations, and more.”

During any f Throughout her has over 19 years of real away in the Spring an the client bought it and had to spe No. Don’t do it.

This is not for you.

How many realized he wanted to do book. One of his most effective strategies ities of real estate have helped him grow.

“At one point, he’s enjoying moments with his two-year-old ® on a the new roof.

“That oneshe person ga say that?serving times have you around heard a aREALTOR estate through experience Fall where person McNiel has alw gave him a greater sense torental create a buzz I ownedis65 properties in the city,”home Andrew says. and making new memories with his family. referrals in a month.”

For a home buyer, sometimes it’s the exact kind West Michigan area.

Prior a pickup truck.

Real Estate looked like Coming Soonwith features online, followed driven to help o “So I’ve been dealing Detroit properties and all of blunt assessment that’s to needed.

That’sinwhat working estate, the different ways to sell and leading acquire them for years.”

As real time goes on, hebeginning plans to continue ge—a fast-paced industry by ansomeone open house into the weekherexpa That’s the way John Maya likes toc like John Maya,Joannie an agentspent with20 eXp years workIn addition to her real Having been through the process of buying and selling business and start his own team.

“My goal is use the marketing experiend, Realty when inmost buyers are doing their John got hisand realhelp estate license in 202 Troy, Michigan, a suburb of Detroit, school teacher, ing in the automotive industry find Joannie heading multiple times himself, Andrew loves to prepare his clifew team members them develop the d to help people with one DAMIAN VOLANTE looking.

That entices offers onMcNIEL pursue calling a meant year late offers his clients.

Callmultiple ithis Realty JOANNIE BOUMAN SADA ents for their next steps and utilizes owna Reality. personal he says.

Andrewthe truly feels until heherself was to as product launch engineer raises for various com found see $7 million in business in the last up eiga portant financial decisions the property. experiences tofor advise them. industry, and is grateful every day to wake interior automotive parts. While she loved the peocompany gave that away opportunity and is barreling toward $10the mb “Most people tell me I’m very authentic, very t first he’d have to make one himself. work. “I2021 feel honored and blessed to have ple she worked with, she didn’t feel like she made a Michigan coast at vari million in 2022. genuine.

I just tell it like it is, very straightforFor hisconnects buyers, thiswith meansclients guiding regularly them in finding the nity to do something to I genuinely enjoy.” her entreprene Damian through difference anyone’s life. former job was a lot 250 coats to 2 element But needs, Iinwill also tell them right propertyward. for their negotiating to “My get them e in 2019, but didn’t quit my old job social media posts and quarterly updates.

He reaches whilecharity still auction com of possible, numbers, gauges and Everything took so dren’s when I don’tand think it’s right for small the best price tending tomachines. every amian recalls. “I worked real estate out several times a year to see if there’s anything outgoing personality.

In 2012, her realm long getAndrew from start finish.”

Asalla working mother, What Joannie loves detail. At thethem,” same to time, takesto advantage John said, offering upher an of bout a year, until I decided I was they the need. he’s not working he enjoys live latestWhen technology to advertise his sellers’ listings.

“I Joannie where decidedhetotold make the switchher at aa time taking someone ou example a client offered role when in theirisnew company.

S use traveling a CRM system that allows me market my prophe transition. It was a huge leap of music, just hanging out with his famthat, on his budget and what joborbased satisfaction wasto low and travel commitments for them into a better on Sada found quick success in the business, e ertiesfriends. on all the social media platforms, likepass Facebook, he could afford, heAfter should en incredibly rewarding.” ily and He loves staying active with his 3by her father-in- possible. “[I love] gett work were high. being coaxed Instagram, and LinkedIn. I’ve the alsoclient invested insphere a tool of trusted colleagues and satisfied azoo. a (broker/owner/partner home that liked law for Woodland Realty); she money or the most mo children, takingon them to the park or to the called Elevateunless whichhe helps me analyze the performance was agent willingand to loves make a spans the region.

The rest is history. is now a solo what she does and everyrepresents clients all over the of my social media posts.” Throughout it all, Andrew significant financial investment thing aboutplans the real Joannie’s biggest wish stays in constant contact with every clientbusiness. to increasensure rea with eXp Realty. He has already Going forward, Damian to estate continue in a new roof. The client, ini® theyproduction are on the same law will wantNextHo to step u usiness after only a few years in the ing his andpage. begin building hisToday, own real Sada is a REALTOR with

DAMIAN VOLANTE

JOANNIE BOUMAN

SADA McN

SUSAN KAZMA

CONTENTS

4) 5 FRESH NEW APPROACHES TO CONTENT MARKETING

20) MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS

14) 5 TIPS TO OF LISTING? tially upset, passed25) on theTHINKING home.

Joannie primarily specializes in the Ottawa County has all the necessary q g 28 transactions 2021 forCLIENTS a sales estate investment portfolio.

He NINE also planswhere to buildshe aTO aexperience family member of assists clients throughout Gene GETin NEW GET READY Delivering aIronically, stress-free to allWAYS involved, area of Western Michigan.

She is a natural “people” andabout lives Andrew in nearbyFox G For more

million. Most of that business comes teamAndrew that will him continue deliver thein same hashelp established himself asto a go-to agent the surrounding areas. Drawing from and the person and is always looking a “win win” deal start in that arA please him call to 248-385-3490 Copyright Topor he’s developed on social media, or exceptional service which afor repuregion. Those whofor work with he himhas loveearned to spread the experience as a teacher, she has cultivate for her clients.

Repeat referrals account for 90% of continues to manage afoxjr.thefoxteam1@gmail.c word about with onedecision recent client saying, als of happy clients. The praise of tation.

“This is his thework, best career I ever made.

Joannie’s business and she workflow has never once purchased tually handing all o around the core values of itcom s that story, with one buyer writing: The sky310-734-1440 is the limit!”

Phone 310-734-1440 | Fax a lead! Having started with her back against the wall, takeCopyright this moment toM Top Agent tegrity, and expertise, meeting the needs o e real deal. Damian worked consishas worked very hard and is very proud of the systor), her amazing fam mag@topagentmagazine.com | she www.topagentmagazine.com e clock for us in helping us find our or seller. tem of follow ups she designed to get her business to Coldwell Banker Sch No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine here were a few times I would have this point. It represents not only returning families but

by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top ion real late atis published night, sometimes as also their children, parents, aunts uncles.a “People When listing property, Sada is there for Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its and authors.

M! He would respond immediately! are great.

I don’t know how else to say it.

People are To subscribe or change address, send inquiry to mag@topagentmagazine.com. throughout the process.

Starting out, she es that my wifePublished and I found homes at phenomenal to work with.” in the U.S. prepare their home for the market and su t, and really wanted to get in to see with $20.7M a suite in ofsales professional photography se at!? Damian had us in the very next This past year Joannie generated vol2 Top Agent Magazine ume. She not only hires a leveraging professional photographer the extensive resources availa ! Damian will get you to the closing but offers a professional stager for every home to shegive each seller an ad l be a pleasure working with him.”

NextHome Inspire

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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SUSAN KAZMA Top Agent Magazine

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SUSAN KAZMA “I understand that this is a service business.

It’s so important to really care about your clients, and I love having that connection.”

When Susan Kazma began selling real estate in 1979, she couldn’t have predicted where her journey would take her. “I was in real estate for 60 days before the whole market crashed, interest rates soared to 15 1⁄2%, and unemployment rose sharply to 24%,” Susan recalls.

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Getting started in the midst of a recession was challenging, but it helped her build the skills she needed in order to thrive in the real estate business. “I decided that no matter what, I wasn’t going to give up,” Susan says. “I was going to work tirelessly and reinvent myself until I figured out how to survive that market, Top Agent Magazine

and that’s exactly what I did. From that experience, I realized that whatever life throws at me, I’ll figure it out and make it work.”

This determination and can-do attitude have helped Susan grow her business over the past 40 years, allowing her clients to achieve their real estate goals no matter what obstacles lie in their way.

As Broker/Owner of Success Realty West Michigan, Susan has 38 agents working with her serving the West Michigan area. A recent Top Agent Magazine

move to new office space gives Success Realty West Michigan the opportunity to grow and serve more agents and clients in the future.

With this new office environment, the company is recommitting to upholding the Triple Bottom Line as a core value, keeping business focused on good for people, the planet, and profit. Her emphasis on human relationships truly sets Susan apart. “I love this business, and I love serving clients,” she says. “I understand that this is a service business. It’s so important to really care about your clients, 9

and I love having that connection.”

Susan’s sense of humor puts her clients at ease. “I tell my clients that I’m a plethora of obscure, unnecessary knowledge that comes in handy every once in a while!” she says.

“During almost every transaction, there are these little gems that come with 40+ years of experience that I can pull out of nowhere!

They’re usually things nobody else would think of or know about, that give real value to the client.”

Real estate agents are drawn to work with Susan for her compassion, as well as for the resources she provides to help them succeed. She uses her hands-on experience to execute and implement tech into her business platform and shares her innovations

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with her agents to make it easier for them.

She completed the Dotloop Certified Looper course in November and is now a certified looper, or as Sue prefers to say, she is now “Certifiably Loopy.”

Susan also put some of her unique personality into creating the new office space, which is a 20-year dream realized. Intentionally designed and supervised by Ellyn Olney, Operations Manager at Success Realty West Michigan, the new space has an open concept floor plan, private glass office pods, agent drop-in stations, classrooms, a modern kitchen, and seating areas throughout for the comfort of everyone who walks in the door. This new space perfectly represents Susan’s vision for creating a hybrid space, incorporating modern business design while still providing

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community for the team.

At Success Realty West Michigan “We’re not only agent-centric here, we’re client-centric as well. Just as I try to empower my agents, I also try to empower my clients. If you work directly with your clients before their house goes on the market, and you take time to do it right the first time, then you will have much better success for them than if you’re in a big hurry to make a quick sale.” Susan not only prepares her agents to sell at top market value, she prepares them for the obstacles that can occur during the buying or selling of real estate so they head off 90% of the problems before they happen, and that’s what sets her team apart.

In that same vein, Susan decided to become an independent agency just two years ago, Top Agent Magazine

reinventing herself yet again. Making this change was the right choice for her business and the agents. When the decision was made to go independent, everything just went together seamlessly.“Being independent and staying local with our marketing dollars was a great decision. Our agents are now sharing with us what they need and want, and we are listening.”

Susan also owns Success Licensing, a real estate pre-licensing school with her business partner in the school, Deb Malamis. Success Licensing features hands-on, in-person training with an exceptionally high pass rate due to the support they offer students including a cram for the exam session and individual follow-up with each student until they pass. “We have worked very hard to have an exceptional exam pass rate,” Susan says. “We actively 11

support each student to get them licensed because we feel that they are all important.” So much so, that Deb knows exactly where each of them is in the study process to obtain their license, and helps them overcome any challenges they may face.

On the personal side of things, Susan is married to Matt Rockwell, a retired teacher. Her inner child loves to play the piano, scratch cook—

appointing herself the “West Michigan’s Official Ravioli Queen”—and is an avid gardener.

Susan looks forward to continuing to serve her team and her clients for years to come. “I really love this calling,” she says. “I was so lucky to fall in love with my first career and never want to do anything else.” And that’s why Susan Kazma is the experience you trust and the innovation you deserve.

To find out more about Susan Kazma, call 616-262-0704, email Susan@SusanKazmaTeam.com, or visit zillow.com/profile/SusanKazma www.

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5 Tips to Get New Clients

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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

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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3

Partner up with a Relocation Company

4

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 16

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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JOHN MAYA Top Agent Magazine

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JOHN MAYA

No. Don’t do it. This is not for you. How many times have you heard a REALTOR® say that?

For a home buyer, sometimes it’s the exact kind of blunt assessment that’s needed. That’s what someone like John Maya, an agent with eXp Realty in Troy, Michigan, a suburb of Detroit, offers his clients. Call it Realty Reality.

“Most people tell me I’m very authentic, very genuine. I just tell it like it is, very straightforward. But I will also tell them when I don’t think it’s right for them,” John said, offering up an example where he told a client that, based on his budget and what he could afford, he should pass on a home that the client liked unless he was willing to make a significant financial investment in a new roof. The client, initially upset, passed on the home.

Ironically, a family member of 18

the client bought it and had to spend $20,000 on a new roof. “That one person gave me three referrals in a month.”

That’s the way John Maya likes to do business.

John got his real estate license in 2020 but didn’t pursue the calling until a year later. He closed $7 million in business in the last eight months of 2021 and is barreling toward $10 million to $12 million in 2022.

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“I was a manager at Rite-Aid. I knew I wanted more. I have a passion for helping people. So, I really wanted to do something different. I was never in sales, so it was a big shift. But once I got comfortable with being uncomfortable, that’s when my career took off,” said John, who covers the Oakland, Macomb and Wayne County areas of Michigan. “I just started connecting with people on a different level. Seeing the satisfaction on people’s faces because of my help, it was an amazing feeling. I look back on it and I wish I had done it sooner.”

Part of his quick success, he said, is learning the art of time blocking. “If you’re (meeting) with me, I devote the time to you to the point where if I get another call, I won’t answer that other call. I try to mirror and match with every individual. I try to see their side of the story and try to help them and let them know I understand what they’re going through,” said John, markets his listings on social media with some paid Google and Facebook advertising thrown in, as well as reverse prospecting with other agents. He has also built his reputation with active work in his church and donating part of his commission to the community, the American Red Cross and St. Jude’s Hospital.

“It’s a blessing. It’s been amazing. I was in retail and always helped people, but this is a completely different animal. It’s more aggressive and a harder field to be in,” John said. “But because I love what I do, it shows.

That’s why I’m so eager to help. For me, it’s not even like I’m working because it’s exciting and I love what I do.”

Going forward, John has realistic goals. “I’m just going to keep doing what I’m doing,” he said.

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John Maya’s office phone in Troy, Michigan is 248-864-2200 and his cell is 248-376-1220.

Email john.maya@exprealty.com, or visit realtywithjohn.com and mi.exprealty.com/agents/261418/John+Maya www.

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that 20

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, Top Agent Magazine

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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ANDREW FOX, JR. After purchasing his first rental property in 2002, Andrew Fox was hooked on real estate. “I was intrigued by the whole process,” he explains. He decided to take a position at one of the largest mortgage companies at the time, and his passion continued to grow. Soon he earned his real estate license and began working full-time as an agent. Today he works as a solo Realtor®, focusing on fixing and flipping his own properties as well as helping buyers and sellers fulfill their real estate goals. Serving the greater Detroit area, much of his business consists of repeats and referrals.

Andrew’s deep knowledge of the city and the complexities of real estate have helped him grow. “At one point, I owned 65 rental properties in the city,” Andrew says.

“So I’ve been dealing with Detroit properties and all the different ways to sell and acquire them for years.”

Having been through the process of buying and selling multiple times himself, Andrew loves to prepare his clients for their next steps and utilizes his own personal experiences to advise them.

For his buyers, this means guiding them in finding the right property for their needs, negotiating to get them the best price possible, and tending to every small detail. At the same time, Andrew takes advantage of all the latest technology to advertise his sellers’ listings. “I use a CRM system that allows me to market my properties on all the social media platforms, like Facebook, Instagram, and LinkedIn. I’ve also invested in a tool called Elevate which helps me analyze the performance of my social media posts.” Throughout it all, Andrew stays in constant contact with every client to ensure they are on the same page.

Delivering a stress-free experience to all involved, Andrew has established himself as a go-to agent in the region. Those who work with him love to spread the word about his work, with one recent client saying, Top Agent Magazine

“Andrew is very knowledgeable and considerate. I knew I was in the hands of a professional and it calmed me down and removed a lot of the pressure from this process. I would highly recommend him to anyone that is looking to purchase a home at this time.”

Though real estate takes up much of Andrew’s day, he does carve out time for his community. He is the president (Polemarch) Southfield Alumni Chapter of Kappa Alpha Psi, Inc., where he frequently gives back to those in need. “I get many people in my network involved in my fraternity’s various projects, including literacy training, clothing donations, and more.” During any free time, he’s enjoying moments with his two-year-old daughter and making new memories with his family.

As time goes on, he plans to continue expanding his business and start his own team. “My goal is to add a few team members and help them develop their skills,” he says. Andrew truly feels he was meant to be in this industry, and is grateful every day to wake up and do his work. “I feel honored and blessed to have the opportunity to do something I genuinely enjoy.”

For more about Andrew Fox, Jr. please call 248-385-3490 or email afoxjr.thefoxteam1@gmail.com Copyright Top Agent Magazine 23

DAMIAN VOLANTE As an Asset Protection District Manager for a large retail company, Damian Volante was 15 years into a successful career when he realized he wanted to do something that gave him a greater sense of fulfillment. Real Estate looked like the right challenge—a fast-paced industry where he could use the marketing experience he’d gained to help people with one of the most important financial decisions of their lives. But first he’d have to make one himself.

“I got my license in 2019, but didn’t quit my old job right away,” Damian recalls. “I worked real estate part-time for about a year, until I decided I was ready to make the transition. It was a huge leap of faith that has been incredibly rewarding.”

Today Damian represents clients all over the Detroit-Metro area with eXp Realty. He has already built a strong business after only a few years in the industry, closing 28 transactions in 2021 for a sales volume of $5 million. Most of that business comes from the sphere he’s developed on social media, or from the referrals of happy clients. The praise of his reviews tells that story, with one buyer writing: “This guy is the real deal. Damian worked consistently around the clock for us in helping us find our perfect home. There were a few times I would have a random question real late at night, sometimes as late as 1:30AM! He would respond immediately!

There were times that my wife and I found homes at 10 or 11 at night, and really wanted to get in to see them. Guess what!? Damian had us in the very next day, every time! Damian will get you to the closing table, and it will be a pleasure working with him.”

His sellers have plenty of reason to be happy too.

Damian advises them on how to prepare and stage their home so as to draw top dollar on their investment. He captures the most unique features of every 24

property with professional photographs and videos that he uses to market the listing on social media platforms like Facebook. One of his most effective strategies is to create a buzz around a home through Coming Soon features online, followed by an open house leading into the weekend, when most buyers are doing their looking. That entices multiple offers on the property.

Damian connects with clients regularly through social media posts and quarterly updates. He reaches out several times a year to see if there’s anything they need. When he’s not working he enjoys live music, traveling or just hanging out with his family and friends. He loves staying active with his 3 children, taking them to the park or to the zoo.

Going forward, Damian plans to continue increasing his production and begin building his own real estate investment portfolio. He also plans to build a team that will help him continue to deliver the same exceptional service for which he has earned a reputation. “This is the best career decision I ever made.

The sky is the limit!”

Contact Damian at 734-624-4303 or email dvolante.homes@gmail.com Top Agent Magazine

Thinking of Listing?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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Top Agent Magazine

JOANNIE BOUMAN Top Agent Joannie Bouman has over 19 years of real estate experience serving the West Michigan area. Prior to working in real estate, Joannie spent 20 years working in the automotive industry as a product launch engineer for interior automotive parts. While she loved the people she worked with, she didn’t feel like she made a difference in anyone’s life. “My former job was a lot of numbers, gauges and machines. Everything took so long to get from start to finish.” As a working mother, Joannie decided to make the switch at a time when job satisfaction was low and travel commitments for work were high. After being coaxed by her father-inlaw (broker/owner/partner for Woodland Realty); she is now a solo agent and loves what she does and everything about the real estate business.

Joannie primarily specializes in the Ottawa County area of Western Michigan. She is a natural “people” person and is always looking for a “win win” deal for her clients. Repeat referrals account for 90% of Joannie’s business and she has never once purchased a lead! Having started with her back against the wall, she has worked very hard and is very proud of the system of follow ups she designed to get her business to this point. It represents not only returning families but also their children, parents, aunts and uncles. “People are great. I don’t know how else to say it. People are phenomenal to work with.”

This past year Joannie generated $20.7M in sales volume. She not only hires a professional photographer but offers a professional stager for every home she lists. Her agency also has a marketing department that creates colored brochures and printed material when needed. “A lot of agents have backed off on their marketing and staging but I haven’t.” During the holidays, Joannie’s agency hosts a Christmas tree giveaway. It is a company event, but each agent buys a tree for their own clients, and she had invited over 500 people to Top Agent Magazine

the last gathering. They also host a flower basket giveaway in the Spring and a mum plant giveaway in the Fall where she personally delivers to clients’ houses in a pickup truck.

In addition to her real estate broker activities, you can find Joannie heading the events committee that fundraises for various community giveaways. In 2021, her company gave away 250 life jackets along the Lake Michigan coast at various harbors. They also gave away 250 coats to 2 elementary schools. She also heads a children’s charity auction that raised $44K for 4 charities.

What Joannie loves most about her years in the business is taking someone out of a bad situation and moving them into a better one while making it as painless as possible. “[I love] getting them the most house for their money or the most money for their house.”

Joannie’s biggest wish for the future is that her son-inlaw will want to step up and take over her business. He has all the necessary qualities to make a great Realtor® and lives in nearby Grand Rapids. She would like for him to start in that area as a link to the city while she continues to manage the surrounding area until eventually handing it all over. Joannie would also like to take this moment to thank Jack Bouman (her mentor), her amazing family, her teammates and the entire Coldwell Banker Schmidt family of companies.

To learn more about Joannie Bouman email joannie.bouman@cbgreatlakes.com, call (616) 886-6109, or visit coldwellbanker.com www.

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SADA McNIEL Throughout her life, Sada McNiel has always been driven to help others. After beginning her career as a school teacher, she soon found herself seeking a new opportunity that better spoke to her entrepreneurial spirit while still complementing her outgoing personality. In 2012, her real estate agent offered her a role in their new company. Sure enough, Sada found quick success in the business, establishing a sphere of trusted colleagues and satisfied clients that spans the region. The rest is history.

Today, Sada is a REALTOR with NextHome Inspire where she assists clients throughout Genesee County and the surrounding areas. Drawing from her prior experience as a teacher, she has cultivated a distinct workflow around the core values of compassion, integrity, and expertise, meeting the needs of any buyer or seller. ®

When listing a property, Sada is there for her clients throughout the process. Starting out, she helps them prepare their home for the market and supplies them with a suite of professional photography services, also leveraging the extensive resources available through NextHome Inspire to give each seller an added advantage. Once their house is ready to list, she broadcasts it over a highly targeted blend of digital and social media campaigns. But above all, she caters her approach to every client, crafting a seamless transaction fitted to their best interests.

Elsewhere, Sada is just as attentive when assisting her buyers, utilizing her in-depth knowledge of her region to help them make well-informed decisions on their future.

Moreover, she reaches out to her professional network of fellow REALTORS®, bankruptcy attorneys, and trustees to provide comprehensive support—today and tomorrow.

“This business comes down to your attention to detail,” she says. “Through everything, I listen to my clients and 28

get to know them on a personal level so that I can find the right fit for them and their families.”

For Sada, the transaction is never over, as she prefers to remain in touch with her clients well after the closing, making sure that they are satisfied in their new homes.

Over the years, she has earned a fantastic reputation throughout Michigan, with the entirety of her volume coming from repeat clients and referrals. “These aren’t just my clients; they’re my friends. It’s so rewarding to guide someone in making the most significant investment of their life. For me, there’s no better feeling than knowing my client found the perfect house.”

Outside her career, Sada is deeply committed to her community. On top of supporting local youth sports and charitable organizations throughout the year, she also sponsors families in-need during the holiday season.

When she’s not with clients or giving back, she can be found spending quality time at home with her family.

Looking ahead, Sada has strong plans for the future of her business. Having recently earned her Broker’s license, she is most excited to scale the boutique model of service that has consistently set her apart. “This is my passion,” she says. “As they say, if you love what you do, it never feels like work. More than anything, I feel so blessed to wake up each day with an opportunity to help a new family discover their dream home.”

To learn more about Sada McNiel email sadamcniel@gmail.com, visit sadasells.com or call (810) 247-0370 www.

Top Agent Magazine

Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

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