MICHIGAN 10-19-20

MICHIGAN EDITION

COVER STORY

KYLE LANG FEATURED AGENT

TORI ENSING CHRISTIAN HUYGE CRAIG JOERIGHT JOHN ROCKEY ROCKIE PEACOCK

6 HABITS OF HIGHLY PRODUCTIVE AGENTS 3 EASY AT-HOME

DIY PROJECTS

TO INCREASE PROPERTY VALUE

CONCIERGE CARE: Services that Lure Clients and Transform Your Reputation

MICHIGAN EDITION

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LANG TORIKYLE ENSING

KYLE LANG

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CRAIG CRAIGJOERIGHT JOERIGHT

ROCKIE PEACOCK

ROCKIE PEACOCK

Born and raised in Greenville, Tori is JOHN ROCKEY 30 33 CHRISTIAN HUYGE passionate about supporting small business owners in her hometown as well While working as a director f Whilecommuworking for a large bank are looking for in a h as volunteering at as many Business Network Internation and also selling foreclosed proper- buyer’s agent and a li nity events as possible. “I’ve been John Rockey had a discussi ties Christian see what buyers look involved with Montcalm County HabitatHuyge discovered with a real estate agent abo that he was quite skilled and which for Humanity and sat on the board for rks with Five Star Real Estate what she was helps lookingmeforcre in passionate about handling real tive to other current many years,” she says. in Greenville, MI which is on future employee.

The descr estate. He followed his tion gut sounded And thanks to his ha kirts of Grand Rapids. serving familiar, a feeling and eventually decided anywhere from 40 to TORI ENSING CHRISTIAN HUYGE JOHN ROCKEY Tori maintains an open line of commuy Montcalm, Kent, Newaygo eventually, she said, “Well, open a residential real estate nication with buyers andto sellers and counties. She reports that her was talking about you!” Th firm and with his friend, Steve to his co handles situations immediately heads about 45 transactions per year sparked John’s interest in realGiving estate.back He worked f I forge and look out for usiness is almost entirely repeat and referral on. “I love the relationships Millman, called Polaris Real Estate.

He’s been in the of his life, which is CONTENTS about a year as an assistant, and he has now be interests,for always and for “First and foremost, I treat each and every my clients’ bestbusiness sevengoing yearsabove now currently of directors Fami licensed 18 years.serves Today, John co-leads aof success she asserts.

“This has led to many ke family,” she explains. “I truly care for beyond for them,” clients throughout West Michigan. an organization that team of seven the South Central Michigan area.

4)to 5 TIPS TO GET 26) 6 HABITS OFin HIGHLY d do everything I can make the process go lifelong relationships and friendships.” and gets them back hly and stress-free as possible.”

NEW CLIENTS AGENTS Having started PRODUCTIVE out his career in his theteam restaurant and John and work onlyinbyfinding referraljobs and belie Tori is proud toindustry serve her community’s real estate Christian quicklythat learned the importance multiple mi their dedication sets themgone apart on from other agen needs and lovesofhanging outservice with her husband andablethem surprising that Tori13) receives stellar reviews 3 EASY AT-HOME 31) CONCIERGE customer and has been to CARE: apply that without help outseeking the local and allows to succeed outorp ne Shecustomer-based also enjoys golfing, running. esteemed work ethic. One client recently 9-month-old baby. same approach in working with his work he also volunte business.

“We LURE provide added value to every real esta DIY PROJECTS TO INCREASE SERVICES THAT Tori is amazing!! She went above and beyond and traveling. real estate clients. This hastransaction,” allowed him to says, build explaining a local that highthey school.

John are mo CLIENTS AND TRANSFORM rything she could toPROPERTY find us the perfectVALUE house business that doesn’t require any advertising, and engaged with and dedicated to their clients, whi continue along the was spur of the moment showings at 8 pm As for the future, Tori wants to YOUR REPUTATION makes the clients. investment worth it.InAdditionally, John a runs primarily on repeat and referral “I work his time off Christi 21) 4 QUALITIES same successful path. “I love where I’m at right now, d just got back from two others!

If it wasn’t OF his teamperson have a who’s list of seven thatMadeline, go above a with integrity and I’m a genuine not values his wife, and as long as I can continue to serve my clients and THE BEST e for us, she would tell us that. It wasn’tEMPLOYEES EXCEPTIONAL beyond normal real estate ethics. example, looking to sell a 34) house 9 to THINGS get a commission.

I simply leastFor five days a one wee aking a sale but finding us a home. 1000% community, I’m happy,” she says. these valuesthem is toSAY never stop improving, and John h LEADERS NEVER give my clients all the facts and allow to make growing his brokerag d recommend Tori to anyone as we already fulfilled he this by completing 132 hours of continui the final decision for themselves,” says. receive Polaris Real e so.” education in one year rather than just the 18 requir a three year cycle.

“If you want to earn more, lea Real estate has proven to beinan enjoyable and meanhelping first-time homebuyers learn about | Fax 310-734-1440 Phone 310-734-1440 more,” John says. ingful career choice for Christian. “I love helping et and buying process equally as much as I my clients. Every client and every situation is ping sellers and mag@topagentmagazine.com investors buy and sell prop|outwww.topagentmagazine.com Thefor dedication morals that are a part of each different, which makes this quite anand exciting reach their financial goals,” she says.

No portion of this issue may be reproduced in any manner without prior consent of the publisher.

Top clients’ expec hisbe transactions allow John to exceed career.

It’swhatsoever very gratifying to able to make a client Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy tions.

One former client shared in a review, “John w smile,” he says. He is happy to work with a wide ches out to her clients throughout the year, of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by great to work with.

He continually kept us informed variety of clients, and as someone who has flipped in on them and offering her friendship. its authors.

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

Published in the U.S. where we were at in the process of selling our hom year, she holds special appreciation events. houses and owns several rental properties he is He find is very and knowledgeable. I wou nksgiving, I have a pie pick-up event; and in always keen to help investors their dedicated next project. certainly recommend John for both the buying a To learn more about Tori Ensing, g, I offer flower baskets. They tell me all the He also enjoys working with first time homebuyers.

2 Top Agent Magazine selling of your home.”

In order to reach out to and ke please call (616) 835-1435 w much they love these occasions, and I enjoy “I like being able to educate them and help them in contact with clients, John likes to send notes a or understand email torilrealtor@gmail.com t happen,” she says. the process so that they can make an

ing has always had a passion for e and decided to “take the leap” her license in December of 2016. ince become an agent known for y exceeding expectations.

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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

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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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KYLE LANG

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Working with RE/MAX Dream Properties in Northville, Top Agent Kyle Lang brings to the real estate game a winning combination of knowledge, true concern for his clients, and a solid work ethic based in both honesty and integrity.

Ranked among the top 5% of all agents working in Southeast Michigan, Kyle Lang has certainly earned the title of Top Agent. Currently working with RE/ MAX Dream Properties in Northville, Kyle brings to the real estate game a winning combination of knowledge, true 8Copyright Top Agent Magazine

concern for his clients, and a solid work ethic based in both honesty and integrity. Having worked successfully with over 300 clients since he began his real estate career in 2015, Kyle has more than earned his reputation as a trusted and reliable buying and selling advocate.

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“I was a Special Finance Manager for a car dealership prior to becoming an agent,” says Kyle, “and honestly, I had become sick of it. I wasn’t enjoying it anymore. Doing the same thing, day after Top Agent Magazine

day, was wearing on me and I started to complain to my wife a bit. She told me that if I wanted to make a change, that I should do something.” Already knowing he wanted to do something in the sales Copyright Top Agent Magazine9

“It’s client first, money second. I want every one of my buyers and sellers to be able to say that they worked with me and that it was an awesome experience.” arena, and having just had a pleasurable experience buying his family’s second home, Kyle decided upon real estate. “I found so much joy in that experience of buying a home, that I decided I wanted to do the same thing for other people as well.” Kyle found success almost immediately, and within three years of beginning his new career he had been named a Real Estate All-Star by Hour Magazine.

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The majority of Kyle’s business is comprised of referrals, a significant indicator of a job well done in the often intense and highly competitive world of real estate. “I care more about my clients’ needs than I do about the transaction,” says Kyle, when asked how he has managed to engender such impressive levels of trust and loyalty. “I believe that if you try to give your clients the best experience possible, it’s going to come back Top Agent Magazine

to you tenfold. So, I don’t let a potential commission get in the way of that. So, it’s client first, money second. I want every one of my buyers and sellers to be able to say that they worked with me and that it was an awesome experience.”

The most solid evidence that Kyle is achieving this objective is the high number of glowing reviews he has received for his services, including this one: “I highly recommend Kyle. He is friendly, Top Agent Magazine

helpful, provides good advice, and had great response times with calls. I both bought and sold a home with his help. He did a fantastic job with both.”

There are many other factors that have played a large role in Kyle’s success, including expert negotiation skills and thorough, intelligent marketing strategies.

When he’s not working, Kyle enjoys nothing more than spending time with Copyright Top Agent Magazine 11

his wife and young daughter. “I really just enjoy being a husband and dad,” he says proudly. Kyle also contributes to multiple charities on his own and through his brokerage, including his support of The Children’s Miracle Network.

“I want other agents to know that there’s room for everyone in this industry,” says Kyle, when asked what advice he might have for newer agents. “You can gain so much by just being a decent person.”

For more information about Kyle Lang, please call 248-515-7854 or email KyleLangHomes@gmail.com

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3 Easy At-Home DIY Projects to Increase Property Value Most homeowners have a lengthy list of chores and bit projects they intend to accomplish around the house. Oftentimes, those to-do items are completed piecemeal over a long stretch of time, or else sometimes not at all. However, when it comes time to prepare a home for market, all those tasks begin to pile-up and overwhelm. The Top Agent Magazine

list of things to do before the photographer comes or the first open house is held might seem endless, but not if you tackle just a few things here and there as you go. These sorts of projects—easy, DIY, at-home tasks you can accomplish in a few hours or less, with tools you most likely have on hand— go a long way with marginal effort.

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Complete a quick rehab of closets and storage areas Many agents advise clients to declutter and depersonalize their spaces ahead of professional photography and home showings. The idea is to provide prospective buyers with a neutral palette. Not only does this allow them to imagine their own lives unfolding within those four walls, but it also helps make a home’s square footage stand out. One way to add visual space to your home without calling in the contractor is to declutter common storage areas and closets. When buyers can get a complete look at a closet’s capacity, or a pantry’s depth, or the garage’s full functional potential, they get a better sense of a home’s potential and thus, its value.

In that vein, consider decluttering and cleaning your high-traffic storage spaces: the garage, pantries, closets, attics, and basements. Besides, organizing and discarding unwanted items help you prep for a move anyway, while giving potential buyers a peak at how spacious your home really is.

Add easy curb appeal with a bit of sweat equity Sure, curb appeal can arrive in the form of a new mailbox, pathway lighting, or updated house numbers, but it can also come cheaper than that. Curb extends to the upkeep of your lawn, landscaping, and home’s façade, and there are plenty of ways 14

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you can give these zones a refresh without spending anything but time. Keeping your front and back yard green and uniform adds a lux layer to exterior square footage.

Likewise, polishing the outside of your windows, trimming hedges, and sweeping the walkway can make a tidy and wellcared for first impression. There are other measures you can take too. Planting wildflower seeds in empty beds, or collecting some landscaping rocks to frame mulched areas can add a bit of character to your residence. Repainting the front door, ensuring trees are trimmed, and keeping back patios Top Agent Magazine

neat and uncluttered also underscore a home at its finest, which is ripe for buyers to snatch up.

Transform tiled spaces into sparkling clean surfaces.

Bathrooms and kitchens are where sellers can stand to add plenty of value in the process of selling a home. While pricey renovations might be out of the question for some, there are still affordable and time-effective ways you can transform for these spaces for the better. Cleaning,

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bleaching, or redoing your tile grout—in either kitchens, bathrooms, or other tiled spaces—can give these high-trafficked areas a new lease on life. Ensuring windows, mirrors, stainless steel appliances and backsplashes are streak-free and polished also demonstrate to buyers that your home is well-cared for and practically move-in ready. Sometimes, the devil is in the details. You might consider relining drawers, changing out knobs and fixtures,

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or else decluttering cabinets and shelves for a fresher look.

No matter the challenges ahead as you prepare your home for sale, completing a few small tasks every weekend or so can put you miles ahead of the competition.

Without spending a dime, you can add serious value to your home’s bottom line, setting you up for success as you begin your own home-shopping adventure.

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CRAIG JOERIGHT

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CRAIG JOERIGHT

Former international figure skater Craig Joeright got his start in real estate eleven years ago.

Growing up surrounded by family already active in the business, making the leap to life as an agent was natural for Craig. Today, he has built a thriving business and a reputation to match, known for his communicative style, personal touch, and proven track record of success.

Today, Craig spearheads his work under the banner of Howard Hanna Real Estate Services, catering to buyers and sellers across the greater Oakland County, Michigan region. In fact, Craig’s career in skating saw him explore many corners of his home state of Michigan, where he trained at various facilities and cultivated lasting relationships along the way. With almost the entirety of his business driven by repeat and referral clientele, Craig maintains the same commitment to hard work and interpersonal connection to this day. “I’m honest, and I don’t hold anything back,” he says. “The biggest thing is communication, and I pride myself on 18

being available for and responsive to my clients at all hours.” Likewise, Craig’s competitive spirit, discipline, and grace under pressure remain central to his career in real estate. “I try to make this process as stress-free as possible,” he says. “With the skills I built as an international competitor, I know how to deal with all sorts of personalities, challenges, and high-stress situations. Buying or selling a house can be a stressful and emotional process, so I try to alleviate that for my clients and make this milestone something they can enjoy.”

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When it comes to listing, Craig ensures all homes are documented in their finest and most immersive light. From there, properties enjoy wide-ranging distribution across the leading online listing platforms and social media outlets, in addition to wordof-mouth exposure bolstered by decades of local knowledge and connections. To that end, Craig has also spent his career cultivating positive relationships with his fellow agents. “Those relationships are important and go a long way,” he says. “Having good communication and working well together has always been a big part of my success.”

In a nod to his consistency and proficiency as an agent, Craig has closed roughly $40-million in volume in the last four years.

Beyond the office, Craig remains active in his community by passing along his love and knowledge of skating as a coach. He was 3rd in the United States while competing. In his free hours, he most enjoys time spent with his family and loved ones and camping in the great outdoors.

As for the future, Craig intends to keep progress mounting steadily as he continues to grow his business in the years to come.

He also plans to add an interior designer and stager to his team, in addition to buyer’s agents—all while maintaining the dedicated personal touch he has become known for.

Now, with eleven years of experience and insight behind him, Craig Joeright considers what he enjoys most about his chosen field.

“I love that every day is different,” he said.

“When I was skating, there was always a challenge in front of us and we had to meet it head on. I love that motivation. Seeing houses, helping people find their homes, I’ve had some really cool experiences with people, and being an instrumental part in that process is what’s so rewarding. That’s why I do what I do.”

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To learn more about Craig Joeright email CraigJoeright@howardhanna.com, visit his website here, or call (248) 283-8700

https://craigjoeright.howardhanna.com/agent/content/64431/my_listings

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 22

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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ROCKIE PEACOCK Top Agent Magazine

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ROCKIE PEACOCK

Rockie Peacock began his real estate career in 2015. “There’s a pretty steep learning curve with real estate, but I was a high producer right away,” he recalls. “It felt like I’d found my niche.” Over the past five years, Rockie has established himself as a trusted guide through the process of buying or selling a home, and is known for his honesty, hard work, and personalized service.

An Associate Broker with Coldwell Banker Lakes Realty, Rockie is based in Canadian Lakes, Michigan, and he serves the surrounding areas. “I generally work within a 50-mile radius from Canadian Lakes for listings, and even farther for buyers,” Rockie says. About half of his business comes from repeat and referral clients, an impressive feat that speaks to the trust he inspires. “I’m very open and honest,” Rockie explains.

“I don’t like to get people in a position where they don’t understand something, 24

so I always make sure people understand what they’re getting themselves into.”

His knowledge and honesty prove essential in helping his clients make an informed decision.

“Whether I’m on the buy side or the list side, I’m helping people look for any potential problems with the house,” Rockie says. “Sometimes people want to buy something just because they need to get out of their old place, but I try to steer them back to reality.”

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Staying in touch with past clients is important, and Rockie prefers to keep it personal, with a friendly call to check in and see how they’re doing.

He also keeps up with clients on social media, but he finds that personal, direct communication is the key to maintaining connections.

When it comes to marketing his listings, Rockie uses a range of approaches depending on the property. “I do everything I can to get it out there,” he explains. “I use Facebook ads and Zillow, as well as sending out just-listed postcards locally. Then I also target market different big cities.

I send my listings out in all directions to get as much attention for them as possible.” The results speak for themselves: Rockie has made over 200+ sales in his 5 years in the business.

When he is not working, Rockie loves to spend time with his family, and his favorite thing to do is hang out with his 2-year-old son. He also enjoys working on vehicles, and he has a sports car, quads, and a truck that he likes to tinker with.

In the future, Rockie plans to continue growing his business, with the goal of eventually starting his own brokerage. He says his favorite part of working in real estate is that “Every day is an adventure. This is not a boring job. It’s great to know that I’m helping people and they appreciate it.

It’s a really good, satisfying job for me and makes me feel like I’m doing something good.”

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To find out more about Rockie Peacock, call 231-349-5533 or email rockiepeacock@gmail.com.

You can also find him online here.

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 26

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova27

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 28

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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TORI ENSING Tori Ensing has always had a passion for real estate and decided to “take the leap” and get her license in December of 2016.

She has since become an agent known for constantly exceeding expectations.

Tori works with Five Star Real Estate Leaders in Greenville, MI which is on the outskirts of Grand Rapids. serving primarily Montcalm, Kent, Newaygo & Ionia counties. She reports that her volume is about 45 transactions per year and her business is almost entirely repeat and referral clientele. “First and foremost, I treat each and every client like family,” she explains. “I truly care for them and do everything I can to make the process go as smoothly and stress-free as possible.”

It’s not surprising that Tori receives stellar reviews for her esteemed work ethic. One client recently wrote: “Tori is amazing!! She went above and beyond to do everything she could to find us the perfect house even if it was spur of the moment showings at 8 pm after we’d just got back from two others! If it wasn’t the home for us, she would tell us that. It wasn’t about making a sale but finding us a home. 1000% we would recommend Tori to anyone as we already have done so.”

Born and raised in Greenville, Tori is passionate about supporting small business owners in her hometown as well as volunteering at as many community events as possible. “I’ve also been involved with Montcalm County Habitat for Humanity and sat on the board for many years,” she says.

Tori maintains an open line of communication with buyers and sellers and handles situations immediately and headon. “I love the relationships I forge and look out for my clients’ best interests, always going above and beyond for them,” she asserts. “This has led to many lifelong relationships and friendships.”

Tori is proud to serve her community’s real estate needs and loves hanging out with her husband and 9-month-old baby. She also enjoys golfing, running. and traveling.

As for the future, Tori wants to continue along the same successful path. “I love where I’m at right now, and as long as I can continue to serve my clients and community, I’m happy,” she says.

“I enjoy helping first-time homebuyers learn about the market and buying process equally as much as I love helping sellers and investors buy and sell properties to reach their financial goals,” she says.

Tori reaches out to her clients throughout the year, checking in on them and offering her friendship.

Twice a year, she holds special appreciation events.

“At Thanksgiving, I have a pie pick-up event; and in the spring, I offer flower baskets. They tell me all the time how much they love these occasions, and I enjoy making it happen,” she says.

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To learn more about Tori Ensing, please call (616) 835-1435 or email torilrealtor@gmail.com Copyright Top Agent Magazine 29

CHRISTIAN HUYGE While working for a large bank and selling foreclosed properties Christian Huyge discovered that he was quite skilled and passionate about handling real estate. He followed his gut feeling and eventually decided to open a residential real estate firm with his friend, Steve Millman, called Polaris Real Estate. He’s been in the business for seven years now and currently serves clients throughout West Michigan.

Having started out his career in the restaurant industry Christian quickly learned the importance of customer service and has been able to apply that same customer-based approach in working with his real estate clients. This has allowed him to build a business that doesn’t require any advertising, and runs primarily on repeat and referral clients. “I work with integrity and I’m a genuine person who’s not looking to sell a house to get a commission. I simply give my clients all the facts and allow them to make the final decision for themselves,” he says.

Real estate has proven to be an enjoyable and meaningful career choice for Christian. “I love helping out my clients. Every client and every situation is different, which makes this for quite an exciting career. It’s very gratifying to be able to make a client smile,” he says. He is happy to work with a wide variety of clients, and as someone who has flipped houses and owns several rental properties he is always keen to help investors find their next project.

He also enjoys working with first time homebuyers.

“I like being able to educate them and help them understand the process so that they can make an informed choice,” he says.

Christian’s savvy marketing technique for his listings starts with paying careful attention to what buyers 30

are looking for in a home. “Being able to be both a buyer’s agent and a listing agent, I have the luxury to see what buyers look for and what they find exciting, which helps me create listings that will be attractive to other current buyers on the market,” he says.

And thanks to his hard work ethic he typically sells anywhere from 40 to 60 homes a year.

Giving back to his community is an important facet of his life, which is why Christian is on the board of directors of Family Promise of Grand Rapids— an organization that helps house homeless families and gets them back on their feet by assisting them in finding jobs and financial security. He has also gone on multiple mission trips to Haiti in order to help out the local orphanages. Outside of his charity work he also volunteers as a basketball coach at the local high school.

In his time off Christian loves to do fun activities with his wife, Madeline, and son, Bryson, and workout at least five days a week. Going forward he envisions growing his brokerage so that more clients are able receive Polaris Real Estate’s top-notch service.

For more about Christian Huyge please call (616) 889–8800 email christian@polarisns.com, or visit polarisrealestate.com www.

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 32

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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JOHN ROCKEY While working as a director for Business Network International, John Rockey had a discussion with a real estate agent about what she was looking for in a future employee. The description sounded familiar, and eventually, she said, “Well, I was talking about you!” This sparked John’s interest in real estate. He worked for about a year as an assistant, and he has now been licensed for 18 years. Today, John co-leads a successful team of seven in the South Central Michigan area.

John and his team work only by referral and believe that their dedication sets them apart from other agents and allows them to succeed without seeking out new business. “We provide added value to every real estate transaction,” John says, explaining that they are more engaged with and dedicated to their clients, which makes the investment worth it. Additionally, John and his team have a list of seven values that go above and beyond normal real estate ethics. For example, one of these values is to never stop improving, and John has fulfilled this by completing 132 hours of continuing education in one year rather than just the 18 required in a three year cycle. “If you want to earn more, learn more,” John says.

The dedication and morals that are a part of each of his transactions allow John to exceed clients’ expectations. One former client shared in a review, “John was great to work with. He continually kept us informed of where we were at in the process of selling our home.

He is very dedicated and knowledgeable. I would certainly recommend John for both the buying and selling of your home.” In order to reach out to and keep in contact with clients, John likes to send notes and emails, make phone calls, and host client appreciation parties. He and his team even throw housewarming parties for home buyers, which shows how invested they are in the client experience.

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Outside of his work in real estate, John likes to stay active in the Jackson, Michigan community. He is an elder at his church, as well as a past board member for Marriage Matters Jackson. John is still a part of Business Network International and is also involved with the Greater Jackson Chamber of Commerce and the National and Michigan Associations of Realtors.

Additionally, he likes to help those in need through working with Habitat for Humanity, the local homeless shelter, and even international humanitarian organizations. John is also a general aviation pilot, so in his free time, he likes to fly “anything with wings.”

John describes his team as synergistic, value-oriented, and hard-working, and he plans to strengthen this in the future. He wants to grow his team and always continue improving, which will allow them to have a greater impact on the community. Additionally, John wants to raise the bar for the real estate industry as a whole by encouraging everyone to put clients first and always provide top-notch service. He has truly flourished in this path and will no doubt have a continuously successful future.

For more about John Rockey, please call 517-745-1218 or email john@mysmartteam.com Copyright Top Agent Magazine 33

9

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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6

I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

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DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

9

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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