MICHIGAN 11-15-21

MICHIGAN EDITION

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TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS FEATURED AGENT

VIRGINIA PELTON WHY MILLENNIALS ARE NOW THE HOTTEST SEGMENT OF THE BUYERS MARKET

COVER STORY

SUCCESS– These 7 Habits Are The REAL SECRET TO SUCCESS 3 MENTAL TRICKS That Will Take Your Business to THE NEXT LEVEL

KEVIN BISHOP

MICHIGAN EDITION

VIRGINIA PELTON

A resident of Manistee County since 1992, years, she has earned 7 17 Virginia “Gini” Pelton has always been tion throughout Mic drawn to real estate. Coming of age, she had majority of her volum an opportunity to learn the business from clients and referrals the ground up from her father, an accom$13 million in volum plished agent. She proceeded to build continues to uphold strong foundations in the industry, first as a integrity that brought Housing Specialist for the Michigan State the first place. “At the Housing Development Authority, and later esty and experience while running subsidized housing combusiness,” she says. “ KEVIN BISHOP VIRGINIA PELTON plexes and a senior complex.

Soon after, clients, I believe in be she was recruited by a regional managewith them—from star ment and real estate company to handle all their leasing, oversee maintenance, and sell Also recognized CONTENTS real estate. In 2012, though, Gini accepted #ManisteethePlacetoB a full time opportunity with Century 21 about giving back to 4) 5 TIPS the TOrest MAKE 18) WHY ARE on the Boardwalk—and is history. top MILLENNIALS of serving as Ambassador NEW HIRES A LONGNOW THE HOTTEST Committee with SEGMENT the Manistee Cha SUCCESS OF THEshe BUYERS MARKET Today,LASTING Gini is a Realtor for Century 21 Boardwalk, where is Scholarship Chair for the M she assists clients throughout Manistee and its surrounding Board Member for the Ramsdell Re 14)Combining SUCCESS– 22) 3 MENTAL TRICKS THATof her loc counties. herTHESE extensive professional experiArts, and former President HABITS AREofTHE REALand communal spirit, WILL TAKE ence, 7 acute knowledge the area, Also aYOUR memberBUSINESS of the Munson Health SECRET TO SUCCESS TO THETeam NEXT she has cultivated a hands-on workflow to meet the needs andLEVEL Manistee-Munson Founda of any buyer or seller, embodying the spirit of her helpful thermore participates in various local hashtag, #JustaskGini. organizations throughout the year, awards and honors, including the When listing property, Gini| Fax employs a diversified stratOutstanding Service Award, 2012 Ma Phonea310-734-1440 310-734-1440 egy. After helping her clients fully prepare their home for of Commerce Action Award, 201 mag@topagentmagazine.com | www.topagentmagazine.com the market, she broadcasts it through both the regional MLS Volunteer of the Year, 2015 Manist No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine and a blend of targeted and social media campaigns.

Business Person is published

by Feature digital Publications GA, Inc. Although precautions are taken to ensureCommerce the accuracy of published materials, Top of the Ye Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

In the meantime, she leverages the suite of resources availCommunity Action Award.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. able through 21 network, which seeds each Publishedthe in theCentury U.S. Going forward, Gini has exciting pl listing to over 500 websites within 24 hours of going live. her business. As her volume maintai But through it all, she personalizes her approach to each 2 Top Agent Magazine house, highlighting its features and capturing its unique she will be adding to her staff whil ent base throughout the region. Mos story in all her marketing materials.

KEVIN BISHOP

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that making 4

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience.

Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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KEVIN BISHOP Top Agent Magazine

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Top Agent Kevin Bishop, an Army veteran, works with Lighthouse Realty around the small community of Ludington—a close-knit, niche market comprised of 80% second homes.

Top Agent Kevin Bishop, an Army veteran, spent time in corporate sales after his tour of service. From selling cars to women’s apparel, he was a natural. But Kevin had a dream, so he picked up a hammer, learned on-the-job trades from local contractors, and headed to the Manistee National Forest in Northern Michigan to single-handedly build his own log home. Soon, he was fixing houses up and 8Copyright Top Agent Magazine

then flipping them. For years, he hesitated to enter real estate, preferring to work alone. But in time, his body began betraying him, and he had an epiphany. “I realized I was putting out a really good product,” he says. “I could be honest about that.”

He had by then gotten to know the small community of Ludington. A close-knit, niche Top Agent Magazine

market comprised of 80% second homes.

Kevin says, “I know these properties like the back of my hand. I have always been the kind of person to find something, make it better, and make a profit off it.” Now, after the Covid pandemic, he has buyers looking for properties that just aren’t there. The market is on fire.

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Kevin works with Lighthouse Realty, where he has all the support he needs from his staff and brokers. Initially, he did not think he would make a good living as a realtor, but he has doubled sales each of the first three years. This year, his fourth, he should bring in right about $4 million. His success stems from familiarity, Copyright Top Agent Magazine9

An influx of out-of-state and local buyers seek out experienced agents like Kevin to feel comfortable in the fast-paced market. “There is still tremendous value in today’s residential market, and it is my job to find it.” his clients internalize and appreciate his enthusiasm and honesty, and closing is never a worry. “Either my clients feel it in their hearts, or they don’t,” Kevin says. “There is still tremendous value in today’s residential market, and it is my job to find it.” An influx of outof-state and local buyers seek out experienced Copyright Top Agent Magazine 10

agents like Kevin to feel comfortable in the fast-paced market. To better serve his base, Kevin has become an expert in the industry and market trends. An active online profile keeps his current clients up to speed. If something is broken, he finds a way to fix it. Even though he found what he loves, there is always room Top Agent Magazine

for improvement. He wants to keep evolving, studying, and becoming better all around.

In a place where community matters, Kevin enjoys being involved. He volunteered his time as a carpenter, building displays for the local Top Agent Magazine

children’s museum. He also supports local charities, one of which is a facility for victims of domestic violence. When not helping clients or the neighborhood, he spends time with his family. Recently, they flipped into their forever home, and now they spend the majority of their Copyright Top Agent Magazine 11

time there. Kevin’s son Sawyer is 11 years old.

They “hang out as much as possible,” Kevins says. “We do whatever he wants to do.” Nearby is a fantastic beach and state park. Together, they fish, swim, big-water boat, golf, skateboard, or scooter through town. “My son and family are my biggest priority,” Kevin says.

For the future of his business, he would like to become a broker and looks forward to helping his firm hire new agents. Ultimately, he would love to pass on the business, whether to his son or an apprentice. Whatever the future holds, Kevin looks forward to it. “Sunup to sundown,” he says, “I do what I love.”

For more about Kevin Bishop at Lighthouse Realty, call 231-303-3595, or email bishoplighthouse@gmail.com

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Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all?

The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 14

their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few.

It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests?

Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life.

Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

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BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest.

Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

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BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears.

All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.

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VIRGINIA PELTON A resident of Manistee County since 1992, Virginia “Gini” Pelton has always been drawn to real estate. Coming of age, she had an opportunity to learn the business from the ground up from her father, an accomplished agent. She proceeded to build strong foundations in the industry, first as a Housing Specialist for the Michigan State Housing Development Authority, and later while running subsidized housing complexes and a senior complex. Soon after, she was recruited by a regional management and real estate company to handle all their leasing, oversee maintenance, and sell real estate. In 2012, though, Gini accepted a full time opportunity with Century 21 Boardwalk—and the rest is history.

years, she has earned an excellent reputation throughout Michigan, with the vast majority of her volume coming from repeat clients and referrals. Having completed $13 million in volume in 2020 alone, she continues to uphold the high standard of integrity that brought her to real estate in the first place. “At the end of the day, honesty and experience are the keys to this business,” she says. “While supporting my clients, I believe in being completely open with them—from start to finish.”

Today, Gini is a Realtor for Century 21 Boardwalk, where she assists clients throughout Manistee and its surrounding counties. Combining her extensive professional experience, acute knowledge of the area, and communal spirit, she has cultivated a hands-on workflow to meet the needs of any buyer or seller, embodying the spirit of her helpful hashtag, #JustaskGini.

When listing a property, Gini employs a diversified strategy. After helping her clients fully prepare their home for the market, she broadcasts it through both the regional MLS and a blend of targeted digital and social media campaigns.

In the meantime, she leverages the suite of resources available through the Century 21 network, which seeds each listing to over 500 websites within 24 hours of going live.

But through it all, she personalizes her approach to each house, highlighting its features and capturing its unique story in all her marketing materials.

Elsewhere, Gini is just as attentive when assisting her buyers. Leaning on her background as a housing inspector and specialist, she educates clients throughout the process, carefully guiding them each step of the way—whether they be a first time buyer or a seasoned investor. Over the

Also recognized by her hashtag, #ManisteethePlacetoBe, Gini is passionate about giving back to her community. On top of serving as Ambassador on the Government Affairs Committee with the Manistee Chamber of Commerce, she is Scholarship Chair for the Manistee Elk’s Lodge, Board Member for the Ramsdell Regional Center for the Arts, and former President of her local Board of Realtors.

Also a member of the Munson Healthcare Quality Service Team and Manistee-Munson Foundation Board, she furthermore participates in various local events and nonprofit organizations throughout the year, earning numerous awards and honors, including the 2011 Manistee Elks Outstanding Service Award, 2012 Manistee Area Chamber of Commerce Action Award, 2013 Mainstreet/ DDA Volunteer of the Year, 2015 Manistee Area Chamber of Commerce Business Person of the Year, and 2016 Jaycees Community Action Award.

Going forward, Gini has exciting plans for the future of her business. As her volume maintains its steady growth, she will be adding to her staff while expanding her client base throughout the region. Most of all, though, she is excited for the new connections that await in Manistee.

“It’s so fun to meet new clients and welcome them into our historic community,” she says. “Every day, I’m so lucky to not only expand my knowledge of people, but also connect others with their dream home; it’s truly a win-win career.”

To learn more about Virginia Pelton email gini@c21boardwalk.com, visit c21boardwalk.com or call (231) 690-0852 www.

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Why Millennials Are Now the Hottest Segment of the Buyers Market

and How You Can Attract Them to Your Home There are many factors when it comes to knowing how to sell your home to the Millennial generation. Millennials are becoming an important part of the buyer market, and to fail to cater to their needs will cut you off from a large and important segment. But, why have Millennials all of a sudden become interested in buying houses when they were perfectly content to rent for the rest of their lives?

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A number of factors contribute to what has recently made Millennials the hottest segment of the Buyers market. One factor is the improved job outlook for Millennials. Millennials took a serious blow during the recession.

Unemployment in this group soared to 14 percent, compared to the 9.6 percent for the population as a whole. But, in recent years that number has been decreasing, with unemployment for Millennials being 9.3 percent this past year.

Rising rents are also contributing to making Millennials more interested in purchasing homes now. Rents have risen so much that buying a home now just makes more sense. Half of all renters spend more than 30 percent of their income on housing. Millennials are becoming increasingly stressed over the constantly increasing financial obligation to something that isn’t even theirs to own.

The near-historic low mortgage rates are luring Millennials towards purchasing a home with their promise of affordability. When compared with the skyrocketing rental rates, buying a house looks even more enticing.

Another factor helping Millennials get over the hump of purchasing a house is the lower down payment requirements. Fannie Mae and Freddie Mac are now offering new loan programs that require as little as a 3 percent down payment. This may just be the last push the Millennials needed to turn toward buying a home rather than rent.

So, now that we’ve established that Millennials are finally joining the Buyers market, the next thing that it is important to understand is what exactly Millennials are looking for in a home. What kind of floorplans do they prefer? What locations are they interested in? Here are some of the essentials that Millennials are looking for in a home: • Updated Kitchens and Baths: Almost everyone wants to buy a

home with new kitchen and bath fixtures, but this is especially true for Millennials Buyers. Millennials are going to spend most of their savings on the down payment and furnishings, leaving little room to update the Kitchen and Bath, which are also the most expensive parts of a home to

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update. Millennials who are on a budget simply won’t have the money to sink into those areas. An updated Kitchen and Bath is sure to bring in a younger crowd.

• Big Kitchen with Open Floor Plan: For Millennials, the kitchen has

become the room where they hangout in addition to the family room. This is why having an open space that can transition easily from the kitchen to the TV room is high on the list of things Millennials are looking for in a home. Along a similar vein, Millennials are attracted to an open floor plan rather than one that compartmentalizes the home. This has to do with how Millennials entertain. Millennials want their guests to flow through the rooms and mingle together, rather than be sectioned off in different rooms.

• Home Office: More than 13 million Americans now work from home,

and if you look at the trend, that number is only going to increase as the time goes on. With technology steadily increasing, more Millennials than ever have the flexibility to work from home. But, the home office isn’t just for someone working from home full time. Having a separate space dedicated to work helps people concentrate and focus on work while they are at home. They can separate themselves from the activities going on around the house and have a quiet space where they can set up their workday, plan a presentation, hold a meeting on Skype, or even pay bills.

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• Less Maintenance: Many Millennials work different schedules that

don’t conform to the 9 to 5 workday, as well as full social calendars. This doesn’t leave them much time to clean a big house. Lawn services and low-maintenance front yards are particularly appealing, as they take less responsibility to still keep the curb appeal high.

• Energy-Efficient Appliances: Millennials have been educated on

keeping the Earth clean from the time they were born. They want to do their part to help the environment and appreciate the long-term cost savings that come with it. Energy-efficient appliances and greener ways to heat and cool the home might end up being the tipping point that makes them choose one house over another.

• Hardwood Floors: Millennials don’t have the time or patience to clean

dirty carpets, especially those that own pets. Hardwood and laminate flooring is easy to mop up if there’s been a mess. The more time they can conserve, the better.

• Good Location: Millennial buyers are looking for homes that are in

proximity to public transportation and have a good walking score. Young Millennial buyers without children are more likely to want a location closer to the action of the city, while Millennials with children would prefer more residential areas.

• Technology: Technology rules the Millennial’s life. They do work on

their computers through an Internet connection and solely use cellphones for communication. They are going to ask about how strong the cell service is and about the Internet service provider. While these amenities are out of the seller’s hands, Millennials are still going to ask these questions, and you will need to know how to answer them.

Knowing what Millennials are looking for in a home will ultimately help you make the necessary changes that will attract these buyers to your home.

Since they are the a serious segment of the market now, updating your home to fit their needs will lead to more buyers and better offers. So, get with the times and embrace the Millennial buyer.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next 22

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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