MICHIGAN 12-19-22

MICHIGAN EDITION

Keeping in touch –

If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

How to Stay in Your Clients’ Lives for the Long Haul

INCORPORATING CHARITABLE GIVING

FEATURED AGENT

IN YOUR REAL ESTATE PRACTICE

JONI STILING COVER STORY

THE WORTMAN GROUP MARY, DOUG, AND MARK WORTMAN

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

Top Agent Magazine

3

If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their 4

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

Top Agent Magazine

Top Agent Magazine

Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured Top Agent Magazine

Top Agent Magazine

5

Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 6

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

Top Agent Magazine ®

Top Agent Magazine

Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

Top Agent Magazine ®

7

the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

8

consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

Top Agent Magazine ®

Top Agent Magazine

THE WORTMAN GROUP MARY, DOUG, AND MARK WORTMAN Top Agent Magazine

9

With eight consecutive years as the #1 team at @properties Christie’s International Real Estate St. Joseph office, The Wortman Group has over 235 five star Zillow reviews, and this talented group shows no signs of slowing down.

It’s not every day you come across a dynamic family team who has sold more than $350 million dollars in real estate, but Mark, Mary, and Doug Wortman boast a combined 46 years of real estate experience, and their unique backgrounds enable them to provide a level of service and support clients have come to expect. With eight consecutive years as the #1 team at @properties Christie’s International Real Estate St. Joseph office, The Wortman 10 Copyright Top Agent Magazine

Group has over 235 five star Zillow reviews, and this talented group shows no signs of slowing down. Annually they are recognized as top 1% producers in Southwest Michigan, and they are trusted go-to experts for luxury, second homes, and waterfront properties.

As stated by Associate Broker Doug Wortman, “It really comes down to exceptional service. Our goal is to provide superior service Top Agent Magazine

throughout the entire transaction. We offer tailored, trusted service in distinguishing our listings from others, combining the latest in technology to provide increased exposure and visibility. Our clients depend on us to provide the very best in strategy, consultation, as well as negotiation skills. We take the time to educate

Top Agent Magazine

our buyers about every aspect of the home buyer experience. We take pride in listening to our clients’ needs and work accordingly.”

According to Associate Broker Mark Wortman, “When Doug decided to join us five years ago after a successful ten year career in business-

11 Copyright Top Agent Magazine

The Wortman team attributes their continued success to each of them being able to provide their own variation on concierge level of service, and while they each work with individual clients, they combine their efforts to create a systematic, robust marketing strategy. to-business sales, that was the impetus to form our team, and we each offer unique abilities and talents to serve our clients as a collective. I was in business-to-business marketing prior to real estate, specializing in the packaging industry. Mary’s background is immersed in culture, sophistication, and with the talent to provide exceptional service to all our clients.”

Copyright Top Agent Magazine 12

The Wortman’s have called St. Joseph home for the last twenty-four years and are active members in the local communities. Doug and his wife Kaylin live in downtown St. Joseph, close to Lake Michigan Beaches, with their young family. Mark and Mary are passionate not only about real estate, but also traveling, boating on Paw Paw Lake, and day trips to Chicago. Their Top Agent Magazine

interests are wide, allowing them to connect on a personal level with those they meet.

The team attributes their continued success to each of them being able to provide their own variation on concierge level of service, and while they each work with individual clients, they combine their efforts to create a

Top Agent Magazine

systematic, robust marketing strategy. Mary maintains that, “we have the most comprehensive marketing plan in Southwest Michigan, tailoring a plan for each individual property – that includes a domain name, professional photographs, video, and drone footage. We focus on the lifestyle benefits of each listing, and we promote our listings through our

Copyright Top Agent Magazine 13

banner ads, social media, print, and direct mail channels. Plus we make sure everyone in our extensive network – which includes over two thousand people we’ve worked with in the past – knows what’s about to hit the market.”

The Wortman Group is a proud continuation of a family tradition that includes builders, brokers,

and REALTORS®. While they are eager to grow their team as their business expands, they maintain that their most important goals are to stay grounded and continue to refine the methods that have proven effective. “We will continue to invest in ourselves from an educational standpoint and make sure we’re up to date with the latest technological trends.”

To learn more about The Wortman Group, call 269-932-4272 visit WortmanRealEstateGroup.com www.

or email WortmanGroup@atproperties.com

Copyright Top Agent Magazine 14

Top Agent Magazine

g n i p Kee h c u in To

HOW TO STAY IN YOUR CLIENTS’ LIVES FOR THE LONG HAUL

One sign of a great real estate agent is there long list of loyal client following. Part of achieving a great referral base is being a great realtor during the transaction. But, that’s only half of the work.

To truly be your client’s realtor for life and keep them coming back to you as well as referring others to you, you have to stay in their lives past the transaction. Keeping in touch with your past clients can be one of the most important parts of your business, and one that many realtors tend to push to the wayside.

Do you stay in your client’s lives, or do you disappear? People refer people that they feel they know well and that they trust, people they consider friends. However, earning and keeping your client’s trust involves maintaining a delicate balance with how much you contact them. Experts recommend reaching out to your clients at least quarterly. But, it’s not just about how often you stay in touch. You also need to be mindful about how you are reaching out to them. Here are some tips on how to keep in touch with your clients for the long haul: Top Agent Magazine

Top Agent Magazine

15

INDIVIDUAL PERSONAL CONTACT One of the best ways to keep in touch with your clients is to simply give them a call every once in a while. Follow up and see how your clients are doing. Offer them assistance if they need it. Personalized contact helps to ensure that you remain as important to your clients long after the sale as you were during the transaction. Giving your clients a call on special occasions such as birthdays or holidays also makes for a great personal touch.

Of course, nothing beats face-to-face contact. Stopping by to say hello can be a great way to keep in contact. An even better way to catch up and maintain that friendship is to set up a lunch or coffee date with past clients. Giving individual clients your undivided attention goes a long way towards maintaining that bond you formed during the transaction and earning your client’s loyalty and trust. Interactions like this make a lasting impression on your clients.

Of course, many busy REALTORS® may not have time to follow up with every client oneon-one. A great way to still give personal attention to your clients without meeting each and every one for lunch is to throw a client appreciation party. This allows you to get in some face-to-face time with each client and make sure they all get your undivided attention and quality time to catch up with you, even if it’s only for a short time.

Now, if you have a lot of past clients, this can be difficult to manage during one party. One way to get around the numbers problem is to organize smaller events based on client’s inter-

16

Top Agent Magazine

Top Agent Magazine

ests. Instead of throwing one giant party, host a pool party for the families with kids or a wine and cheese get together for single clients. Hosting special events like these ones goes a long way towards keeping your contact with past clients more personalized and setting you apart from those businesses that simply send them a calendar once a year.

PROVIDE CLIENTS WITH USEFUL NEWS PROVIDE CLIENTS WITH USEFUL NEWS One way that many REALTORS® keep in touch with their clients is by sending them newsletters. This form of contact can be a double-edged sword. You want to make sure you provide them with useful information that reminds them of your value as a real estate professional.

Otherwise your communication will amount to nothing more than spam, and clients will think of you less as a trusted friend and more as a nuisance salesperson.

Clients react much more positively to communication containing information that is pertinent to their lives. Update your clients on what is going on in their local community and housing market. Demonstrate your knowledge about the community and the things that are important to your clients. Include information about local cultural events, community news, housing statistics, information on the mortgage market, home maintenance advice, home design tips, and anything else that your clients will find personally useful. Your clients will always be interested in value.

SEND CLIENTS MEMORABLE AND PERSONAL CARDS Sending your clients cards related to important events in their lives and letting them know that you remember those events and care will go a long way towards building and maintaining a close personal relationship with them. You want to make sure your cards stand out, though. Sending popular holiday cards can be a mistake, as they will most likely get lost amongst all of your clients other holiday cards and will be quickly forgotten. Instead send something more personal such as: HOME ANNIVERSARY CARDS: Send cards to each client on the anniversary of the closing of their home.

CONGRATULATORY CARDS: Remember important events such as wedding anniversaries, graduations, new babies, etc.

SPECIAL BIRTHDAY CARDS: Instead of just sending your typical birthday card, add something special to yours that will stand out. Include a $1 scratch off ticket or a $5 gift certificate to Starbucks. Make sure to include a handwritten personal note.

Top Agent Magazine

Top Agent Magazine

17

GIVE CLIENTS AN UNUSUAL GIFT Make sure the gifts you send your past clients stand out. Send your past clients an odd gift at the beginning of the year or on a holiday. Think outside the box and send things like funny magnets, customized mugs, a personalized piece of wall décor, and other fun and unusual items. A great way to make your gift stand out even more is to include a funny note with it that will catch their attention as well as make them think of you. For example, one cute idea is to send clients a bag of popcorn with the note, “Real estate is popping, give me a call.” You could send a bag of goldfish with a note attached that says, “I’m fishing for your referrals.” Get creative and have a little fun with it, your clients will notice and remember you for it.

TAKE ADVANTAGE OF SOCIAL NETWORKS

Social networking sites make staying in contact with past clients in a more informal and friendly basis much easier. Connect with your past clients on Facebook. This will help you stay up to date on the important things happening in your pact clients’ lives. In return, it provides you a great platform for keeping those past clients up to date with what is going on in your business as well as keep in contact in a more informal manner. Use Facebook to remind past clients to check their basement after a heavy rain or that they can contact you for help during tax time.

18

Top Agent Magazine

Top Agent Magazine

You can even organize your contacts on Facebook into customized lists such as “past clients,” “industry contacts,” etc. This will help you better manage your Facebook contacts.

This will also allow you to view specific news feeds based on these lists and send messages to a particular list of contacts. Don’t forget about the many other social networking sites such as Twitter or LinkedIn either. Utilize this technology to drive personal contact with your clients.

STAY ORGANIZED

No matter how you choose to keep in contact with past clients, make sure to be consistent.

Consistency will help you stay organized and diligent about reaching out to your past clients regularly. A tool used by many real estate professionals to stay organized is a customer relationship management solution. Whether you use one that is online or a computer software program, this will help you stay organized when managing your contacts and allow you to set notifications to alert you when you need to contact certain clients, send out gifts, plan a client appreciation event, and many other things throughout the year.

Staying organized and consistent in your contact with past clients will help you continue to build and manage your referral base, as well as open the door to repeat and referral business.

Top Agent Magazine

Top Agent Magazine

19

Laughs!

20

Top Agent Magazine

How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

Top Agent Magazine ®

21

get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

22

Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

Top Agent Magazine ®

Top Agent Magazine

JONI STILING After buying her first house, Joni Stiling was inspired to enter the real estate world. “I remember being so scared, and having no idea what we were doing,” she explains. “But our real estate agent walked us through everything, made me feel calm, and answered all my questions.” Joni knew she wanted to pursue real estate as a career, so she earned her license and closed down her childcare business. “And it’s been fantastic ever since.” Serving the greater Grand Rapids area, most of Joni’s business derives from referrals and repeat clients. She goes above and beyond to satisfy their needs, making the transaction as smooth as possible.

No matter the price point, Joni treats each buyer and seller with the same exceptional service. She gets to know them on a personal level, forming a deep understanding of their short and long term goals. This helps her guide them throughout the journey, eliminating stress and confusion. Joni’s buyers appreciate her knowledge about not only the region, but the real estate process. She is able to think of creative solutions to any problems that arise. This holds true for her sellers as well, with Joni implementing extensive marketing campaigns to spread the word about their property. “We have a marketing manager on our team, so we run social media ads and do walkthrough videos.

We’re posting on over 100 sites.”

One recent client raved about their experience with Joni, saying, “Joni was a HUGE help in our process of moving across the country and finding a fantastic home in a great neighborhood at a great price! We needed to find a home with enough space for our family to have space, and our previous market had exploded to a point where the inventory in our budget just wouldn’t work. We wanted an agent who understood our needs and ideas about what makes a home, and Joni took the Top Agent Magazine

time to hear our ideas, our budget, and level of comfort in taking on required/ desired improvements, and showed us neighborhoods and homes that led us to prioritize our desires, and ultimately found our perfect home.”

When Joni isn’t working, she’s giving back to the community. Her team sponsors the Grand Rapids Griffins Youth Foundation, a charity that helps children in need play hockey. Joni also donates regularly to KW Cares, an organization that helps support agents suffering from tragic events. During Joni’s free time, she loves to play golf, read, and relax with family and friends.

She can’t wait to see where her path leads. “I’m really excited for the future of this business. I love the Smallegan Real Estate team, they provide me with so much support and resources.” Loving each minute of her career, Joni hopes to keep growing and possibly build a team within her current team. “Next year, I want to help at least 50 families, and teach them about the importance of building wealth through real estate.”

For more about Joni Stiling, please call 616-537-2730 or email joni@smalleganrealestate.com Copyright Top Agent Magazine 23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine