MICHIGAN 2-8-21

MICHIGAN EDITION

5 Ways to

TRANSFORM RENTERS INTO OWNERS Top Agent Tips and Questions for

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

CHOOSING YOUR LISTING AGENT COVER STORY

FEATURED AGENT

JAN DIJKERS

STEPHEN REMONDINI

MICHIGAN EDITION

JAN DIJKERS Jan Dijkers is a seasoned Detroit Realtor 9 with a comprehensive understanding of the inner workings of real estate. She’s been in the industry for fifteen years, after attending a free educational seminar on real estate investment. She’s been a solo real estate agent ever since, serving the Southeast Michigan area. Jan gets an impressive 75-80% of her business from repeat clients and referrals, due to her access to extensive REMONDINI information about the STEPHEN real estate industry, as well as her consistent communication of this information to all of her clients.

transaction through consiste communication,” Jan procla want my clients to wonder going to hear from me ne going on with their transacti focused on ensuring that th what’s coming next.” Jan t her ability to solve a wide va lems, due to her range of e the field. She comes prepa JAN DIJKERS any challenge. “No matter w point is or where they come ents are all going to get th service,” she says with confidence. Jan’s One of Jan’s biggest assets is her vast CONTENTS pool of knowlher and keep returning to her services beca edge of not only real estate as a whole, but also the that she is insightful, resourceful, and for market in her primary locale, downtown Detroit. She’s way she does business.

4) HOW TO ANSWER THE 15) BY THE NUMBERS: used her time as a Realtor wisely, and has amassed a QUESTION: UNDERSTANDING TRUEspending time greatINEVITABLE deal of information which sheWHY uses to deal with In her free time,THE Jan enjoys OFfamily SQUARE FOOTAGE SHOULD I CHOOSE YOU? any number of diverse situations that might ariseVALUE for her and her dogs. She is very inv her clients. She’s worked at various price points and in community; she participates in her local c 6) 5 WAYS TO TRANSFORM 21) TOP various areas of real estate to establish a well-rounded cil AGENT and local TIPS animalAND rescue organization. base RENTERS of experience for herself.

She even owned a propthe board for CHOOSING a Detroit art gallery that foc INTO OWNERS QUESTIONS FOR erty management business for ten years, and soYOUR has artists, aiming to make art accessible to th LISTING AGENT insight into rentals, renovations, construction, and as a whole. For the future, Jan plans to con many other aspects of real estate that might go ignored her business and work on her burgeonin by other agents. “I have expertise in the specific mardevelopment project, and continue to br ket area I work in and I give| Fax a great client experience,” estate service to downtown Detroit, Michi Phone 310-734-1440 310-734-1440 Jan says. “I am always building my knowledge of the | www.topagentmagazine.com finermag@topagentmagazine.com details of my specific market base, such as propNo portion of this issue may be reproduced in any manner whatsoever erty taxes, financing, and condominium sales.

I’m very without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy data-driven and data-oriented, so I’m able to provide a of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by lot of information to my clients thatsend other agents may its authors.

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

Published in the U.S. not delve into.” Jan’s wealth of knowledge is both deep and broad. This allows her to provide the best possible advice to her clients, regardless of the scenario.

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STEPHEN REMONDINI

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Jan’s other focus is her communication. She puts her

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 4

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 6

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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STEPHEN REMONDINI Top Agent Magazine

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As a Realtor and Broker of Wild Rivers Realty and Associates, Stephen has won the Top Producer award for two consecutive years, and has been recognized by MLS as the Number One agent in sales for Iron County, Michigan.

For six years, Stephen Remondini has helped clients buy and sell homes across the Upper Peninsula of Michigan. “This area is so beautiful,” Stephen says. “I love helping clients discover what it has to offer.”

As a Realtor and Broker of Wild Rivers Realty and Associates, Stephen has won 10 Copyright Top Agent Magazine

the Top Producer award for two consecutive years, and has been recognized by MLS as the Number One agent in sales for Iron County. Stephen attributes his success to the trust he has built amongst his clients and his work ethic. “I’m young and aggressive,” Stephen says. “I’m not scared to work hard to find what a buyer is looking for, or to help a seller get the best offer.”

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Versatile and experienced, Stephen specializes in waterfront properties. “I sell it all,” Stephen says. “I’ve sold everything from vacant lots, vacation homes, commercial buildings, residential homes, and private lakes.” This year, Stephen is projected to finish out with over 100 transactions totaling over ten million dollars.

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With the bulk of his business coming from repeat clients and referrals, Stephen is humbled by the trust his clients place in him. “It’s the great job I’ve done for them that keeps them coming back,” Stephen says. “There is a waterfall effect. I sold one person a cabin, then ended up selling them their retirement home, and then sold homes to about six of 11 Copyright Top Agent Magazine

“I like being able to help clients find what they’re looking for, or sell the property they have so they can start the next chapter,” Stephen says. “In most cases this is the largest investment they will make. I tell my clients: Let’s make the right decision the first time so we don’t have to do it again.” their friends. If you do well by your clients, they will take care of you in return.”

To market his listings, Stephen uses a comprehensive strategy that combines traditional methods with social media campaigns. He is easy to reach, using Facebook, Snapchat, WhatsApp, Instagram along with Copyright Top Agent Magazine 12

phone calls and text messaging to keep in touch with clients. “I think outside the box to get properties sold,” Stephen says. “It’s happened a few times that a property was on the market for years. The client decided to try someone new, and we got it sold through a different style of marketing.” With digital photography and 3D tours, Stephen’s Top Agent Magazine

approach sets him apart among other agencies in the area.

Committed to his clients, Stephen works tirelessly on their behalf. “I like being able to help them find what they’re looking for, or sell the property they have so they can start the next chapter,” Stephen says. “In most Top Agent Magazine

cases this is the largest investment they will make. I tell my clients: Let’s make the right decision the first time so we don’t have to do it again.”

Stephen volunteers as an Assistant Scoutmaster for the local chapter of the Boy Scouts of America. He is also involved in local Copyright Top Agent Magazine 13

volunteer projects. “Through Covid, we did a project to make banners for graduating seniors that were hung through town this summer,” Stephen says. “I love doing projects like that, from start to finish.” In his free time, Stephen loves to take advantage of the natural wonders of the Upper Peninsula, getting outside to fish, hike, and water sports.

Going forward, Stephen is looking forward to more sales, meeting more clients, and eventually becoming an owner. Passionate about the industry, he also is committed to mentoring the next generation. “Real estate is a great career,” Stephen says, “and it is what you put into it. If you work hard and do a good job for your clients, it is very fulfilling.”

To find out more about Stephen Remondini, please call 906-284-0341, email stephensells906@yahoo.com, or visit wildriversrealty.com/agents/6-stephen-remondini www.

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n

Called “below grade spaces,” basements and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n

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Did you know the space inside closets and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

When recording square footage, ANSI actually suggests performing measurements from a property’s exterior—though this method does not account for the

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thickness of exterior walls, which could skew square footage numbers. n

Just like below grade spaces, a garage, a pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take. n

First, you’ll need a few things to get started, including a tape measure that can measure at least 100 ft., graph paper, and a pencil.

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Next, choose a room to start measuring wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.

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From there, draw out the wall you measured and measure the remaining walls in the

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room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage. n

As you go measure throughout the home, using your own system to scale, you will construct a failsafe floorplan.

Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.

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JAN DIJKERS Jan Dijkers is a seasoned Detroit Realtor with a comprehensive understanding of the inner workings of real estate. She’s been in the industry for fifteen years, after attending a free educational seminar on real estate investment. She’s been a solo real estate agent ever since, serving the Southeast Michigan area. Jan gets an impressive 75-80% of her business from repeat clients and referrals, due to her access to extensive information about the real estate industry, as well as her consistent communication of this information to all of her clients.

One of Jan’s biggest assets is her vast pool of knowledge of not only real estate as a whole, but also the market in her primary locale, downtown Detroit. She’s used her time as a Realtor wisely, and has amassed a great deal of information which she uses to deal with any number of diverse situations that might arise for her clients. She’s worked at various price points and in various areas of real estate to establish a well-rounded base of experience for herself. She even owned a property management business for ten years, and so has insight into rentals, renovations, construction, and many other aspects of real estate that might go ignored by other agents. “I have expertise in the specific market area I work in and I give a great client experience,” Jan says. “I am always building my knowledge of the finer details of my specific market base, such as property taxes, financing, and condominium sales. I’m very data-driven and data-oriented, so I’m able to provide a lot of information to my clients that other agents may not delve into.” Jan’s wealth of knowledge is both deep and broad. This allows her to provide the best possible advice to her clients, regardless of the scenario.

Jan’s other focus is her communication. She puts her expertise to good use, making sure her clients are always kept in the know and given ample information with which to make important decisions. Jan’s first goal as a Realtor is to serve. “I love providing service and I love helping people. I know how to eliminate stress from the Top Agent Magazine

transaction through consistent and direct communication,” Jan proclaims. “I never want my clients to wonder when they’re going to hear from me next or what’s going on with their transaction. I’m really focused on ensuring that they never fear what’s coming next.” Jan takes pride in her ability to solve a wide variety of problems, due to her range of experiences in the field. She comes prepared to tackle any challenge. “No matter what their price point is or where they come from, my clients are all going to get the same great service,” she says with confidence. Jan’s clients trust her and keep returning to her services because the know that she is insightful, resourceful, and forthright in the way she does business.

In her free time, Jan enjoys spending time at home with her family and her dogs. She is very involved in her community; she participates in her local citizens’ council and local animal rescue organization. She’s also on the board for a Detroit art gallery that focuses on local artists, aiming to make art accessible to the community as a whole. For the future, Jan plans to continue to build her business and work on her burgeoning real estate development project, and continue to bring great real estate service to downtown Detroit, Michigan!

You can contact Jan Dijkers by phone at (313) 319-3170, by email at jan@theloftwarehouse.com, www.bhhstlw.com/the-loft-warehouse-mi308/detroit/jan-dijkers/cid-107762 or visit her website here Copyright Top Agent Magazine 19

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: Top Agent Magazine

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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