MICHIGAN 5-31-21

MICHIGAN EDITION

CREATIVE WAYS TO SAY

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THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS

THANK YOU

HOW TO CUT DOWN ON DIGITAL DISTRACTIONS AND UP YOUR PRODUCTIVITY

FEATURED AGENTS

CRAIG BRINK DAVE JARDINE

RECONSIDER REFERRAL-ONLY

WHEN PLANNING FOR THE FUTURE

COVER STORY

RENEE DEKROUB

MICHIGAN EDITION

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RENEE DEKROUB

CRAIG 4) RECONSIDER BRINK REFERRAL-ONLY

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CRAIG BRINK

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DAVE JARDINE

CONTENTS

WHEN PLANNING FOR THE FUTURE 18) CREATIVE WAYS TO SAY THANK YOU

22) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS 24) HOW TO CUT DOWN ON DIGITAL DISTRACTIONS AND UP YOUR PRODUCTIVITY

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 4

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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RENEE DEKROUB

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RENEE DEKROUB Along with her husband, Tony DeKroub, Top Agent Renee DeKroub now heads The DeKroub Team at RE/MAX Platinum, which last year was the 2nd ranked team in the entire state of Michigan.

Renee DeKroub began her real estate career in 1990 when she obtained her license. She followed her parents, Ray and Nancy Choate, into the business, and it was her parents who instilled in Renee her strong work ethic and 8

integrity. “I love everything about real estate,” Renee says. My favorite part of real estate is helping our clients find the home that’s right for them, or helping them sell their home when they didn’t think they would be able to.

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Our team helps take our clients to the next step of their life.”

After running a medical supply company for many years, Renee reactivated her license in 2013. Along with her husband, Tony DeKroub, Renee now heads The DeKroub Team Top Agent Magazine

at RE/MAX Platinum, consisting of 7 listing and buying specialists, ranked the #2 team in the entire state of Michigan in 2020. Todd Fedie, Realtor, and member of the team explains, “ Renee and Tony have created a family environment here, where we all support each other, and we do the same for our clients.”

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The majority of the team’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence the team inspire.

“Clients return to us because of the Customer Experience we provide,” Renee states. “We are a one – stop, full service team, assisting with decluttering ideas, staging and more.”

When it comes to marketing, Renee

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and the team use a variety of methods to ensure maximum exposure for each listing. In keeping with their full service mindset, Renee says, “We think outside the box. We are marketing on all the social media sites, print media as well as targeted postcard mailings. We reach out to all agents in the area of the listing who have clients that are searching for property that meet their criteria.”

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“My favorite part of real estate is helping our clients find the home that’s right for them, or helping them sell their home when they didn’t think they would be able to.”

The results speak for themselves: last year the team had a total sales volume of $71 million, and Renee says they expect to reach $100 million this year.

Community involvement is extremely important to Renee and The DeKroub Team. They are active in the local Chamber of Commerce, as well as a number of organizations including St. Joseph’s Health System. When she is not working or giving back, Renee enjoys spending time with Top Agent Magazine

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her six kids and granddaughter, as well as cooking, exercising, boating, entertaining, and singing.

Renee and The DeKroub Team strive to continue to offer excellent customer service to all. “Service is number one. We are dedicated to our clients and customers and our #1 goal is to offer an incredible real estate experience to all.”

For more information about Renee DeKroub, call (517) 404-4270, email renee@thedekroubteam.com or visit thedekroubteam.com www.

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Mark Light is proud to congratulate

RENEE DEKROUB

on being featured for the State of Michigan in Top Agent Magazine!

Mark Light | Account Executive 734-800-9865 | mlight@2-10.com 2-10.com www.

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CRAIG BRINK

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CRAIG BRINK

Craig Brink began his real estate career in 1991, after moving back to West Michigan from the Chicagoland area. “It was a great period for real estate in West Michigan, and I had the opportunity to jump in with the #1 real estate company in town at that point, Woodland Realty,” Craig recalls. “I was young, newly married, and excited to get on with my career, so this was a wonderful way for me to get my start.” The rest is history, and for the past 30 years, Craig has been helping his clients achieve their real estate goals.

that is accurate and that expands on what clients can find out on their own, and to do that as quickly as possible. We aim to provide quality service and information.”

Craig’s communication skills set him apart. “I put a high priority on responding quickly to my clients, and I am a researcher at heart,” Craig says. “I have spent a lot of time honing my writing skills, and it’s really important to me and to my clients that what we put in writing is

With Five Star Real Estate Lakeshore, Craig serves the West Michigan market, which includes the beautiful shoreline of Lake Michigan. About 80% of Craig’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “Our calling is to be a quality provider of information to our clients,” Craig explains. “When people call us, we want to make sure we do an outstanding job at giving information 16

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very clear for everyone to understand. When we get to the contract stage, if we have things to negotiate such as inspections or a due diligence phase, we want to be really clear in what that looks like so that it serves all parties well.”

He also prides himself on being a good negotiator. “That does not necessarily just mean being a tough negotiator, although I am that,” Craig explains. “It also means understanding the market so that you can bring parties together for a win-win.”

Throughout his 30 years in the industry, Craig has built a wide range of lasting good relationships that help him serve his clients. “I have quality partnerships in the market, and I have good relationships with service providers, lenders, a title provider, inspectors, civil engineers, and builders. All of those partnerships feed back into quality service and a quality experience for the customer.”

When it comes to marketing his listings, Craig emphasizes the importance of taking high-quality digital photos of the property to ensure that it will make the best possible impression. “When we put our listings out there on the internet, they’re going to look as good as they possibly can,” Craig says.

“We may also take drone pictures depending on the property, and we are one of the few in our market who are committed to that. I’ve seen over and over again the value that adds for the customer.”

In the future, Craig says, “I’m looking forward to continuing to work diligently to serve clients the way we have in the past.

It is our goal to be a quality provider of information and service to our clients.”

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For more information about Craig Brink, email cbrink@fivestarlakeshore.com, call 616-836-1242 or visit craigbrink.com www.

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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DAVE JARDINE

David Jardine began his real estate career after working as the Athletic Director at Andrews University for 14 years. “I was looking for a bit of a change,” David recalls, “and knowing that real estate is really about relationships, I decided to pursue this area. I got my license a little over three years ago, and I’ve thoroughly enjoyed it ever since.” A resident of southwest Michigan for the last 35 years, David enjoys getting to know his clients and helping them achieve their real estate goals.

honesty, and that I’m communicating with them. Some agents have a very difficult time communicating with their clients, and therefore their clients are left in the dark and are a little unsure about the transaction, whereas when a client calls me, I’ll pick up the phone or text them back right away.”

Staying in touch with past clients is important, and David does this in a number of ways. He

David serves the southwest Michigan area, where he is one of the topproducing agents. Almost a third of his business comes from repeat and referral clients, and that share continues to grow with each year. It’s an impressive feat that speaks to the trust and confidence David inspires.

“I take the time to actually get to know my clients,” David explains. “It’s important to me to ensure that they’re being treated well, with respect and 20

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sends Christmas cards and birthday wishes, as well as just picking up the phone every now and then to call and see how they’re doing. “I stay in touch with clients on social media, too,” David says. “It’s important to always keep that personal touch going.”

When it comes to marketing his listings, David has an Administrative Assistant with a marketing background who excels in this area. David’s listings are promoted through a variety of channels, including Facebook, Adwerx, local newspapers, and larger newspapers in Chicago and New York. That’s in addition to advertising through the MLS, Zillow, Realtor.com, and other platforms.

Community involvement is important to David. With his background as an Athletic Director, he still supports local elementary and high school athletics as well as athletic summer leagues. Faith is important to David and his wife and kids, and they are involved through their church with local charities and mission projects overseas. When he is not working or giving back, David is an avid golfer. Athletics have been a huge part of his life, and he loves watching and playing sports.

In the future, David plans to continue building his business and possibly grow his team in the next few years. However, David says, “Right now things are going very well and I’m grateful for the place I find myself in.”

Above all, David wants to continue providing excellent service to his clients. “I’ve always enjoyed doing a good job for someone. I want to make sure people feel appreciated.

I believe that if you’re doing a great job and you feel good about it, then you’re not really working at all. You’re just doing something you love.”

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To find out more about David Jardine, please call by cell at (269) 325-6698, email davejardinerealtor@gmail.com, or visit zillow.com/profile/davejardinerealtor www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and con22

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one.

Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially Top Agent Magazine

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways.

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation.

Sticking to a plan everyday means adjusting it accordingly.

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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— 24

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

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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.

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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.

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