MICHIGAN 6-14-21

MICHIGAN EDITION

COVER STORY

TAMMY JO BUDZYNSKI RECONSIDER REFERRAL-ONLY

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WAYS TO GET YOUR CLIENT TO TRUST YOU

WHEN PLANNING FOR THE FUTURE 5 THINGS YOU CAN DO TO

ACHIEVE YOUR BIGGEST GOALS

FEATURED AGENTS

JEFF VANHUIS CHRISTOPHER WALLINGTON

HOW TO RECOGNIZE

TRUE LUXURY PROPERTIES

MICHIGAN EDITION

JEFF V CHRISTOPHER WALLING

ustry that I love. 7 I don’t 16 21 ork,” says Christopher JO op agent working TAMMY out of BUDZYNSKI Keller Williams Domain have stressful days, bad TAMMYfor JO JEFF VANHUIS CHRISTOPHER easy days, BUDZYNSKI but me, it’s WALLINGTON actually doing something m helping change people’s CONTENTS ter, to meet their needs for 4) RECONSIDER 18) HOW TO RECOGNIZE heir families.”

REFERRAL-ONLY WHEN TRUE LUXURY PROPERTIES

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B PLANNING FOR THE FUTURE C 22) 5 THINGS YOU CAN 14) 6 WAYS TO GET YOUR DO TO ACHIEVE YOUR t got CLIENT started in real m TO TRUST YOUestate BIGGEST GOALS ome time in the mortgage industry at a and fills diffe After a cancer diagnosis and successful part in school A |high school teacher focused on architectura Phone 310-734-1440 Fax 310-734-1440 stophermag@topagentmagazine.com found himself ready to make initiatives. “I | www.topagentmagazine.com drafting and metals for almost two decades, it’s dn’t want to justsafe settle forJeff things any-wearshe says.

“I ju to say VanHuis many hats.

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It business, opened andLooking to heofbecame engaged real estate investing on the challenge real estate andinsee options open No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

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

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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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TAMMY JO BUDZYNSKI

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TAMMY JO BUDZYNSKI “Being an entrepreneur in real estate, I have to be able to see where trends are going, understand where the industry is headed, and position myself at the forefront.”

Tammy Jo Budzynski grew up in the real estate business with her grandfather and father who were both builders.

“When I went to college for a business degree,” Tammy Jo recalls, “I thought, I know homes really well and I love 8

people, so real estate seemed the logical fit. I ended up falling naturally into the family business through a different platform.” Tammy Jo has been in real estate for 20 years, and she recently moved to a new brokerage with a Top Agent Magazine

national presence so she could do even more to help her clients achieve their real estate goals.

As Team Lead of TJ Homes at Keller Williams, Tammy Jo serves the Grand Rapids area. She uses the resources, funding, and technology at her disposal to constantly provide better service to her customers. “Being an entrepreneur in real estate, I have to be able to see where trends are going, underTop Agent Magazine

stand where the industry is headed, and position myself at the forefront,” Tammy Jo explains. “I started growing a team to help support the type of business that I want for our customers, and to provide even better service than I could provide on my own.”

To that end, Tammy Jo says, “We just developed a new department within our team to help up that level of service.

We call them our White Glove Gang, 9

and they are a concierge department within the team. They’re making sure our customers who aren’t ready to buy or sell right now, constantly receive a touch here and there to see what they need, and how we can help.”

About 70% of the team’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence Tammy Jo and her team inspire. They stay in touch with past clients via personal phone calls, as well as a Facebook group called

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the TJ Homies. “We want to form a connection that is enduring and based on lifelong relationships,” Tammy Jo says. “Our focus is to provide quality for our past customers,” and the team reaches out through the year with fun surprise gifts and events.

When it comes to marketing listings, Tammy Jo uses a specially tailored plan to ensure optimum exposure. “We have specific plans based upon the type of home and the price point,” Tammy Jo says. “Everything is specific to that

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client. We try to find the right buyer for that seller.” The results speak for themselves: the TJ Homes Team served 134 families last year.

Community involvement is important to Tammy Jo and her team. A few years ago she started her own nonprofit, Top Agent Magazine

PLAN for the Future, which aims to help make Grand Rapids greener by planting trees. When she is not working or giving back, Tammy Jo loves spending time with her two kids, ages 7 and 5, and her husband. She enjoys gardening, reading, and keeping aquariums, a hobby she shared with her 11

dad since she was a little girl. Tammy Jo is also a third-degree black belt.

In the future, Tammy Jo is looking forward to continued growth for the TJ Homes team. “For us it’s about being

humble, taking it one day at a time, and choosing to do right, because it’s the right thing to do,” Tammy Jo says.

“For us, it’s so much more about the partnership with the customer than selling a home. It’s about community.”

For more information about Tammy Jo Budzynski call 616.292.4400, email TammyJo@TJHomes.com or visit tjhomes.com www.

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything 14

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

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Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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JEFF VANHUIS

A high school teacher focused on architectural drafting and metals for almost two decades, it’s safe to say Jeff VanHuis wears many hats. He has head coached varsity level sports, started and sold a small business, and more recently, he became engaged in real estate investing.

After going through the gamut of real estate experiences and learning a lot in the process, Jeff decided he wanted to help others find success in buying and selling their homes, and got licensed as a Realtor® in West Michigan in the fall of 2019. In 2020, his first full year, his initial success was rare and astounding, earning over $5M in total sales. He is now looking to build his career into something that can last for years and years to come.

At the core of his business, Jeff’s focus is on exceptional value and service. He wants every client he works with to leave his care feeling 16

like they got the best experience possible with a Realtor®, and he accomplishes this by taking a warm, personal approach to interacting with each client. “I’m big on effective and constant communication, as well as being available for clients,” Jeff says. “I have a tremendous amount of experience working with people in many settings, and as an educator, I know how to pinpoint people’s needs and guide them through the decision-making process while helping them to feel comfortable. My team and I complete transactions smoothly and efficiently for my clients, and we get it done for them as stressfree as possible!”

As a life-long resident of West Michigan, Jeff has developed relationships with a lot of different people over the years, and he is intimately familiar with market trends and the general landscape of the area. As a Top Agent Magazine

well-connected member of the community, Jeff is able to point clients in the right direction if they have any need beyond the scope of his position, and he has built a network of other agents in order to cross-market and share ideas.

Jeff knows the importance of promotion, and uses professional photography and video to make each of his listings look pristine. He advertises heavily over social media and YouTube, as it is his goal to be sure each of his client’s properties are marketed creatively, professionally, and with the widest reach possible. On top of that, Jeff emphasizes engagement with past clients – he sends cards and gives out pies for Thanksgiving, and sends out emails and postcards a few times a year to check in with them. One of Jeff’s top priorities so early in his career is to build his referral, and to that end he is hard at work doing his best for people while developing a brand for himself and getting the word out to as many people as possible.

In his free time, Jeff finds it important to stay involved with this local community.

He is the drummer for his church’s worship band, and volunteers as a coach for youth softball and baseball teams, as well as working with the local food pantry. His main goal in his career and his personal life is to improve the quality of life for the people around him, and he has found many avenues to accomplish that over the years.

For the future, Jeff hopes to expand his sphere and deepen his relationships within the community while establishing a career that lasts him many years with room to expand. If you’re looking for a creative and hard-working Realtor® with integrity in West Michigan, look no further than Jeff!

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You can contact Jeff VanHuis by phone at (616) 212-8788 or by email at jeffvh@homelakeshore.com.

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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CHRISTOPHER WALLINGTON “This is an industry that I love. I don’t consider it work,” says Christopher Wallington, a top agent working out of Michigan with Keller Williams Domain Birmingham. “I have stressful days, bad days, hard days easy days, but for me, it’s all okay. I’m actually doing something that I love. I’m helping change people’s lives for the better, to meet their needs for themselves or their families.”

Christopher first got started in real estate after spending some time in the mortgage industry at a title company. After a cancer diagnosis and successful treatment, Christopher found himself ready to make a change. “I didn’t want to just settle for things anymore,” Christopher explains. “I wanted to go for things that made me happy, things that I enjoyed. It opened my mind to take on the challenge of real estate and see what I could build up.”

In the three years since earning his license, Christopher has definitely succeeded in building a thriving business. Serving mainly the luxury areas of metro Detroit, all of his clients come from referrals or word of mouth. He says, “I have been blessed and fortunate enough to not ever have to pay for leads.

My business is entirely organic.”

Christopher credits his client’s loyalty to his down-toearth attitude and well-rounded experience within the industry. More than anything, Christopher always put their best interests first. “It’s about making sure my clients fully understand what they’re doing and that they’re comfortable and confident in the decisions they’re making,” he says. “They know I’m going to be honest with them, they know I’m looking out for their best interests, and they know that I’m negotiating for them and not just for the commission.”

Outside of work, Christopher is dedicated to investing both his time and money into his community. Through Keller Williams and with other agents in his brokerage, Top Agent Magazine

Christopher takes part in a program that has adopted a local Detroit elementary school.

They sponsor an area where children can go to grab items they need in their dayto-day lives such as clothing, detergent, canned goods, and more. They also help support school organizations such as the robotics club.

But, when it comes to his charitable giving, Christopher isn’t picky. He participates in a ministry that supports several foundations and fills different needs in the city. Christopher has taken part in school giveaways, grocery giveaways, and other initiatives. “I put my hand ina little bit of everything,” he says. “I just jump in and help out where I can.”

Looking to the future, Christopher is keeping his options open. While he has no plans to start a team of his own, he is not against the idea of heading up a group if that’s where he ends up. “I mostly want to make sure I still have that personal touch,” he says.

“Starting a big company isn’t my focus. My focus is creating a stable and well-built business that reflects who I am, reflects my brand, and is a place where a client can come and know that I’ll take care of them.”

To learn more about Christopher Wallington, please call 313-293-3841, email cwallingtonrealtor@gmail.com, or visit zillow.com/profile/cwallingtonrealtor 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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