MICHIGAN 6-15-20

MICHIGAN EDITION

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

5 STEPS

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

COVER STORY

KATI ROSS

MILLENNIAL BUYERS:

Where They Are & What to Know FEATURED AGENT

BRIAN ABRAHAM

MICHIGAN EDITION

BRIAN ABRAHAM Brian Abraham began his professional career in law enforcement 21 years 9 ago, but the idea of going into real estate had always piqued his interest. “A friend of mine was opening a school that offered classes in everything real estate and he asked me if I was interested in taking classes,” he recalls. “Because it was a night school I was able to fit it in to my schedule.” That was 13 years ago and he’s been going strong ever since.

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BRIAN ABRAHAM

Brian now works solo, along with a part-time showing assistant, Stephanie Gebauer, for Keller Williams First out of Grand Blanc, Michigan, covering Genesee County and its environs. He reports a volume last year of just over CONTENTS $5.2 million and boasts a business that’s 95% repeat and referral clientele.

during the coronavirus example, I sent out card checking in on them an know I’m here if they states. He also produc email campaign.

Brian stays on top of listings by posting on al “It’s very effective,” he sends out postcards and in local newspapers and

Why does Brian love w “I really enjoy making p he exclaims. “I love being a part of th action that will ultimately change thei

Brian believes in giving back to com

4) 5 STEPS TO ACHIEVE 17) MILLENNIAL BUYERS: very involved with the local Hundred LONG“ITERM SUCCESS AS A WHERE ARE & WHAT think what keeps people coming back is that theyTHEY donates to first responders and their fa REAL know ESTATE AGENT TO KNOW I have a law enforcement background and they need. “It’s such a great cause and I’m

trust that,” he says. “They know I’m going to be a part of it,” he says. He donates to th 6) COOPERATION, NOTPlus, they are aware that I’m after each transaction. truthful and help them.

22) PRODUCTIVITY KILLERS: COMPETITION, CREATES familiar with the area and won’t steer them wrong.”

4 WAYS TOWhen MAKE BETTER not working, he enjoys spend MUTUAL SUCCESS FOR USE OF WORKING It’s no wonder Brian receives stellar reviews.

OneYOUR his wife and three sons. “We often he AGENTS HOURS client wrote: “Working with Brian made finding my fishing or boating. The boys love that, forever home effortless for myself! He has a passion also enjoy going to Disney World a in finding homes for others, and it made my search for trips there as well.” a home enjoyable! I would suggest to any friends or Phone 310-734-1440 | Fax 310-734-1440 family to reach out to Brian if they plan on selling and/ For the future, Brian wants to keep do mag@topagentmagazine.com | www.topagentmagazine.com or buying a home in the future!

Thanks for all the hard been doing. “I’m going full force a No portion of work this issue may be reproducedBrian!” in any manner whatsoever without prior consent of the publisher.

Top Agenthe states. Ultima and dedication, selling until I can’t,” Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy published to expand bothof his business and net materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

Brian believes in maintaining quality contact with all keeps getting better every year, and To subscribe or change address, send inquiry to mag@topagentmagazine.com. of U.S. his clients, but he utilizes a gentle touch. “This year family,” he says.

Published in the

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To learn more about Brian Abraham, call (810) 625-5321,Topemail BrianAbraha Agent Magazine visit realtor.com/realestateagents/brian-abraham_grand-blanc_mi_3474643_ www.

mailto:mag@topagentmagazine.com

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

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FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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KATI ROSS

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Kati Ross is one of the top agents in the West Central Association of Realtors. Along with the help of her husband Jotham, Kati runs a thriving book of business throughout Western Michigan.

Kind and driven, Kati Ross’ can-do attitude and limitless reserves of energy have made her a force to be reckoned with in the Western Michigan Real Estate world. Kati’s drive is evident in every aspect of her life, and her story of how she got into the business is no exception. “When I decided to get into real estate my daughter was four, and I wanted to free myself from the constraints 10 Copyright Top Agent Magazine

of a 9-to-5 so I could spend more time with her. At that time my husband was a contractor flipping homes in Grand Rapids, so becoming an Agent seemed like the perfect fit,” Kati explains. “I got my license, went to work and quickly found out that I was pregnant. We were like ‘oh okay we can handle one more kid,’ and then boom I found out it was twins. So I went my whole first year Top Agent Magazine

pregnant and still was able to close over $1.5 million in transactions. I was literally on my laptop writing offers in the labor unit right before I gave birth—people thought I was crazy. But that’s just how passionate I feel about this work.”

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Four years, baby #4 and hundreds of transactions later, Kati is now one of the top agents in the West Central Association of Realtors. Along with the help of her husband Jotham, Kati runs a thriving book of business throughout Western Michigan, 11 Copyright Top Agent Magazine

“My husband and I have been flipping homes for years, so I can then connect clients with contractors and other resources to help them execute any project.” and has built up her visibility in the community to the point that nearly 100% of her business comes from repeat clients and referrals. When people hear “Hire A Boss,” they know who is being referred to.

If you ask Kati how she has managed to build out her business so quickly, she will credit her hustle and eye for design as being the primary drivers of her success. “I’m always hustling for my clients. My goal is to go above and beyond each client’s expectations,” Kati tells Top Agent. “Beyond this my husband and I have been flipping homes Copyright Top Agent Magazine 12

for years, so I have a lot of design experience. I’m able to help people look at houses and say, ‘see this wall here, we can knock that out to open up the floor plan,’ and I can then connect them with contractors and other resources to help them execute on the project.” She has built up quite the Rolodex of local companies and experts to give to her clients as resources.

When it comes to marketing her listings, Kati leverages her extensive following on social media to gain exposure for her client’s property. In addition she uses the Top Agent Magazine

numerous marketing tools provided by RE/ MAX, and loves to implement advertising campaigns on Facebook and Instagram.

Outside of work, Kati loves to spend time with her friends and family, and is heavily involved in her local community. She Top Agent Magazine

currently occupies two positions on the board of the local Rotary group, through which she helps manage public relations and marketing. She also volunteers at her local Big Rapids Public School, Angels of Action, and holds a food drive every year for the local Food Pantry.

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Looking to the future, Kati is slated to become an associate broker at RE/MAX, and is excited to continue flipping homes with her husband and spreading good work in her community. Balancing her work and community involvement with raising

her family takes an impressive amount of energy, but for Kati it just comes naturally. “I love building a connection with my clients and helping to make their real estate dreams come true. For me, it doesn’t feel like work.�

For more information about Kati Ross, visit katiross.com call 616-302-2573 or email katiross.realtor@gmail.com www.

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Verified Title Agency is proud to congratulate

KATI ROSS

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

https://verifiedtitleagency.com 231-305-9120 info@verifiedtitleagency.com 105 Linden St Big Rapids, MI 49307 231-305-9120 Top Agent Magazine

10069 Buchanan Road Canadian Lakes, Mi 49346 231-305-1020 15

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

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Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there Top Agent Magazine

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

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a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

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tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

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that you’re savvy, available, and understand the value of their preferred method of communication.

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

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financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home.

Also consider fielding Millennial clientele with the long view in mind. You might be 20

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

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BRIAN ABRAHAM Brian Abraham began his professional career in law enforcement 21 years ago, but the idea of going into real estate had always piqued his interest. “A friend of mine was opening a school that offered classes in everything real estate and he asked me if I was interested in taking classes,” he recalls. “Because it was a night school I was able to fit it in to my schedule.” That was 13 years ago and he’s been going strong ever since.

Brian now works solo, along with a part-time showing assistant, Stephanie Gebauer, for Keller Williams First out of Grand Blanc, Michigan, covering Genesee County and its environs. He reports a volume last year of just over $5.2 million and boasts a business that’s 95% repeat and referral clientele.

“I think what keeps people coming back is that they know I have a law enforcement background and they trust that,” he says. “They know I’m going to be truthful and help them. Plus, they are aware that I’m familiar with the area and won’t steer them wrong.”

It’s no wonder Brian receives stellar reviews. One client wrote: “Working with Brian made finding my forever home effortless for myself! He has a passion in finding homes for others, and it made my search for a home enjoyable! I would suggest to any friends or family to reach out to Brian if they plan on selling and/ or buying a home in the future! Thanks for all the hard work and dedication, Brian!”

Brian believes in maintaining quality contact with all of his clients, but he utilizes a gentle touch. “This year

during the coronavirus pandemic, for example, I sent out cards to my clients checking in on them and letting them know I’m here if they need me,” he states. He also produces a quarterly email campaign.

Brian stays on top of marketing his listings by posting on all social media.

“It’s very effective,” he says. He also sends out postcards and has advertised in local newspapers and magazines.

Why does Brian love what he does?

“I really enjoy making people happy,” he exclaims. “I love being a part of this major transaction that will ultimately change their lives.”

Brian believes in giving back to community and is very involved with the local Hundred Club, which donates to first responders and their families when in need. “It’s such a great cause and I’m honored to be a part of it,” he says. He donates to the organization after each transaction.

When not working, he enjoys spending time with his wife and three sons. “We often head north to go fishing or boating. The boys love that,” he says. “We also enjoy going to Disney World and have taken trips there as well.”

For the future, Brian wants to keep doing what he’s been doing. “I’m going full force and will keep selling until I can’t,” he states. Ultimately, he hopes to expand both his business and network. “It just keeps getting better every year, and I do it for my family,” he says.

To learn more about Brian Abraham, call (810) 625-5321, email BrianAbraham@kw.com, visit realtor.com/realestateagents/brian-abraham_grand-blanc_mi_3474643_696394125 www.

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

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1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise can-

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celing headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

4.Take your smartphone off the table

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

3.Create a goal-oriented reward system Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward Top Agent Magazine

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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