OHIO 10-1-18

OHIO EDITION

CONCIERGE CARE: Services that Lure Clients and Transform Your Reputation Turn Open Houses Into

How to List High When Neighbors Are a Nuisance

DESTINATIONS

FEATURED AGENTS

DEANNE RHYNEHARDT MICHELLE SLOAN BRIAN THOMAS COVER STORY

ANTHONY R. LATINA III

OHIO EDITION

Title First Agency is proud to congratulate

DeAnne Rhynehardt

MICHELLE SLOAN BRIAN THOMAS

Forone Brian Thomas, real estate is truly a dreamlisteners know what’s happening niques. “I Even before she became the number Sibcy in 6 11 19 23 end phot career.

“I have a real passion for the business.

Cline agent in the Mason, Ohio area in 2012, and what they can do to maintain thei I’ve found what I want to do for the rest of myI saw so much heartbreak inall2008 my an lis Michelle Sloan was driven to success.

Real life,” he explains. He took his first step into the thousands estate is her second career; she comes to the busiwant to make sure that people don’t industry when he purchased a condominium four a wide ra ness after spending time in TV news as a news mistakes.” Michelle is also one o months after graduating from college. When his resulted i director, producer and reporter in Midwest cities Players of Real Estate on The job was transferred to Chicago, he rented it out. neverAme last like Toledo, Milwaukee and Charleston, WV. TV Show.

The American Dream’s “I became more interested in investing and evenon averag tually decided to get my real estate license forEducate, Empower and Engage. Tha “My husband and I started buying thatproperties purpose.” Soon, he was traveling frequentlyis in sync with Michelle’s message Whether ab with his “We day job, and after adopting a dog, heviewed on radio and TV in the clients to to fix them up and sell them,” she says.

Cincin wanted to dive into a new career friendship figured it would be smart for me todecided get myhe real DEANNE RHYNEHARDT ANTHONY R. path.

LATINA III home one MICHELLE SLOAN to work BRIAN THOMAS on being featured for the “I got day and decided easy to sta estate license for state that.” This was in 2005, and She also brings her media experience as an agent full time,” he says. Today he servesshe markets her properties. “When effort is ap of Ohio in Top Agentcouldn’t Magazine!

Michelle know that the housing market I the entire greater Cincinnati area and northern Kentucky. and they do not hesita was about to crash in 2008. But that didn’t slow her down, and casting I would research a news story,” she says. testimonials. One recen soon what had begun as a side business became her career. property also has a story, and if you’re a buyer Brian experienced tremendous growth right when he entered the best Realtor I have “The good news, I found out verythe quickly, was that I loved know the story about that property. If you’re a se business, and he’s continuing to expand with each passing communication with us helping people buy and sell homes, day. and “My I wasreferral able tobusiness grow myis great,” ask he thesays. right“Most questions out how I can of myto figure a response, which has te h business to the point where it is today, and it onlyHe prioritizes story of customer your home.

So, I treat each isand every cli clients areevery from year referrals.” service, nication extremely Title Firstgets Upper Arlington better.” and every property if I am a story, an and will do everything possible to keep his clients happy.as This wascreating very knowledgea 4740 Reed Rd., Suite 202 | Columbus, OH 43220 really sets me apart.” is one reason success has come naturally for him.

“If you put experience with flippin 614-442-1900The ph. |secret 877-533-8470 fax continuing out growth a good product, past clients to Michelle’s and success is will be your best advertising.” looking at houses. He h 4) CONCIERGE CARE: upperarlington@titlefirst.com Not only does he17) excel in service, EMPLOYEE he is also knowledgeable, as work withisus.a Iservice would to highly simple. “I kept increasing my business by working long WHY hours Michelle’s radio and TV he www.titlefirst.com he is an investor himself.

“I purchase properties in emerging asks me for a Realtor.” and doing what was best for my clients by being open and but she MATTERS doesn’t stop there.

SERVICES THAT LURE APPRECIATION & She’s CANactive with sev marketsis and rehabimportant. them myself,”including he explains.

So when it Foundation, which wo Experienced Staff | Multiple Locations | Compliance & Security | Marketing honest,” she explains.

“Customer service so very the Dragonfly CLIENTS AND TRANSFORMcomes to helping BOOST LINELooking towards the his buyers,YOUR eagerBOTTOM to be honest with It’s about providing my clients as much information as he is happiness and comfort to children with cancer. H them from the start. “When we walk into a house, people are growth. “I want to grow YOUR REPUTATION possible, so they can do what’s right for their family. It’s is what gets Michelle up in the morning and wor used to agents saying they should buy the property.

But peopleINTO customer service compo 21) TURN OPEN HOUSES about forming relationships. I consider myself professional the night. appreciate myahonesty, I will tell them if it isn’t the right one. skills for marketing, in problem GOES solver.” THE 8) THERE I’m never tryingDESTINATIONS to fit a square into a circle.” combined with his love “I never seem to tire of my says. “It’s sc ajob,” path she for guaranteed NEIGHBORHOOD: HOW TO Michelle has brought together her broadcast career and are her confident real stressful, but it’s very rewarding and how I love h And Brian’s sellers their property is also in front I really enjoy fast LIST estate HIGH WHEN NEIGHBORS career on several levels. Sheofhosts a weekly estate with realize their Whether it’sI ajust first-time ho as many peoplereal as possible his state of dreams. the art techsolve. love everyt on 55KRC, Cincinnati’s popular talk radio station. “The someone in a serious financial situation where the ARE show A NUISANCE show is all about providing information and not asking for their home, you can see the relief when I tell them something in return,” she says. “It’s about making sure that my to walk with you through the process no matter w

CONTENTS

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visit SloanSellsHomes.com, call 513 - 600 - 5277 or email msloan@sibcycline Top Agent Magazine www.

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant Top Agent Magazine

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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DEANNE RHYNEHARDT Intelligent, forthright and truly inspiring, Top Agent DeAnne Rhynehardt – Owner, CEO and Broker at Rhynehardt & Associates in Columbus, Ohio – has been providing her many grateful clients with exceptional service for nearly two decades. DeAnne’s deeply personal approach, coupled with her wealth of industry knowledge, has resulted in a successful business that is growing by leaps and bounds, year after year.

DeAnne seems to have almost stumbled into her career in real estate. “I was a single mom,” she explains, “and I went to a meeting to purchase a home in the development I was living in. One of the management representatives came up to me and asked if I’d like a job. I couldn’t understand why he would choose me; I was kind of puzzled by it, but I said yes.” Though DeAnne professes puzzlement, anyone who has met her understands that this overture was likely the result of her highly-likeable, affable nature. Initially beginning as a receptionist, her innate talents and drive soon found her selling homes in the development, and she achieved a stunning number of sales in her first year, closing on nearly 90% of the almost 160 homes. “I had a pretty good first year in the business,” says DeAnne, with typical understatement.

Now running her own brokerage that she opened last year, she oversees a small but growing team that currently consists of herself and two other agents. “I’m slowly bringing my team together,” she says. Nearly 65% of DeAnne’s business is based on repeat and referred clients, a statistic of which she is obviously – and justifiably – proud. When asked to account for this exceptional level of client loyalty, DeAnne grows thoughtful for a moment before replying. “I think it’s my passion for the neighborhoods in Columbus,” she says. “It’s also because I study my craft, sometimes for hours a day so I can better service my clients.” Her client-first business ethos has also played a large role in her success. “I’m humble and I have God in my life,” she explains. “Some agents

get caught up in the money side of things, but I realize it can all go away in a minute. My clients come back to me because they know I really care about their best interests; about what really matters to them. It’s incredibly rewarding to be able to help someone accomplish their goals and realize their dreams.”

DeAnne, who is also a published author of three books, including Full Fledged: Full Grown Success and Success is not a Secret, it is a Mindset, is an adept marketer of her listings, ensuring each property is shown in its best light and is seen by as many potential buyers as possible. In addition to the standard MLS, yard signs, just-listed and just-sold postcards, she also gets impressively creative. Audio ads for her company are heard daily by thousands of people riding city transit, a decidedly unique and results-yielding marketing tool.

When she’s not working, DeAnne is all about giving back. Whether it’s through supporting the charity work of local churches, food drives, or her donation of time and energy providing free consultations for potential home buyers, she is truly a philanthropic dynamo. She also has a second business that promotes entrepreneurship for women in Africa, something she is deeply passionate about. “It might be work,” she says, “but I do it for fun, so it doesn’t feel like work at all. I want to grow my two companies together.

Entrepreneurship and real estate go hand in hand. People become entrepreneurs through investing or through real estate.”

Looking to the future, DeAnne’s plan is to continue growing her business and adding agents who share her same customer-first philosophy. She also has a few words of advice for anyone who once struggled as she did prior to achieving her astounding success in real estate. “If you are in pain right now,” she says, her sincerity obvious, “this is the best time to change your life and do whatever it is that your heart desires.”

For more information about DeAnne Rhynehardt, please call 614 - 648 - 3935 or email DeannaBousso@gmail.com 6

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Title First Agency is proud to congratulate

DeAnne Rhynehardt

on being featured for the state of Ohio in Top Agent Magazine!

Title First Upper Arlington 4740 Reed Rd., Suite 202 | Columbus, OH 43220 614 - 442 - 1900 ph. | 877-533-8470 fax upperarlington@titlefirst.com www.titlefirst.com Experienced Staff | Multiple Locations | Compliance & Security | Marketing Top Agent Magazine

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There Goes the Neighborhood:

How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers?

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First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.

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How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.

as a courtesy introduction to the neighborhood.

While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach.

Start by thinking small and operating from a place of authenticity and neighborly service.

You might explain to the neighboring tenant that you’re listing and offer to mow their lawn Top Agent Magazine

Are there foreclosed or abandoned homes on your client’s block?

Do your homework.

It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about

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squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 10

that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue.

While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.

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ANTHONY R. LATINA III

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ANTHONY R. LATINA III Don’t let his relative youth fool you: Anthony Latina of Howard Hanna Real Estate Services in Cleveland, Ohio has already achieved what many other, more seasoned real estate agents can only dream of. With a focus on excellent customer service, a family background in the building industry, and an innate curios12 Copyright Top Agent Magazine

ity about his clients and the world in general, Anthony has firmly established himself as a down-to-earth, passionate and knowledgeable real estate advocate.

Anthony, the scion of a well-respected home building family (“we built about half the Top Agent Magazine

With a focus on excellent customer service, a family background in the building industry, and an innate curiosity about his clients and the world in general, Anthony has firmly established himself as a down-to-earth, passionate and knowledgeable real estate advocate. west side of Cleveland,” he says), began his own journey in real estate in 2016. While he was offered a full ride at Loyola University in Chicago, he decided to forego college. “It wasn’t my thing,” says Anthony, even though Top Agent Magazine

I had a 3.8 GPA. Instead, I got my real estate license.” Hitting the ground running, Anthony sold $6 million in his first ten months, at the age of eighteen. “When I first started,” he says, “I worked non-stop, making phone calls 13 Copyright Top Agent Magazine

from 10 am until 7 pm. I went door knocking, I sent personal letters to expired listing owners. I did everything I could possibly do to grow my business.” Now twenty years of age, his business has grown exponentially. “In my second year,” he says, “I doubled what I did in my first.”

Anthony’s dedication and professionalism have resulted in a business that is already based in large part upon referrals from satisfied clients, perhaps the surest indicator of Copyright Top Agent Magazine Copyright 14

success in the highly-competitive real estate industry. Another reason for this, Anthony believes, is his well-rounded nature. “I’m extremely curious, and I continue to educate myself through history, psychology and just general learning,” he explains. “I keep abreast on recent events, so when I talk to my clients I can speak about things that aren’t only real estate-related. That allows me to connect with them on a more emotional, personal level, and that’s a reason they feel that I’m part of their family, or a good friend.”

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Anthony is also an expert marketer, and his youth translates into an ease with the world of social media advertising. “My biggest marketing platforms are Facebook, LinkedIn, Instagram and Twitter,” he explains. “I also pay to get my listings on Amazon, Huffington Top Agent Magazine

Post, USA Today, ESPN, AOL, Gmail and others.” Every one of his listings gets maximum exposure via massive email blasts, as well. Professional photography and videos are also tools in his marketing arsenal that are used to great effect.

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When Anthony finds time away from real estate – which is rare – he volunteers at the high school he attended, Saint Edward’s in Lakewood, where he mentors incoming freshman who might need help adjusting to life at an all-male Catholic private school. He is also a member, alongside the rest of his family, of the Home Builder’s Association. For relaxation, Anthony enjoys watching educational programs on the highly-lauded website CuriosityStream. He is

also an avid gym-goer, yoga practitioner, and soccer player.

The future looks incredibly bright for Anthony, who is currently working towards obtaining his Broker’s License, in anticipation of opening his own brokerage, Anthony Latina Real Estate. “It would be branded with a completely different look than anything else here in Cleveland,” he says.

For more information about Anthony Latina, call 440 - 465 - 5611 or email AnthonyLatina@howardhanna.com

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Top Agent Magazine

Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 18

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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MICHELLE SLOAN Even before she became the number one Sibcy Cline agent in the Mason, Ohio area in 2012, Michelle Sloan was driven to success. Real estate is her second career; she comes to the business after spending time in TV news as a news director, producer and reporter in Midwest cities like Toledo, Milwaukee and Charleston, WV. “My husband and I started buying properties to fix them up and sell them,” she says. “We figured it would be smart for me to get my real estate license for that.” This was in 2005, and Michelle couldn’t know that the housing market was about to crash in 2008. But that didn’t slow her down, and soon what had begun as a side business became her career.

“The good news, I found out very quickly, was that I loved helping people buy and sell homes, and I was able to grow my business to the point where it is today, and every year it only gets better.”

The secret to Michelle’s continuing growth and success is simple. “I kept increasing my business by working long hours and doing what was best for my clients by being open and honest,” she explains. “Customer service is so very important.

It’s about providing my clients as much information as possible, so they can do what’s right for their family. It’s about forming relationships. I consider myself a professional problem solver.”

Michelle has brought together her broadcast career and her real estate career on several levels. She hosts a weekly real estate show on 55KRC, Cincinnati’s popular talk radio station. “The show is all about providing information and not asking for something in return,” she says. “It’s about making sure that my

listeners know what’s happening in the industry and what they can do to maintain their investment.

I saw so much heartbreak in 2008 and 2009, I just want to make sure that people don’t repeat those mistakes.” Michelle is also one of the Power Players of Real Estate on The American Dream TV Show. The American Dream’s mission is to Educate, Empower and Engage. That philosophy is in sync with Michelle’s message as she is interviewed on radio and TV in the Cincinnati area.

She also brings her media experience into the way she markets her properties. “When I was in broadcasting I would research a news story,” she says. “Well, every property also has a story, and if you’re a buyer you want to know the story about that property. If you’re a seller I need to ask the right questions to figure out how I can tell the unique story of your home. So, I treat each and every client and each and every property as if I am creating a story, and I think that really sets me apart.”

Michelle’s radio and TV work is a service to her community, but she doesn’t stop there. She’s active with several charities, including the Dragonfly Foundation, which works to bring happiness and comfort to children with cancer. Helping people is what gets Michelle up in the morning and working late into the night.

“I never seem to tire of my job,” she says. “It’s certainly very stressful, but it’s also very rewarding and I love helping people realize their dreams. Whether it’s a first-time home buyer, or someone in a serious financial situation where they need to sell their home, you can see the relief when I tell them, ‘I’m going to walk with you through the process no matter what it takes.’”

To find out more about Michelle Sloan, visit SloanSellsHomes.com, call 513 - 600 - 5277 or email msloan@sibcycline.com www.

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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 22

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

Top Agent Magazine ®

Top Agent Magazine

BRIAN THOMAS For Brian Thomas, real estate is truly a dream career. “I have a real passion for the business.

I’ve found what I want to do for the rest of my life,” he explains. He took his first step into the industry when he purchased a condominium four months after graduating from college. When his job was transferred to Chicago, he rented it out.

“I became more interested in investing and eventually decided to get my real estate license for that purpose.” Soon, he was traveling frequently with his day job, and after adopting a dog, he decided he wanted to dive into a new career path. “I got home one day and decided to work as an agent full time,” he says. Today he serves the entire greater Cincinnati area and northern Kentucky.

Brian experienced tremendous growth right when he entered the business, and he’s continuing to expand with each passing day. “My referral business is great,” he says. “Most of my clients are from referrals.” He prioritizes customer service, and will do everything possible to keep his clients happy. This is one reason success has come naturally for him. “If you put out a good product, past clients will be your best advertising.”

Not only does he excel in service, he is also knowledgeable, as he is an investor himself. “I purchase properties in emerging markets and rehab them myself,” he explains. So when it comes to helping his buyers, he is eager to be honest with them from the start. “When we walk into a house, people are used to agents saying they should buy the property. But people appreciate my honesty, I will tell them if it isn’t the right one.

I’m never trying to fit a square into a circle.”

And Brian’s sellers are confident their property is in front of as many people as possible with his state of the art tech-

niques. “I market my listings by using a high end photography service, and I promote all my listings on Facebook, so I can reach thousands of eyes and get engagement from a wide range of people,” he says. This has resulted in his listings selling very quickly, never lasting more than 3 days on the market on average.

Whether buying or selling, clients are not just clients to Brian. “I turn the relationships into friendships. When you get to know people, it’s easy to stay in touch with them,” he says. That effort is appreciated by all who work with him, and they do not hesitate to let their feelings be known in testimonials. One recent review read, “Brian Thomas was the best Realtor I have ever dealt with. He was in constant communication with us. We did not have to wait days to get a response, which has happened to me in the past. Communication is extremely important when buying/selling. He was very knowledgeable about the entire process. His experience with flipping houses was hugely helpful when looking at houses. He had a nice list of contractors to share with us. I would highly recommend Brian to anyone who asks me for a Realtor.”

Looking towards the future, Brian is aiming for more growth. “I want to grow as big as I can without losing the customer service component,” he explains. His unparalleled skills for marketing, investing and all things real estate, combined with his love for this industry, have set him on a path for guaranteed success. “No two days are the same, I really enjoy how fast paced it is and how I can problem solve. I just love everything about it.”

For more information about Brian Thomas, please call 513 - 503 - 9763 or email Brian.Thomas@cbws.com Top Agent Magazine

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