OHIO 10-3-22

OHIO EDITION

Are You A VALUE-ADDED AGENT?

Embracing Smart Homes: Does New Technology Really Increase Home Value?

GOOGLE ADWORDS:

HOW TO MAKE GOOGLE DO THE WORK FOR YOU

7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

FEATURED AGENTS

VANESSA SCHIAVI THE INCORVAIA TEAM TODD HELTON COVER STORY

MARIE ROOT

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

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

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Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 5

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com.

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MARIE ROOT Top Agent Magazine

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Top Agent Marie Root is part of a loose and informal alliance of other women on her team at On Target Realty, serving northeast Ohio.

While working as a nurse and marrying a firefighter, it became clear that if they wanted to raise a family, both parents couldn’t have jobs that had them working all hours and with no holidays off. Marie had worked with real estate offices and had a passion for it already, so it seemed like an excellent part time option.

Getting her real estate license was a way to have a flexible and family friendly schedule.

She had no idea her business would blossom 8Copyright Top Agent Magazine

the way it did and as her family grew with the kids getting older, it would develop into a strong and satisfying full time career.

She’s part of a loose and informal alliance of other women her On Target Realty office serving northeast Ohio, under the guidance of broker John Vrsansky, Jr., who shares four decades of expertise and real estate wisdom with them. The women help each other out Top Agent Magazine

when possible without being an official team.

They’ve got each other’s backs and there’s a true feeling of camaraderie among them. They guide the newer agents, exchanging ideas and leads freely. Marie lives in Strongsville with her family and is comfortable sharing her intimate knowledge of the region. With four Top Agent Magazine

kids growing up and competing in a variety of sporting events, she’s a familiar face in the area, with up to 95% of her business coming as referrals.

It’s her level of service that keeps the referrals coming in and prior clients coming back. She Copyright Top Agent Magazine9

It’s her level of service that keeps the referrals coming in and prior clients coming back. She doesn’t just jump on every listing that comes along to bulk up her numbers. With the care that she gives, it’s all about quality, not quantity. doesn’t just jump on every listing that comes along to bulk up her numbers. With the care that she gives, it’s all about quality, not quantity. When she started her real estate journey, it was with a small office. She moved away to one of the big names, thinking she wanted a draw of a well known logo behind her. But she went back to a smaller broker, where she could keep things more personal and down to earth.

Having a more direct and personal control of Copyright Top Agent Magazine 10

her business allows her to give back to the community through special incentives a few times a year to help out those in a tight situation.

Throughout the year, Marie continues her caring touch to her client base. She chooses a few holidays to turn into special client contact events. This can be leaving candy at Halloween for families with kids, popcorn left on doorsteps for the fourth of July, or hand delivered Top Agent Magazine

gingerbread when the season is right. This isn’t some computer generated postcard, it’s Marie getting in her car and making all of the deliveries herself. Even for client contacts, it’s quality, not quantity. That kind of attention to detail and care is what brought her over $10 million in transactions in 2021.

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It turns out going from nursing to real estate isn’t all that big a difference. In the end, it’s about caring and helping people. Marie is in a position to educate and listen to her client base, sometimes as a therapist, sometimes as a shopper, and sometimes as a cleaner, with every role she fills there to help and support Copyright Top Agent Magazine 11

people in reaching their dreams. She keeps her clients happy, and happy clients lead to more referrals. Again, not for the numbers, but for the help she can give. Now she’s eager to get more people into the office, help

them grow, and put a particular focus on having more women flourish in the industry when they set their minds to it. As a nurse or real estate agent, it’s about spreading care and support.

For more about Marie Root please call 440-465-7855 or email maroot2322@gmail.com Copyright Top Agent Magazine 12

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Infinity Title Solutions congratulates Northeast Ohio agents on their success, and for this issue Marie Root!

The Only Way To Do Great Work Is To Love What You Do. Infinity Title Solutions provides in-depth research regarding the status of the title, efforts to correct or clear the title, and an insurance policy to protect against future claims. We attract clients for life and provide an outstanding product with communication top of mind. Our team is a community and together our collaboration meets the needs of our clients. We value and encourage the development of our people and reward their growth and performance.

Our Mission

“To ref resh our real estate community…To inspire moments of joy and optimism…To make a difference.”

This uplifting mission reaches beyond our company’s Title Insurance services, instead resolving to make the world a more inspired place by practicing service to ALL.

Our Values

Our INFINITY symbol reflects who we are and what we stand for as a company. The infinite mindset is about constant pursuit of improvement and betterment.

The process is just as important as the outcome.

4511 Rockside Rd, Suite 220 Independence, Oh 44131 (216) 270-5005

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www.infinitytitleagency.com

3745 Medina Rd, Suite G Medina, OH 44256 (330)661-5005

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 14

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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VANESSA SCHIAVI

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VANESSA SCHIAVI

Originally from Chile, REALTOR® Vanessa Schiavi moved to the Cleveland, Ohio area in 2008 with years of experience working on large development projects. With her kids finally reaching an age where she felt comfortable getting her real estate license, she decided to take the plunge and begin a new career in real estate five years ago. While starting fresh in the U.S. would be a challenge for anyone, Vanessa’s interior design and construction background, marketing prowess, and honesty quickly established her as a trustworthy and high-achieving REALTOR®.

in the metro area. Being in touch with this high producing community of professionals and entrepreneurs has given her a lot of access to work and connected her with many Hispanic families moving to Cleveland. “For relocating families, I have been able to help them not only as a REALTOR®, but also to get their new life started in this area because I understand firsthand what it feels like to be a newcomer,” she says. While Vanessa speaks

Working as an independent agent with a focus on investment properties, Vanessa has built a strong network with around 80% of her business coming from repeat and referral clients. She’s deeply engaged with the Latino community in Cleveland and is listed in the 100+ Latinos Cleveland Must Know, a platform that showcases Latin professionals 18

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four languages, she typically uses English and Spanish at work.

When it comes to marketing, Vanessa is known for her consistency and targeted approach. “I work alongside my clients to create multiple marketing channels to best get the word out,” she says. “We do 3D tours, videos, professional photos, mailers, social media, and broker’s opens, but what really sets us apart is how we tailor our efforts to a product and the specific audience who will appreciate it. It’s important to remember that we are selling a lifestyle, not just a house.” Even clients who are long-distance enjoy working with Vanessa because she is always available to offer her wisdom and advice.

“They put their trust in me without ever seeing the properties because of my language skills and work history. I can develop projects without the uncertainty and costly mistakes,” she explains.

Residing in Avon Lake, Vanessa is very involved with local events and nonprofits. She’s the membership chair for one of her kids’ schools and supports housing-based organizations. “I try to help anywhere I can when I have the time,” she says.

Last year, Vanessa sold 22 units and this year, she is already on track to grow by 50%. She credits this increase in her business to the fact that she is now a single agent, rather than being on a team. “I moved brokerages on April 1st and my business has doubled since then,” she says. With many investors moving to her area, it’s certain that Vanessa’s future will continue to be bright.

“I strive to develop strong and lasting relationships not only with my clients, but also grow solid professional relationships with co-brokers, business partners and vendors to better serve my clients and help them have a great experience in the selling and buying process. Communication is key, and paying attention to my clients’ needs and wants are the focus as I guide them through.”

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To learn more about Vanessa Schiavi, please call 440-454-5782, email vanessa.schiavi@remax.net or visit vanessa-schiavi.remax.com http://

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Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers.

Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you.

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

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BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

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MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

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LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic.

You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns.

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THE INCORVAIA TEAM Growing up, Sylvia Incorvaia was always adapting to new areas and forming new friendships. With her father in the military, they moved frequently, which gave Sylvia the chance to hone her interpersonal skills.

“I’ve had many different experiences that helped me relate to people,” Sylvia explains. “I am good at being able to adapt to a person’s unique communication style.” She has even entertained the troops on a USO show at the end of the Vietnam War. These events shaped her personality, allowing her to find success in various career paths. Her first introduction into real estate was when she and her husband built their house in a new development. “I was involved in the whole process, and I began thinking I should try real estate as a career.” She earned her license and hit the ground running. Today she is nearing her third decade as an agent, leading her own group called The Incorvaia Team with her husband Mike Incorvia, Sr. and their son Mike Incorvaia Jr. The team consists of dozens of members, including experienced agents and licensed administrators. Serving the greater Cleveland area, much of their business is based on referrals and repeat clients, as they always provide exceptional service.

“We’re very honest and compassionate,” she explains.

“We try to help them understand the market, bringing information in and showing them what they should do next.” When Sylvia suggests something, she always backs it with data and explanations. “If I think they should lower the price, I’ll show them why. I never push them to do it, I will just demonstrate what can happen if we make these changes and they can decide.”

Sylvia and her team aim to make it a win-win scenario

for all involved, wanting everyone to work together to close the sale. Throughout the process, they manage expectations and keep everyone in the loop.

Questions are answered quickly, with no one left confused about what comes next.

When it comes to marketing their listings, the team places properties on hundreds of websites, all the top social media platforms, and sends out flyers and postcards locally. When working with The Incorvaia Team, one can expect to receive hands-on, full service, whether you’re a buyer or a seller. Their history of around $1 billion in sales means this group is well-equipped to effectively handle any type of real estate transaction.

Their reputation for success has been solidified by the many five-star reviews past clients leave for them. One recently said, “We worked with Mike Incorvaia Jr, Sylvia Incorvaia and our man Jeff Zeda. They were all extremely helpful and rapid with helping us figure out any issues we had during the home buying process. I will be sending them any business I can because as a team they truly do care about helping their buyers find the house for them, when I go to sell my house to move I will be listing with them because they take the extra time to help their sellers through the process as well.”

As their business continues to ramp up, Sylvia will always have an eye on her agents’ work-life balance.

“It’s important to us that our agents are happy in their careers and lifestyles, that’s why we brought on multiple licensed administrators so we could take some things off their plate.” She loves helping her team and their clients reach their goals.

For more about Sylvia Incorvaia, please call 440-667-7174 or email mikesr@incteamrealestate.com Top Agent Magazine

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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TODD HELTON Todd Helton has a longstanding interest in real estate as well as the specialized knowledge that comes from personal investing, rehabbing, and flipping properties. After leaving the corporate world and becoming an entrepreneur he sought out investment properties. While he initially started taking classes to build his own knowledge as an investor and didn’t plan to get into real estate full time, the career path seemed to unfold naturally.

Today, Todd has a thriving business working as a solo agent with ReMax Incompass in West Chester, Ohio. He has maintained a ranking of Top 10% in the State of Ohio.

Todd serves the Greater Cincinnati market and is a lifelong member of the community. The city of Cincinnati boasts two professional sports teams, world-class museums, historic architecture and major employers including seven Fortune 500 companies. Communities in Greater Cincinnati are thriving. One example is the town of Hamilton which has experienced economic growth and new development over the past five years including businesses, restaurants, and Spooky Nook, the largest indoor sports facility in the country. Todd was born and raised in Hamilton and has raised his family in the same community he grew up in. He loves being part of the rebuild of his small hometown on the river.

With nearly half his business coming from repeat clients and referrals, Todd believes his clients benefit from his diverse real estate experience as an investor who owns rental properties and can guide them through the various needs of their home. Because he has personal experience in so many different areas

of real estate, Todd can offer a unique perspective or look at properties through a different lens. As an experienced agent, he’s also able to guide clients through changes in the market. Todd has seen it all and knows that homes sell in all markets despite challenges.

What Todd loves most about working in real estate is forming relationships and helping people. He is honored to be entrusted with his client’s livelihood and takes his role as trusted advisor very seriously. Todd is also an active part of the community supporting causes that are near and dear to him such as Pathway to Hope and Hospice of Cincinnati. As a veteran of the US Army, he supports our veterans and the oath they have taken to defend the United States of America.

He is a certified NRA instructor who assists in coaching the local high school trap shooting team.

He always makes time to shoot himself, just to get outshot by his daughters.

When he’s not working, Todd loves the freedom of the open road; he rides his Harley Davidson to the annual Sturgis Motorcycle Rally in South Dakota every year. He also likes to spend social time with friends and family and has taken up outdoor cooking. Todd also enjoys rehabbing homes as a hobby.

He takes great satisfaction from improving a rundown or unattractive property and refurbishing it into a nice place for someone to live. Todd plans to continue doing the real estate work he loves well into the future and has no plans to retire any time soon. He likes that he can control how much time he spends working and is looking forward to serving multiple generations of clients and their children.

To learn more about Todd call 513-478-7615, email thelton@incompass.com, or visit his website at: remax.com/real-estate-agents www.

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