OHIO 12-6-21

OHIO EDITION

Are You Doing Business As You on Facebook?

How to Send SMARTER EMAILS INCORPORATING CHARITABLE GIVING In Your Real Estate Practice

FEATURED AGENTS

MICHAEL ANTER DANNY DUVALL MICHELLE HUDSON JOSEPH REESE

TOP 4 WAYS TO

JUICE UP YOUR

OPEN HOUSE STRATEGY

COVER STORY

ANDREA DORFMEYER

OHIO EDITION

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DORFMEYER MICHAELANDREA ANTER

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MICHELLE HUDSON JOSEPH

REESE

DANNY DUVAL

ate of St. Ignatius and Miami Now averaging close to sixty annual With a truly caring demeanor and Dan a check the made Duvall got 27 his start in builders real work, Heandtreats 22 transactions, 25 Reesefocused y, Michael Anter has always remains love for helpingMichael others, Joseph process very easy. Communication estate an entrepreneurial spirit. After on core become values athat him when, as a Youngstown hasthe quickly top have agent brought in the consistent throughout backgrou the process g college in 2013, he would sogreater muchCleveland success area. in the first place.

“This He started his he addressed any concerns we had.

University freshman, he apagents m o investment properties with his business comes to transparency professional life indown the medical field are looking for investment proper proached a gentleman contact, as aaccessibility,” surgical technologist.

“I was there in the named future and will definitely nd and colleague, Tony Biasiotand he says.

“Above all, I for 19 but to towards the end of and his team.” CRM sy time, one property turned into want myyears, clients feel comfortable whenPantone. Tony,Joseph Tony a reputait I developed rheumatoid arthritis,” two turned into three, and soon talking to me. When they come to me with area Realtor® with u explains. The condition made ble it Duringan anyimfree time,Danny Joseph can found himself pursuing his real a he question, I’m not afraid to tell them the painful for him to work, and because found playing golf or hanging out w pressive record, recognized and dron ense. Later, he and Tony would truth about a property. And they know he was immunocompromised, he family, including his wife and t s with Louie Biasiotta and Mike I decided will always answer my during phone the when I’m something in young Danny. tiple site to take a break daughter.

He’s also dedicating m MICHAEL ANTER DANNY DUVALL JOSEPH REESE o launch Jamm Real Estate Co., needed.” pandemic.

“I ended up going to school for real estate hours to planning for the future, as he hopes to g “He liked the way I carried myself,” Danny recalls, advertise ichael currently assists clients throughout during that time off.” Falling in love with the path to 150 transactions per year. “and asked I presented, hadEstate ever real estate. He like Face the opportunities Joseph hit Ohio. Having built a network of millenni- Outside of and realall estate, JAMMif itReal isconsidered the ground running as an agent and hasn’t looked “That’s startingbe goal, willTrul raise sellers, and investors that spans the region, fully committed to its community, donating to an gave me all the details and suggestedjustI our would a and we and back since. and charities throughout the when we achieve it,” he says. “But we kind of w ses the experience and outgoing personality assortment of causes great agent” As it turned out, astoatake child Danny had Cleveland and surrounding areas by sto navigate any transaction. year. When he’s not with clients, Michael, a former Today Joseph and his cousin Brandon work as a and continue to add more agents to the team.” Jos watched HGTV often home design 4) INCORPORATINGhigh CHARITABLE 3going WAYS JOINING A station’s Danny’s school football player, can be 23) foundso for athe team, providing superior service to all they serve. also wants to invest in real estate. Wherever ing a property, Michael is there his clientsREAL run, catching a Browns with friends, or spendlogoitgame permanently the family’s GIVING INforYOUR ESTATE PROFESSIONAL ORGANIZATION CAN “We make our top priority to branded keep our clients journey leadsTV him, screen. he will soak up and every supp minute p of the way. After helping them prepare ing time with his beloved wife Bridget, daughter happy,” Joseph says.

They’ve experienced immense it.

“It’s such a rewarding field to be a part of, an Taking the vote of confidence to heart, Danny got the most MAKE YOUR BUSINESS BETTER e for the market,PRACTICE he shares it via a blend of Eleanor, andgrowth close family. since they started, and will soon hire an am grateful to go to work every day.” hisIt’sreal end of t digital and social media campaigns. From assistant. their estate attention tolicense detail and during commit- freshman year and mentMichael to going above and beyond expectations that nish, though, he caters his strategy to their Looking ahead, and his partners also have began working as ARE an agent on the side. get to w 13) TOPtransaction 4 WAYS JUICE UP 26) YOU keeps continuously growing.

“I’ve taken myDOING BUSINESS eeds, ensuring an efficient that TOexciting plans for them the future of JAMM Real Estate clients’ f skills in patient care and transferred it over the s their value. YOUR OPEN HOUSECo. Having recently established theAS JAMM Property STRATEGY YOU ONtolove FACEBOOK? real estate field,” Joseph says.

“A lot of people ten years Danny is the Team Leader of happen; Management Co.,Now they look forward later, to deepening that I’m just here to help and they can feel that I e, Michael is just as attentive when serving their work with investment properties in the coming the Duvall Group powered that by eXp Realty. Danny’s satisfact am passionate about what I do.” Understanding s, leveraging his 20) in-depth knowledge both SMARTER months, all while expanding their team and offices to HOW TOofSEND EMAILS this is a large transaction in his clients’ lives, he does consists of five other agents and an administrant properties and the different markets of meet the needs of team their he rapidly everything can togrowing eliminateclientele. stress and make it a Ohio to identify the right home for their best tive transaction coordinator. Together they amassed When no fun experience.

In fact, he prefers to remain in touch well In the meantime, over Michael150 takestransactions the most satisfaction and upwards of $20 million in his co Past clients love to spread the word about his work. deals are done to Phone provide ongoing assistance from the compassionate approach shared between 310-734-1440 | Fax 310-734-1440 in volume the past fiscal year. They serve lies expe said,of“Joseph helped in the process er connect his clients to his extensive network himself and One the recently members hisduring team.

“Ime wouldn’t of building a new home.

He helped us negotiate mag@topagentmagazine.com | Youngtown, www.topagentmagazine.com ctors and specialists.

For his expertise in evenjoy this business nearly as much without our Ohio, including Trumbull, Mahoning, and volu For more information about Joseph Reese some upgrades, landscaping packages, incentives from property management to working with team’s support and camaraderie,” he says.

“Having please call 440-610-5639 or Wh No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent and Columbiana Counties. and referrals tion. and closing fees the builder otherwise didn’t want toRepeat homebuyers, he Magazine and his partners at JAMM gone to school for Inc. entrepreneurship, truly lovetaken getemail jbreese.realtor@gmail.com offer HeAlthough helped usprecautions secureI an inspector to double is published by Feature Publications GA,us. are clientele. to ensure the accuracy of published make upassisting 60% of their or watch ate Co. have earned a fantastic reputation ting to know my clients and them—whether materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. ut Ohio, with the To vast majority of his volume that means helping them locate a sound investment often cam subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. Copyright Top Agent Maga om repeat clients and referrals. property or uncover their dream home.”

CONTENTS

MICHELLE HUDSON KEY REALTY, TOLEDO, OHIO

Danny attributes his success to his client-centered where th approach, an opinion echoed by multiple Zillow the time 2 more about Michael Anter, email michaelanter22@gmail.com, Top Agent Magazine To learn reviews. One happy customer says, “Can’t say enough future of visit jammrealestate.com or call (216) 409-2888. www.

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

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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ANDREA DORFMEYER

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Top Agent Andrea Dorfmeyer— a Certified Luxury Home Marketing Specialist and Residential Construction Certified— is with Coldwell Banker Schmidt Realty, assisting clients throughout the East Side of Cleveland and its surrounding areas.

Having spent over a decade in landscape and floral design, Andrea Dorfmeyer first relocated to Cleveland with her husband in 2015, when she began seeking a career that spoke to her professional background, as well as her passion for helping others. Inspired, she decided to pursue her real estate license, applying her years of design and customer service experience to provide unmatched insights into the market. “And the rest is history,” she says with a laugh.

Today, Andrea is a Realtor for Coldwell Banker Schmidt Realty, where she assists clients throughout the East Side of Cleveland and its surrounding areas. There, she has grown into a one-stop-shop for transactions of all kinds—from company relocations to luxury listings—building a network of satisfied clients that spans the region. She is a Certified Luxury Home Marketing Specialist and also Residential Construction 8 Copyright Top Agent Magazine

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Certified. Andrea received the Ohio Realtors President’s Sales Club Award of Achievement for 2021 as well.

When listing a property, Andrea leverages the extensive resources available through Coldwell Banker Schmidt Realty to give her clients an added advantage. After helping Top Agent Magazine

them fully prepare their home for the market, she shares it over a blend of digital and social media campaigns, taking a data driven approach to uncover a specially targeted buyer pool for every house. In the meantime, she uses proven outlets like mailers and email campaigns to those in her professional sphere, all leading up to the standout open house showing.

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“I want to be the person that can help you find an answer, regardless of your question,” Andrea says.

“No matter what my clients need, they know they can come to me for support—even if that means referring them out to my network of expert trade-members and contractors.”

Elsewhere, Andrea is just as committed to her buyers. Leaning on her background in design and extensive knowledge of the Cleveland area, she carefully guides them to the right home for their best interests, taking the time to educate them with each step of the transaction. In fact, 10Copyright Top Agent Magazine

she remains in touch long after the deals are done to provide ongoing support and ensure her clients are satisfied in their new homes.

Through the years, she has earned a fantastic reputation throughout Cleveland, as evidenced by her strong rate of repeat clients and referrals.

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Since consistently meeting her own sales goal and doubling her volume from last year, Andrea returns to the client-first approach that has anchored her success in the first place. “I want to be the person that can help you find an answer, regardless of your question,” she says. “No matter what my clients need, they know they can come to me for support—even if that means referring them out to my network of expert trade-members and contractors.”

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Outside her career, Andrea is deeply involved with her community. A contributor to her community garden, she is also a participant of the Cleveland Heights Community Center. When she’s not with clients, she can be found spending quality time with her family and friends or enjoying the outdoors, tending to her garden or at one of Cleveland’s Metroparks. She also enjoys trying new things, from learning how to golf, ice skate and ski, to traveling to new destinations.

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Looking ahead, Andrea has strong plans for her business. As her volume maintains its steady growth, she intends on further scaling her model of service, with an eye towards building a team in the future. As for the present? “My motto in real estate has been ‘Never Say No.’ I believe that the hard work I put in now will show itself in the future. While coming to a new area and starting a real estate business was a challenge at first, I

soon realized that everything came down to cultivating successful relationships with your clients.

After all, you never know when you might cross paths again; it’s a smaller world than we think.”

For more about Andrea, call (843) 290-9297, email andrea.dorfmeyer@cbschmidtohio.com, or visit HouseHuntingwithAndrea.com www.

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Top 4 Ways to Juice Up Your Open House Strategy

by Rob Flitton

I go to open houses, but not just because of my profession or interest in architecture and interior design. I go to open houses to see how effective real estate agents are at selling. It has been rather eyeopening because there is very little selling going on—the average open house strategy needs work.

1.Build a Dynamic Open House Booklet After they leave, open house visitors will discard a one-page for-sale info sheet naming a home’s features. But they will keep, and possibly use, a 6 or 8 page booklet loaded with interesting items that directly solve problems for them.

Perhaps “selling” is considered an outdated skill, or that it feels socially awkward for agents to be regarded as a salesperson. But if you’re a real estate agent, you are a salesperson. At most of the open houses I go, I see money floating out the door every time a visitor leaves because of the agent’s inability or refusal to sell.

It will require some strategic thought to nail the content and design, but perhaps include: (i) descriptives about the benefits of buying the property you’re showing, and not just data, (ii) compelling reasons why they should consider working with you along with a web link to search for listings on your website, (iii) a web link telling them how to get a prompt, written estimate on the value of their home, or to find out what other homes in their neighborhood sold for, (iv) possible discounts on real estate related services—maybe a reduction in fees from your preferred lender, or a reduced home inspection price, (v) possible discounts on non real estate related items.

An open house is a lucrative opportunity to find buyer or seller clients –selling the listing itself may also be the goal, but an agent should not pass up this chance.

There are 4 distinct strategies an agent can immediately employ to juice up their open houses and get awesome leads.

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youcombine combinethis thisdynamic dynamic booklet booklet If Ifyou withproperly properly trained trained closing closing lan lanwith guage,asastouched touchedupon upon below, below, itit is is guage, somethingthe the average average person person will will something eitherkeep keepand anduse useororpass pass along along to to either someonethey theyknow. know.AAwell well designed designed someone booklet canbring bringyou youaalot lotof ofbusiness. business. booklet can

data—and interesting data—andthey theyare arevoid voidofofinteresting or problem-solving problem-solvinginformation. information.

the14 square footage, and the standard

Top Agent Magazine neighborhood is very appealing.

2.Work 2.Work The TheNeighborhood Neighborhood A A few few days daysprior priortotoyour youropen openhouse, house, find the names and addresses (from find the names and addresses (from tax 2020 tax records—or records—orelsewhere) elsewhere)of,of,say, say, homes in each direction from the homes in each direction from the Pre-internet, both open houses for open house.

Pre-internet, both resale listings, andopen modelhouses homes for for open house. resale and model homes for For the cost of postage and some new listings, construction, relied on strategic For the costmail of apostage some new construction, relied on strategic postcardand to these collateral materials (handouts).

Vis- sweat-equity, sweat-equity, mail a postcard collateral materials (handouts). homeowners inviting them to to these the itors were ostensibly looking at Vis sev-- 80 ostensibly looking at sev 80 homeowners inviting them to itors were eral competitors at the same time, so open house and offering somethingthe eral competitors at thehad same time,the so unique open house and offering something collateral materials to have and compelling—perhaps a collateral hadback to have the drawing unique or and compelling—perhaps power tomaterials bring them to your giveaway for those willing a giveaway willing power to great bring call themtoback to your drawing provideortheir opinionfor onthose the asking site—a action, eye- to of the their homeopinion (and theon entry catching color,call identification the price to provide the card, asking site—a great to action, ofeyecourse, net(and youthe their email benefitscolor, of buying your product. price of thewill home entry card, catching identification of the of address and will phone People of course, netnumber). you their email benefits of buying your product.

Yet at open houses today, I primarily are generally nosy and like toPeople be address and phone number). bland houses information dis- validated, so asking theirlike opinion are generally nosyforand to be Yetseeat open today, sheets I primarily cussing features—the listing price, on something hap pening in their own see bland information sheets dis- validated, so asking for their opinion very appealing. the square footage, andlisting the standard on somethingishap pening in their own cussing features—the price, neighborhood

And, it is best to mail them again right after the open house to talk about what happened.

“From our Saturday open house, we discovered 3 qualified and eager buyers that are now looking for a home in this neighborhood—if you would like to know what your home is worth for these buyers to consider, please give me a call.”

dynamic booklet and say: “Please enjoy our open house, and am hoping you’ll do me a favor. This booklet is loaded with great information about, and if you become interested at some point in buying or selling, would you please call and give me the opportunity to earn your business? Or if you happen to know someone now who is looking now, would you kindly pass this booklet onto them?”

Also, adding on door-knocking or If they reply with a “don’t know” type flyer-hanging to your mailings boosts of answer this usually means they are your neighborhood equity even more. indeed looking but are just not ready yet to reveal this to you, so you will 3.Close and Qualify need to work to make a connection.

Engage every single visitor in closing Good consultative sales connections dialogue, because every single visitor are made when you can make them feel you’re not pushy and are able to is there for a reason. directly resolve their problem.

While smiling, with shoulders erect, and maintaining suitable distance, A “yes” type of response is great, but look them in the eye and offer your you should take the qualifying step of handshake while stating your full asking them if they’re working with another agent. If they are, the dyname and company—and then ask: namic booklet comes in handy again: “Are you out looking to buy a home “If for any reason your agent is today?” unavailable to show you homes, I can be reached at the phone number in There are 4 categories of answers, this booklet. Plus, it contains fantastic and any answer they provide is an resources for searching online and a opportunity to get to the marrow of discount on financing.” what they need. There are “nos”, “don’t knows,” “yeses,” and “other.” If you can’t get a sandwich, get a bite.

If they are definitive about looking, If they reply with a “no” variety of and don’t have an agent, then they are answer, then you can hand them your available for you to work with and Top Agent Magazine

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here again you need the right type of closing and qualifying dialogue.

The goal here is to evoke from them their home-buying goals so that you can match and narrow down to a single opportunity. It’s a mistake to present multiple listings to a buyer at once. Ask broad questions and then narrowing questions followed up by “if-then” questions.

Example: “What types of functions do you want in your new home, or activities near your neighborhood?”

Followed by something like, “is the number or size of bedrooms important to you?” Followed by, “so if I can show you the kind of home we just described, are you ready to go see it and possibly make an offer?”

4.Have Interactive Tech Tools Onsite It is the worst feeling to engage someone as a potential client at an open house and then have no tools available to solve their problem— don’t assume they aren’t going to want to do business right away.

If you’re engaging a potential buyer, you better be able to instantly gratify their desire to see viable homes online so internet access and an easily view-able screen are necessary. They may ask you to go see other homes in-person, so you need to have a coagent available to either show them those homes, or spell you off as host while you do. You may be asked to write up an offer for them so you will need the tools and ability to create and e-sign documents.

Naturally, any objections or “nos” you receive in this process are just fan- When a potential listing client is in tastic opportunities to learn about their front of you, you need to be able to needs and earn a connected trust. show them recent comparable sales and may even be asked to list their The “other” thing they might tell you home and will need the tools and is that they’re not a buyer at all, but a ability to create and e-sign documents potential seller. Potential sellers often for taking that listing. go to open houses to find out how their home stacks up, but are you It happens sometimes—but it never aware what the number one reason happens if you’re not ready. they attend open houses is?

Potential sellers go to open houses to Rob Flitton is a Seattle Real Estate Mardirectly or indirectly interview you, a keting specialist helping independent agents to increase their income. Email Rob potential listing agent. And they hire robflitton@gmail.com at any time or call/ confident, prepared professionals. text him at 206-612-2314.

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MICHELLE HUDSON KEY REALTY, TOLEDO, OHIO

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MICHELLE HUDSON | KEY REALTY, TOLEDO, OHIO

A lifelong resident of Toledo, Michelle Hudson took a winding road to real estate. After serving at the University of Toledo for 20 years and later earning her Master’s Degree in Business, she would launch a for-sale-by-owner marketing service, which quickly blossomed into a notable magazine and online brand in the early 2000s. Aspiring to get more hands-on with her clients, she pursued her real estate license and has gone on to author an accomplished, fourteen year career as a Best of Zillow Premier Agent and Lifetime Member of the President’s Sales Club.

Today, she is a Realtor with Key Realty, where she assists clients throughout the Greater Toledo area.

Licensed in both Ohio and Michigan, she has taken a personable approach to client service, living up to her personal slogan: “Helping you make the right move!”

When listing a property, Michelle leverages her background in digital marketing to give her clients 18

an added advantage. A Certified Property Stager herself, she is hands on with each seller, helping them prepare their home for the market and providing them with a suite of professional photography services. She then shares her listings to a blend of targeted digital and social media campaigns specially designed to appeal to a wide variety of buyers.

From start to finish, she is there for her clients, personalizing her approach to their distinct needs and ambitions.

But Michelle is just as committed to her buyers. Leaning on her acute insights into the local market, she carefully guides Copyright Top Agent Magazine

them to the right home for their best interests; in fact, she keeps in touch long after the deals are done through frequent check-ins, as well as her popular newsletter and biannual magazine—all to ensure her clients are satisfied in their new homes. Through the years, she has earned a fantastic reputation throughout Toledo, with the vast majority of her volume coming from repeat clients and referrals. And the secret to her success? “Patience is key,” Michelle says.

“Sometimes people can get emotional in a transaction, but you’ve got to support them as a calm voice of reason. After all, clients are trusting you with one of the biggest transactions of their lives.”

Having sold 365 homes since becoming a Realtor, Michelle also remains committed to the strong standard for integrity that has set her apart through the years—both with her clients and her fellow agents. “I believe real estate should be a win-win for both parties, and I pride myself in maintaining a good relationship with the agents on the other side of the transaction. At the end of the day, we all want the same thing: to get our clients to the closing table.”

A 13-year member of the Toledo Regional Association of Realtors, Michelle has been honored with the Association’s Award of Distinction for achieving over $2.5 million in sales for the last six consecutive years. She also enjoys traveling the world or spending quality time with her beloved husband and grandchildren. Going forward, she has exciting plans for the future, as she looks ahead to partnering with more up-and-coming agents in her region. In the meantime, though, she is more than satisfied with the career and new connections she has cultivated in the community she loves. “Every client has a story,” she says. “My buyers and sellers have enriched my lives as much as I hope I’ve enriched theirs.

More than anything, there’s nothing better than getting home each day knowing that I’ve truly made a difference.”

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To learn more about Michelle Hudson email michellehudson4homes@gmail.com, or visit ToledoHomesNetwork.com or call 419-276-9029 www.

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How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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MICHAEL ANTER A graduate of St. Ignatius and Miami University, Michael Anter has always possessed an entrepreneurial spirit. After graduating college in 2013, he would delve into investment properties with his good friend and colleague, Tony Biasiotta. Over time, one property turned into two, and two turned into three, and soon Michael found himself pursuing his real estate license. Later, he and Tony would join forces with Louie Biasiotta and Mike Coljohn to launch Jamm Real Estate Co., where Michael currently assists clients throughout Northeast Ohio. Having built a network of millennial buyers, sellers, and investors that spans the region, he possesses the experience and outgoing personality needed to navigate any transaction.

When listing a property, Michael is there for his clients every step of the way. After helping them prepare their home for the market, he shares it via a blend of targeted digital and social media campaigns. From start to finish, though, he caters his strategy to their distinct needs, ensuring an efficient transaction that maximizes their value.

Elsewhere, Michael is just as attentive when serving his buyers, leveraging his in-depth knowledge of both investment properties and the different markets of Northeast Ohio to identify the right home for their best interests. In fact, he prefers to remain in touch well after the deals are done to provide ongoing assistance and further connect his clients to his extensive network of contractors and specialists. For his expertise in everything from property management to working with first time homebuyers, he and his partners at JAMM Real Estate Co. have earned a fantastic reputation throughout Ohio, with the vast majority of his volume coming from repeat clients and referrals.

Now averaging close to sixty annual transactions, Michael remains focused on the core values that have brought him so much success in the first place. “This business comes down to transparency and accessibility,” he says. “Above all, I want my clients to feel comfortable when talking to me. When they come to me with a question, I’m not afraid to tell them the truth about a property. And they know I will always answer my phone when I’m needed.”

Outside of real estate, JAMM Real Estate is fully committed to its community, donating to an assortment of causes and charities throughout the year. When he’s not with clients, Michael, a former high school football player, can be found going for a run, catching a Browns game with friends, or spending time with his beloved wife Bridget, daughter Eleanor, and close family.

Looking ahead, Michael and his partners also have exciting plans for the future of JAMM Real Estate Co. Having recently established the JAMM Property Management Co., they look forward to deepening their work with investment properties in the coming months, all while expanding their team and offices to meet the needs of their rapidly growing clientele.

In the meantime, Michael takes the most satisfaction from the compassionate approach shared between himself and the members of his team. “I wouldn’t enjoy this business nearly as much without our team’s support and camaraderie,” he says. “Having gone to school for entrepreneurship, I truly love getting to know my clients and assisting them—whether that means helping them locate a sound investment property or uncover their dream home.”

To learn more about Michael Anter, email michaelanter22@gmail.com, visit jammrealestate.com or call (216) 409-2888. www.

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3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale.

How can you make the most of your sphere of influence? The answer lies in professional organizations.

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These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

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1. Expand your skillset.

It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros.

But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine.

This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 24

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet.

The old saying stands true: if you want to go fast, go alone; if you want to far, go together.

In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

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DANNY DUVALL Dan Duvall got his start in real estate when, as a Youngstown University freshman, he approached a gentleman named Tony Pantone. Tony, a reputable area Realtor® with an impressive record, recognized something in young Danny.

“He liked the way I carried myself,” Danny recalls, “and asked if I had ever considered real estate. He gave me all the details and suggested I would be a great agent” As it turned out, as a child Danny had watched HGTV so often the home design station’s logo permanently branded the family’s TV screen.

Taking the vote of confidence to heart, Danny got his real estate license during freshman year and began working as an agent on the side.

Now ten years later, Danny is the Team Leader of the Duvall Group powered by eXp Realty. Danny’s team consists of five other agents and an administrative transaction coordinator. Together they amassed over 150 transactions and upwards of $20 million in volume during the past fiscal year. They serve Youngtown, Ohio, including Trumbull, Mahoning, and Columbiana Counties. Repeat and referrals make up 60% of their clientele.

Danny attributes his success to his client-centered approach, an opinion echoed by multiple Zillow reviews. One happy customer says, “Can’t say enough about this man... I highly recommend Danny.” Another reviewer states, “A highly motivated, knowledgeable, compassionate, and very high energy professional, Danny is my ‘go-to’ real estate professional.” Danny makes the client-agent relationship his priority. “Our foundation of trust gives people confidence,” he says.

“It’s not just about closing; we foster an experience.”

He treats everyone like they are family, and his strong background in construction helps him see what other agents miss. After the closing, Danny keeps in close contact, calling and texting personally and using the CRM system to send out updates by email and text.

Danny uses a professional photographer and staging and drone videography if need be. He lists on multiple sites, focusing on demographics and targeted advertisements to generate traffic on social media, like Facebook, Instagram, and on sites like Zillow and Trulia.

Danny’s favorite aspect of his career is educating and supporting clients while they make potentially the most important decision of their lives. “At the end of the day, when we get the clear to close, I get to watch joy and satisfaction radiate from my clients’ faces,” he says. “I know I helped make that happen; I helped them achieve their dream. That satisfaction motivates me.”

When not helping clients, Danny plays an active role in his community. He set up a fund for local families experiencing tragedy, sponsors football games, and volunteers with a local Veterans Aid organization. When he finds free time, Danny enjoys golfing or watching football with friends and family. They often camp on his 50-acre property in West Virginia where there is no cell service. Danny highly prizes the time without 21st century distractions. For the future of his business, Danny plans to get his broker’s license and has several client appreciation dinners in the works. He wants to focus more on flipping homes, a side of his business which lends new life to old and aging properties and neighborhoods. “Ultimately, I want to grow the eXp brand, educate new agents, and help them and their families succeed,” Danny says.

“I strive to keep growing, in business and in my life.”

You can contact Danny and learn more about his team at: (330) 883-0040, danny.duvall@exprealty.com, and dannyduvall.exprealty.com www.

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Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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JOSEPH REESE With a truly caring demeanor and a love for helping others, Joseph Reese has quickly become a top agent in the greater Cleveland area. He started his professional life in the medical field as a surgical technologist. “I was there for 19 years, but towards the end of it I developed rheumatoid arthritis,” he explains. The condition made it painful for him to work, and because he was immunocompromised, he decided to take a break during the pandemic. “I ended up going to school for real estate during that time off.” Falling in love with the path and all the opportunities it presented, Joseph hit the ground running as an agent and hasn’t looked back since.

Today Joseph and his cousin Brandon work as a team, providing superior service to all they serve.

“We make it our top priority to keep our clients happy,” Joseph says. They’ve experienced immense growth since they started, and will soon hire an assistant. It’s their attention to detail and commitment to going above and beyond expectations that keeps them continuously growing. “I’ve taken my skills in patient care and transferred it over to the real estate field,” Joseph says. “A lot of people love that I’m just here to help and they can feel that I am passionate about what I do.” Understanding that this is a large transaction in his clients’ lives, he does everything he can to eliminate stress and make it a fun experience.

Past clients love to spread the word about his work.

One recently said, “Joseph helped me in the process of building a new home. He helped us negotiate some upgrades, landscaping packages, incentives and closing fees the builder otherwise didn’t want to offer us. He helped us secure an inspector to double Top Agent Magazine

check the builders work, and made the process very easy. Communication was consistent throughout the process and he addressed any concerns we had. We are looking for investment properties in the future and will definitely use Joseph and his team.”

During any free time, Joseph can be found playing golf or hanging out with family, including his wife and their daughter. He’s also dedicating many hours to planning for the future, as he hopes to grow to 150 transactions per year.

“That’s just our starting goal, and we will raise that when we achieve it,” he says. “But we kind of want to take Cleveland and surrounding areas by storm, and continue to add more agents to the team.” Joseph also wants to invest in real estate. Wherever his journey leads him, he will soak up every minute of it. “It’s such a rewarding field to be a part of, and I am grateful to go to work every day.”

For more information about Joseph Reese, please call 440-610-5639 or email jbreese.realtor@gmail.com Copyright Top Agent Magazine 27

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