OHIO 6-1-20

OHIO EDITION

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TIPS TO GET NEW CLIENTS

The Daily Schedule of a

SUCCESSFUL REAL ESTATE AGENT FEATURED AGENTS

JULIE ANDERSON TAMMY GORDON SARAH POE

GOOGLE ADWORDS: How to Make Google Do the Work for You

COVER STORY

LARRY WANKE

OHIO EDITION

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LARRY WANKE

4) 5 TIPS TO GET NEW CLIENTS 18) CREATIVE WAYS TO SAY THANK YOU

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Kn res am cat ser bui the SARAH POE TAMMY GORDON JULIE ANDERSON esta nity title for over 18 years, Julie devel the real estate space and even CONTENTS a licensed agent in 2016. In built a thriving business for of Ohio’s Cuyahoga County 13) THE DAILY 21) 4 EASY WAYS TO team typically close between SCHEDULE OF A REDECORATE YOUR yearTHAT that range SUCCESSFUL REAL OFFICE WILL in price from she MORALE likes to say& that she wil ESTATE AGENT BOOST who need her.

IMPRESS CLIENTS

Indeed, it is this willingness her commitment to satisfyin credits as being the primary “I approach everything I do Phone 310-734-1440 | Fax 310-734-1440 sure that your clients are h mag@topagentmagazine.com | www.topagentmagazine.com the process as positive as p No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top explains.

“IAgent take the time to Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published sobyIitscan make sure that they f materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. following what they need.” T Published in the U.S. proven effective for Julie, as comes from repeat clients or 2

Julie has her property stagin Top Agent Magazine comes to listing a property sh

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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LARRY WANKE Top Agent Magazine

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Since joining Keller Williams Greater Metropolitan in 2016, Top Agent Larry Wanke has consistently been among the office’s top producing individual agents.

It’s not a common scenario for an NFL quarterback to become a real estate agent, but that was the exact case for Larry Wanke, who was drafted by the New York Giants in 1991. Larry’s sports career fell through shortly after, but he was left with his signing bonus and it inspired him to join the world of 8Copyright Top Agent Magazine

investing, which propelled his intriguing journey into a real estate career. He currently leads The Larry Wanke Group, which he launched earlier this year.

Larry, a Cleveland native, began his own investment business with the purchase of multiple properties, but he didn’t feel Top Agent Magazine

like the agents he worked with had his best interest in mind, so he decided to obtain a real estate license in order to facilitate his own business. The move paid off, as it sparked a 25-year Top Agent Magazine

career as a top producing agent. Since joining Keller Williams Greater Metropolitan in 2016, he has consistently been among the office’s top producing individual agents and over the last 12 Copyright Top Agent Magazine9

Larry believes real estate agents are not simply people who introduce buyers to sellers, and vice versa, but that they are fiduciaries who go to bat for their clients. months, he has sold over 10 million in sales volume.

When it comes to advertising himself, Larry doesn’t have to try hard, as a lot of his business is repeat and referral clients.

“I’m hardworking and I care about the people here, I care about my community.

I give everyone 110 percent so that they remember me and recommend me to others,” he says. And part of caring about his clients entails keeping in touch. “ComCopyright Top Agent Magazine 10

munication is huge. I believe that’s where a lot of agents fall short. I try to communicate weekly with all of my clients.

Even if there isn’t much of an update, I want them to know I’m thinking about them and I’m staying on top of things.”

Larry believes real estate agents are not simply people who introduce buyers to sellers, and vice versa, but that they are fiduciaries who go to bat for their clients. “I don’t believe that that’s the entire Top Agent Magazine

scope of our job. I believe in my heart that this is among the biggest investments anyone’s going to make. So your agent needs to go to battle for your best interest.” This committed approach is no doubt a huge part of what has made him so popular with his clients. “I want Top Agent Magazine

to serve as I’d like to be served. I don’t consider myself a tough customer, but at least I want to know that someone is attacking the process for me. That someone is going to dot my I’s and cross my T’s and that’s what I try to do for my clients,” he says.

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Larry Wanke with team member Kim Fink

When he’s not working, Larry falls back on his old passion for sports and competition by watching college football. But even in his time off, he is strategizing the future of his business. Going forward, his priority

is getting new like-minded agents to join the Larry Wanke Group. He is looking for agents who can adapt to his business formula, which consists of three critical words: service, integrity, and results.

To learn more about Larry Wanke, call 216-215–1165, email larrywanke@att.net, or visit larrywankegroup.kw.com www.

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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SARAH POE Top Agent Magazine

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SARAH POE

Top Agent Sarah Poe of Keller Williams, serves Butler, Warren, Hamilton and Preble Counties in Ohio.

Sarah Poe began her real estate career in 2018.

At the time she was working as a school bus driver, and after earning her real estate license she only planned to do it part-time. But, Sarah says, “My first year I killed it in real estate,” and before long she was a full-time agent. Now in her third year, Sarah has already built up a strong client base, and her business continues to grow.

Clients appreciate Sarah’s hard work, patience, and the personal service she brings to helping them achieve their real estate goals.

As part of Keller Williams, Sarah serves Butler, Warren, Hamilton and Preble Counties in Ohio.

A significant amount of her business comes from repeat and referral clients. At this stage in her career, she already has a rate of 40% repeat business, a number that continues to grow as more clients walk away happy with the service 16

they receive. Sarah also has several investors she works with on a regular basis.

“Clients appreciate how on top of it I am during the process,” Sarah explains. “They know I will help find them a house as soon as possible. I always try to make my time available to them.

I tell them, I will show them as many houses as they want to see. And when there’s a property they want to see, I’m ready to show it right away so my clients don’t miss out on an opportunity to get what they’re looking for.”

When Sarah markets a listing, social media and digital marketing are crucial to her approach.

She makes use of the excellent tools available to her as a Keller Williams agent, which includes automatically pushing her listings to a variety of different online advertising platforms to reach Copyright Top Agent Magazine

as many potential buyers as possible. Sarah also promotes her listing on her own Facebook and Instagram pages. About 20% of her clients find out about her from Facebook.

The results are impressive: in her first year, Sarah did almost $5 million in volume, and this year she is on pace to exceed that number. In her first year in real estate she received the Butler-Warren Association of Realtors® 2018 Rookie of the Year Award, and in 2019 she was nominated and represented Butler-Warren Association of Realtors® as Tomorrow Leaders Today, Class of 2019 at the Ohio Realtors® Convention & Expo.

When she is not working, Sarah enjoys spending time with her family. She has a son and three stepchildren and loves attending their sporting events. She also enjoys going out fishing with her husband on his boat.

In the future, Sarah plans to continue growing her business, and perhaps eventually have her own team. “I want to continue trying to find ways to better myself for my clients. I love what I do,” she says. “I love when they finally find the right house and their face lights up, and I get to fight for them and help them win their bids. I love interacting with clients, getting to know families and seeing their kids grow up. When you find something you’re passionate about, it doesn’t feel like a job. I look forward to what I do every day.”

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To find out more about Sarah Poe, please call 513.807.4603, visit sarahpoe.kw.com or email sarahpoe.realtor@gmail.com https://

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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TAMMY GORDON Top Agent Magazine

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TAMMY GORDON Tammy Gordon got her start in real estate after retiring from almost thirty years in the military. When she reached out to a local agent to help sell her mother’s family farm, Tammy was intrigued. “The way she helped my mom through that time really impressed me,” she remembers. “I saw that real estate is more than a job; it’s also about helping a family.”

In 2015, Tammy earned her license and hit the ground running. Today, she heads a tightknit team of eight, including her husband. Together, they serve the Central Ohio and Southeastern Ohio markets, the latter in which Tammy and her husband were born and raised. To date, a significant contingent of her business through repeat and referral clientele, many of whom are military servicemembers and their families. Military service runs in her family – her husband Tim and son’s Jared and Logan are all Air Force Veterans. Buyers and sellers alike trust Tammy for her astute counsel, proven track record, and personal touch. “Communication is so important in this business,” she says. “I keep my clients abreast of everything and give them all the information they need. When we start working together, I send them a guide that outlines the process, what they can expect if they’re first-time homebuyers, whatever expenses or obstacles might arise along the way. That’s the feedback I hear the most, that I made my clients feel like they were my only clients, and that I kept them informed, which makes everything a little less stressful.” As a certified military relocation specialist, Tammy is well-versed in guiding veterans as they navigate the transactional process and making homeownership a possibility.

When it comes to listing properties, Tammy takes a tech-forward approach. She begins by prepping all homes with professional photography, no matter the price-point.

Once homes are ready to make a memorable first impression, listings are distributed across the leading online listing platforms and a range of social media outlets. She also leverages them across two major MLS boards in Ohio, accounting for the frequent crossover that occurs between regions. In the past few years, Tammy has averaged roughly 20

forty transactions annually, ranging from half-milliondollar estates to entry-level lots. Whether working with buyers or sellers, Tammy focuses first on the individual and family at the heart of home. “There’s nothing I enjoy more than the personal satisfaction of helping someone who didn’t think it would be possible to own a home,” she says. “To me, making that dream come true is everything.”

Beyond the office, Tammy gives back to her community through various causes, including as a board member of Rickenbacker Military Families, and through Heroes Cares. She also supports MASH Pantry of Central Ohio and Lancaster Business Professional Women, which hosts scholarships and supports organizations including the local battered women’s shelter. In her free hours, she most enjoys time spent with her family, traveling and RV camping, and gardening.

As for the future, Tammy looks forward to supporting her team and building community through homeownership. “In the military, we had core values we instilled in ourselves and our airmen, and the one I took to heart the most was Service Before Self,” she says. “Buying a house is one of the biggest investments in people’s lives, so I want to make sure I’m being the best agent I can be, providing the best service I can for all my clients. I’m constantly improving myself so that they know I’m giving them 100%—because that’s what they deserve.”

To learn more about Tammy Gordon email tgordoncentury21@gmail.com, visit TammyGordonNoPlaceLikeHome.com, or call (740) 215–4542 www.

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4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room Top Agent Magazine

wouldn’t exactly inspire productivity or morale, would it?

The fact is humans take all sorts of social, behavioral, and emotional cues from our environments.

And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners?

Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible.

You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time.

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3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated.

If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture.

Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations.

Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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JULIE ANDERSON Knowledgeable, kind, and responsive, Julie Anderson’s amiable attitude and dedication to providing premier service to her clients have built her reputation as one of the foremost residential real estate experts in her community. Through working in the title and mortgage industry for over 18 years, Julie developed a deep knowledge of the real estate space and eventually decided to become a licensed agent in 2016. In just four years, Julie has built a thriving business for herself on the west side of Ohio’s Cuyahoga County. She and her two-person team typically close between 40 and 50 transactions a year that range in price from $75,000-$450,000, and she likes to say that she will help any and all clients who need her.

a broker’s open to leverage the expertise and market knowledge of her peers to help identify any potential issues with the property.

Indeed, it is this willingness to lend a hand, along with her commitment to satisfying her clients, which Julie credits as being the primary drivers of her success.

“I approach everything I do with kindness. To make sure that your clients are happy, you have to make the process as positive as possible for them,” Julie explains. “I take the time to really listen to my clients so I can make sure that they feel heard, and that we are following what they need.” This approach has clearly proven effective for Julie, as over 75% of her business comes from repeat clients or referrals.

With an eye to the future, Julie is excited to onboard two new agents and plans to begin offering classes to help educate other agents about the industry. It’s all part of her desire to use her work to improve the lives of others. “I genuinely want to see others succeed in this business, and if I get to be a part of helping them along the way? Well, I’m a lucky lady!”

Julie has her property staging designation, so when it comes to listing a property she offers all of her clients a staging consultation and minor staging as part of their listing agreement. Once the home is looking its best, Julie has her husband, who happens to be a professional photographer, take an array of photos. She then implements a comprehensive marketing strategy that uses online platforms such as Facebook, LinkedIn, and the MLS in order to garner initial interest, and follows up these efforts with numerous open houses to close the deal. In addition, she maintains the tradition of using Top Agent Magazine

Julie’s contact with her clients doesn’t end with the close of a transaction, and she makes sure to stay in touch with former clients by using a combination of phone calls, texts, emails, and Facebook. On top of this, Julie has managed to build a good amount of public recognition from her advertising campaigns and is excited to be rolling out a new advertisement that will appear in Giant Eagles all across Cuyahoga County.

Outside of work, Julie loves to spend time with her friends and family exploring restaurants, visiting museums, and enjoying the region’s lakes. She is also an active member of the local Chamber of Commerce and serves as a board member for the National Kidney Foundation.

For more about Julie Anderson, visit julieanderson.exprealty.com, call 440-829-9268 or email juliesellshomes1@gmail.com

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