OHIO 7-27-20

OHIO EDITION

ADDING VALUE TO LISTINGS BE THEIR REALTOR® FOR LIFE:

COVER STORY

JESSICA CHODACZEK FEATURED AGENTS

GEORGE “MICK” GROOM SEAN RIZOR

How to Build a Relationship with Your Clients that Will Last a Lifetime

REACHING THE MILLENNIAL MARKET THROUGH SOCIAL MEDIA

OHIO EDITION

GEORGE “MICK” GROOM

Mick Groom began his real estate career throughout the b a positive process. “My foc 7four years ago, after having 15 25 experience working with a REALTOR® client. No matter who became his next-door neighbor. my life, if my cli “As our friendship blossomed, so did there to serve.” his encouragement for me to consider getting my license,” Mick says. He Mick tailors his m started in the business part-time, and depending on each his sideline proved so successful that He hires a profess this year Mick transitioned into doing for many of his lis JESSICA CHODACZEK SEAN RIZOR GEORGE “MICK” GROOM real estate full time. “It was a retirement drone photograph plan that exploded,” he says. Mick’s warrants it. Social clients appreciate the personal service part, as does co he provides as he guides them through the process other agents, both at his broker of buying or selling a home.

“I don’t look at other agents as c explains. “I look at all of us as w As part of Century 21 Excellence Realty in Canal serve our clients.”

Winchester, CONTENTS Mick serves all of central Ohio as well as the surrounding area within a 50-mile radius. About As a REALTOR®, even thoug of his business comes22) fromREACHING repeat and referral 4) BE THEIR REALTOR®60% FOR LIFE: THE “clock out,” when there is client, an impressive number for any agent regardHOW TO BUILD A RELATIONSHIP MILLENNIAL MARKEThas a small business repairing a less of their keep comingSOCIAL back and MEDIA cycles. He also loves to go cam WITH YOUR CLIENTS THAT WILLtenure. ClientsTHROUGH referring their friends and family because of the relaand their dogs.

LAST A LIFETIME tionships Mick nurtures with them. “It doesn’t end 26) ADDING VALUE TO at the sale,” Mick says. “A lot of us will continue In the future, Mick wants to c LISTINGS & THE ADVANTAGE 13) 6 WAYS TO GET YOUR with the relationship, even if it’s just on Facebook. In and grow his business, while al IDENTIFYING NEIGHBORHOOD CLIENT TO TRUST YOUfact, I get tagged on a lot ofOF posts from clients refersame level of personal service t AMENITIES ring me to their friends, saying, ‘Contact Mick, he’s fied customers. “I’m not a num 18) CONNECT BEYOND REAL a great REALTOR®.’” so much as I am quality-driven not looking to be the bigges ESTATE TO ATTRACT FUTURE In addition to social media, Mick stays in touch there, I just want to be the bes CLIENTS with past clients through emails and direct mail like clients that I’m not here to sel Christmas cards. He also finds videos useful for to push them. They’re in the staying fresh in people’s minds. “Even if they’re not I’m just the navigator. I’m her clients, that’s a good way to stay in touch,” Mick track and facilitate so they ca Phone 310-734-1440 | Fax 310-734-1440 says. He also strives to be accessible to his clients experience. I get to be a part o

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No portion of this issue may be reproduced in any mannerTo whatsoever withoutmore prior consent of the George publisher. Top “Mick” Agent find out about Groom, Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published please call 614-989-0482, email mick@micksells4u.c materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. or visit mickgroom.c21.com To subscribe or change address, send inquiry to mag@topagentmagazine.com.

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Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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JESSICA CHODACZEK

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As the lead of the highly successful Chodaczek Team, Top Agent Jessica Chodaczek is a hardworking, highly personable and deeply knowledgeable Realtor serving the Cleveland area.

Top Agent Jessica Chodaczek – of LoFaso Real Estate Services in Cleveland, Ohio – is a hardworking, highly personable and deeply knowledgeable Realtor whose is sincerely committed to helping better the lives of her many buyers and sellers. As the lead of the highly successful Chodaczek Team, Jessica has built a thriving business on a 8Copyright Top Agent Magazine

sturdy foundation of honesty, integrity and a dedicated focus on providing her clients with top-of-the-line service.

Jessica’s team includes agents Brianne Lobenthal, Michelle Cobb, Quinn Johnston and unlicensed assistant Christine Peterson.

Prior to becoming a stellar agent, Jessica Top Agent Magazine

worked as both a High School Youth Minister and Teacher. “When I had my first daughter in 2014,” she recalls, “I wanted to find a career that provided me with a little more flexibility of schedule, while still allowing me to help people. The owner of my brokerage, my mentor, Sam LoFaso Top Agent Magazine

– encouraged me to get my license, and it was the best decision I’ve ever made. I am loving every minute of building a career out of helping people find the right home.”

Currently, the majority of the team’s business is based upon referrals and repeat Copyright Top Agent Magazine9

“Our goal is not just to make a sale, it’s to make our clients’ lives better by getting them into a home that allows them to live well.” clients, a sure indicator of the excellent customer service they are providing. “It’s because we truly care about our clients,” she says, when asked how she has managed to inspire such impressive levels of trust and loyalty. “Our goal is not just to make a sale, it’s to make their lives better by getting them into a home that allows them to live well. I believe the genuine compassion and concern we feel for our clients shines through, so they come back to us when Copyright Top Agent Magazine 10

they’re ready to do another transaction, and they refer their family and friends.”

There are many other factors that set Jessica and her team head and shoulders above their competition, and chief among them is the fact that they know who they serve and why they serve them. “We focus particularly on move-up buyers; people who are going right from one house into another,” she explains. “They are typically families Top Agent Magazine

who have run out of space; their current house is causing them stress and they’re not really able to enjoy their lives fully. We’re ready to help them find a home that allows them to have peace, to be organized, and to enjoy the hobbies that they love. We have an entire system that we call our Living Well Method, which lays out the steps for Top Agent Magazine

moving directly from one house into the next. It makes it very clear and straightforward for them.”

Expert, thorough marketing strategies have also played a role in Jessica’s success.

Professional photography and 3-D walkthroughs are utilized exclusively to ensure Copyright Top Agent Magazine 11

each listing is shown in its best light. Plus, cutting edge Facebook and Instagram posts and ads make certain each property is viewed by as many potential buyers as possible.

Quick sales for top dollar are the result, not to mention extremely grateful clients.

“We see ourselves as guides for our clients throughout the process,” says Jessica. “We place a heavy emphasis on education throughout the transaction. Our ultimate goal is clients who are happier and more peaceful because they are in a home that truly fits their needs.”

For more information about Jessica Chodaczek, please call 216-407-8896 or email Jessica@SoldWithJessica.com

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything Top Agent Magazine

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

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Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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SEAN RIZOR

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SEAN RIZOR

Top Agent Sean Rizor of Danberry Realtors assists clients throughout the greater Toledo area.

Before entering real estate, Sean Rizor spent more than 20 years in law enforcement. Over time, he started seeking a second career that complimented his outgoing personality while speaking to a sense of purpose in his community. “I loved the community aspect of law enforcement,” he says. “But real estate also gives me that gratification. It has allowed me to see life through a different set of lenses and realize just how many good people are out there.”

tisements over social media, honing in on a specific demographic of prospective buyers. When selling historical houses, he publishes articles on their past in nationwide publications such as USA Today. “I use a plethora of platforms to market my clients,” Sean says. “Anything to give a home an extra push.”

Today, Sean Rizor is an agent for Danberry Realtors, where he assists clients throughout the greater Toledo area.

When listing a home, Sean utilizes his in-depth knowledge of technology and outside the box thinking to guarantee that a property attracts plenty of attention. On top of using traditional listing websites, he employs targeted adver16

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For his embrace of modern technology and communication techniques, Sean has earned an outstanding reputation among listers, but his open and hardworking approach has won him an equally strong standing with buyers. No matter who the client is, Sean assumes personal responsibility for their success. “I never want my clients to lose interest in the process. At the end of the day, I always ask myself if I did everything within my power to help them.”

Outside of his career, Sean strives to give back to his community, where he is an active participant in his church and a member of the area Fraternal Order of Police. A donor to the Veteran’s Museum and American Red Cross, Sean most recently delivered donated water and Gatorade to his local hospital responsible for caring for COVID-19 patients. When he’s not working, he enjoys camping, fishing and spending time with his wife and two daughters.

Through it all, though, Sean still remains active in law enforcement, currently serving as an investigator specializing in auto theft. “I care deeply about public service,” he says. “Naturally, I’m always trying to step up and make a difference.”

Looking ahead for the future, Sean envisions the steady growth of his business via his solid foundation of referral clients. Meanwhile, he has plans to start a real estate video podcast, The Early Rizor, which will discuss current trends and shifts in the industry. “There are so many basic concepts in real estate that people don’t know,” he says, “whether I’m interviewing lenders or talking about upcoming events in the town.”

Originally, Sean was drawn to real estate because of how it appealed to his values of service, community and helping others. In the business, he has not only found success, but also an outlet for his compassionate personality. “Purchasing a home is one of the biggest decisions you’ll ever make,” he says. “You have to feel comfortable with the person you’re working with and know that they’re honest and forthcoming. I work hard to be that person.”

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To learn more about Sean Rizor email seanrizor@danberry.com, visit seanrizor.danberry.com or call (419) 779-1939 www.

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot 18

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content 20

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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#Reaching the Millennial Market Through Social Media

by Bubba Mills

The old adage in marketing says if you aim at everyone you’ll miss them all. I know REALTORS® sometimes fall into the trap of attempting to reach everyone and then scratch their heads when they only hear crickets chirping. If you’re one of those (or even if you’re not), stick with me and I might be able to help you.

know how to reach them. For that part, I’ll share two words: social media. Many surveys have confirmed that social media is the Millennials’ dominant source of information, even above search engines. So the best way to build relationships and trust with Millennials is through social media.

The true beauty of social media is not only its reach but its implied advocacy. When Millennials find content they relate to, they share it with their The National Association of REAL- peers. So if one person shares your TORS® has found that Millennials message, it could instantly go to hunrepresent the largest share of recent dreds (or even thousands) of people buyers (32 percent of all buyers last with the inferred praise of the person year were Millennials). But here’s sharing it. the kicker: the overwhelming majority use real estate agents. Are If you’re not using social media, lights and bells going off in your again, check your pulse. Then start learning about social media and get head? If not, check your pulse. active on it. I promise it’ll be well So a great place to sharpen your worth your time. The big ones are marketing aim is with Millennials. Facebook, Twitter, Pinterest, Tumblr That’s half the equation—knowing and Instagram. You can Google each who to go after. The second half is to and get a feel for which ones make Let me start with one word: Millennials—those between the ages of 18 and 34.

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Many surveys have confirmed that social media is the Millennials’ dominant source of information. the most sense for you, but all of them have something to offer REALTORS®.

I’m proud of that because I know in this day and age anyone who sells anything must use social media.

Now I’m not one to toot my own horn, but for this topic I will only with the hope that you give what I say a little more weight. Last year, a national magazine named me to its 25 most connected professionals list.

So here are some tips you can start using to reach Millennials on their terms:

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1. First, take time to understand social media. Join them (they’re free!)

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Millennials under stand marketers and they’re open to their messages on social media—if the messages are relevant to their lives. Otherwise, they simply ignore it.

and just take it all in. See what it’s all about and what kind of information people share. Spend at least several days learning before you share info.

2. Make sure what you share fits the specific social media outlet. For example, Facebook and Twitter are primarily personal tidbits, news and they’re both fairly casual, while Instagram is geared almost exclusively for visuals and photos.

3. Make sure your information is relevant and useful to improve the chance it gets shared. Millennials understand marketers and they’re open to their messages on social media—if the messages are relevant to their lives. Otherwise, they simply ignore it.

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4. Make it interesting. Instead of saying, ‘Gee, I have this great listing.’ Why not just share a picture of a cool looking wrap-around front porch of a house (that just happens to be one of your listings) that was built in the 1940s.

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1800-957-8353 or visit us at www.Corcoran Coaching.com.

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GEORGE “MICK” GROOM Mick Groom began his real estate career four years ago, after having a positive experience working with a REALTOR® who became his next-door neighbor.

“As our friendship blossomed, so did his encouragement for me to consider getting my license,” Mick says. He started in the business part-time, and his sideline proved so successful that this year Mick transitioned into doing real estate full time. “It was a retirement plan that exploded,” he says. Mick’s clients appreciate the personal service he provides as he guides them through the process of buying or selling a home.

As part of Century 21 Excellence Realty in Canal Winchester, Mick serves all of central Ohio as well as the surrounding area within a 50-mile radius. About 60% of his business comes from repeat and referral client, an impressive number for any agent regardless of their tenure. Clients keep coming back and referring their friends and family because of the relationships Mick nurtures with them. “It doesn’t end at the sale,” Mick says. “A lot of us will continue with the relationship, even if it’s just on Facebook. In fact, I get tagged on a lot of posts from clients referring me to their friends, saying, ‘Contact Mick, he’s a great REALTOR®.’”

In addition to social media, Mick stays in touch with past clients through emails and direct mail like Christmas cards. He also finds videos useful for staying fresh in people’s minds. “Even if they’re not clients, that’s a good way to stay in touch,” Mick says. He also strives to be accessible to his clients

throughout the buying and selling process. “My focus is always my client. No matter what’s going on in my life, if my client needs me, I’m there to serve.”

Mick tailors his marketing approach depending on each individual listing.

He hires a professional photographer for many of his listings, and also uses drone photography when a property warrants it. Social media plays a big part, as does communication with other agents, both at his brokerage and elsewhere.

“I don’t look at other agents as competition,” Mick explains. “I look at all of us as working together to serve our clients.”

As a REALTOR®, even though you never really “clock out,” when there is down time Mick has a small business repairing and building motorcycles. He also loves to go camping with his wife and their dogs.

In the future, Mick wants to continue to evolve and grow his business, while also maintaining the same level of personal service that results in satisfied customers. “I’m not a numbers-driven person so much as I am quality-driven,” Mick says. “I’m not looking to be the biggest REALTOR® out there, I just want to be the best. I love to tell my clients that I’m not here to sell them anything or to push them. They’re in the driver’s seat, and I’m just the navigator. I’m here to keep them on track and facilitate so they can have a positive experience. I get to be a part of people’s dreams.

To find out more about George “Mick” Groom, please call 614-989-0482, email mick@micksells4u.com, or visit mickgroom.c21.com https://

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Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school 26

district ranking and local property taxes, have you ever considered the under-the-radar amenities that drive buyers and bidding wars? To derive the highest value from a listed home, you need to paint a complete picture of the area in which you’re selling. With that guiding principle in mind, let’s consider a few modern amenities and how they add drastically to your bottom line.

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Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites.

A little can go a long way: restaurants, coffee shops, and entertainment

Know thy history: creating a narrative of the neighborhood

Everyone has a favorite take-out spot, coffee shop, or neighborhood watering hole. Identifying the key players in an area—such as restaurants, nightlife, and entertainment hotspots—will create a livable picture that prospective buyers can latch onto. Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. While a cute coffee shop down the street may seem like a bonus instead of a foundational amenity, you never know what kind of homebuyer you might net if you include the cozy characteristics that make a house a home.

As humans, we’re drawn to narratives. Sales pitches and marketing campaigns hinge on an alluring storyline. That’s why understanding a neighborhood’s history can frame and contextualize a property to great effect. After all, buyers aren’t just drawn to sturdy foundations and bedroom counts; they like to imagine their lives unfolding inside those four walls.

Get a sense of the area’s historical timeline, architectural style, noteworthy community members, and the like. Conveying this intriguing information to buyers helps them connect more personally with a property, while understanding the holistic picture of their potential new home.

From here to there: public transportation and commuter access While this rule may not apply to all properties, considering access to public transportation is a major draw for today’s buyers. Especially amidst the more eco-conscious Millennial segment eager to buy within city limits—knowing public transportation access points and schedules can add serious value to listed properties. Also, think outside the box: do nearby thoroughfares boast dedicated bike lanes? Are there plans to expand rail lines to the area in the future? Deliver a confidant picture of the area’s public transportation access and prospective buyers will trust your expertise.

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While it is always good to cover the basics of school districts and property values, it is even more useful to expand your knowledge base and bring a warm, human element to locational knowledge. Not only will you appeal to a younger demographic of homebuyers who values this strategic information, but you will also broaden your understanding of your service area at large. Think of it this way: a neighborhood is far more than a collection of homes on a block. A neighborhood is about atmosphere, access, and a sense of community. If you authentically appeal to this guiding truth, and buyers will surely rise to the occasion.

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