OREGON 12-10-18

OREGON EDITION

COVER STORY

Laura Gillott

FEATURED AGENT

RON NORTON REEL

OREGON EDITION

RON NORTON REEL

There are those who have one talent, and then When it comes to marketing his listings, h 17 goes above and beyond, hiring photogr there is Ron Norton Reel. Not 7 only does he have a doctorate degree with a past career as to take three dimensional pictures and a professor, he is also the author of a textbook, shots. “We also pass out fliers and do short story, and novel. When he decided to take tours as well,” Ron explains. “We put a the leap into real estate in 1995, his passion ings into the MLS of more than 300 citie for helping others and skill as a communicator helped him make great strides in the industry.

After the transaction is over, Ron st Throughout every journey in Ron’s life, he has touch, reaching out via an annual Chr always known hard work can create success card and hosting holiday parties. For t and can allow him to bring joy into the lives of of July and Christmas, Ron invites p others. “If we set a goal, strive hard, and help to his home and always makes a toast one another, we can all create a better world,” attendees know how much they mean t LAURA RON NORTON REEL he explains. Ron makesGILLOTT a positive impact on “I let each of them know that our comm every client he assists, and this has helped his business grow. is better because they’re here.”

Today, he owns Pacific Ocean Properties in Brookings, Oregon and Reel Properties in Crescent City, California, where During any free time, Ron is staying busy with the O a team of like minded people are eager to guide their clients Association of Realtors, where he is currently the Pre through one of the most important transactions of their lives.

Elect. He also hosts a radio segment called Brookings V where he discusses how everyone can become better co The majority of Ron’s business derives from referrals, which nicators. Ron donates the royalties from his textbook can be attributed to his genuinely caring demeanor and supeFright to Might: The Art of Public Speaking, to a s rior service. “For example,” Ron explains, “if they get here group at the local college where he previously taug early and they’re from out of town, I will either find them a United States Collegiate National Champion in P a hotel or they can stay at one of the two extra bedrooms at sive Speaking when he was in college, the subject ho my house.” Doing more than expected is not an option for important place in Ron’s heart.

Ron, it’s a must. “Right now, I just helped locate an attorney for my buyer who had issues clearing a title.” When working As Ron looks towards the future, he is hopeful that with his clients, or even just interacting with people on a help his office sustain long-term growth. With a true lo daily basis, he asks himself how he would like to be treated, what he does and a commitment to doing what is right and acts accordingly. “I think if we can talk and communiis no doubt he will reach every goal on his list. “What cate with words that matter, and ask ourselves what kind of most about it is handing the key over to them, and treatment we would want, then we can set tone that people that everything paid off for them, they have a place want to hear.” their own.”

CONTENTS

4) 5 TIPS TO GET NEW CLIENTS

13) SIX POWERFUL PROSPECTING TIPS TO BUILD YOUR BUSINESS

19) THERE GOES THE NEIGHBORHOOD: HOW TO LIST HIGH WHEN NEIGHBORS ARE A NUISANCE

Laura Gillott

22) 4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION

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mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published more information about Reel, materials, Top Agent Magazine cannotFor be held responsible for opinions expressed or factsRon suppliedNorton by its authors.

To subscribe or change address, send call inquiry541-813-2340 to mag@topagentmagazine.com. please or email ron@thereelestatedoctor.com Published in the U.S.

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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 Top Agent Magazine

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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Laura Gillott Top Agent Magazine

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Laura Gillott Serving the Willamette Valley, The Laura Gillott Home Team consists of seven buyer agents, six listing agents, a commercial specialist, four transaction coordinators, six administrative assistants, and a director of operations.

Laura Gillott discovered her passion for real estate at an early age. She sold her 1967 Firebird to help purchase her first home in 1987, when she was only 18 years old. After helping her parents sell and purchase property, she decided to leave her 8 Copyright Top Agent Magazine

career in early childhood education and go to real estate school. She soon had a thriving business. Now with twenty-five years of experience, she leads the Laura Gillott Home Team, which consists of seven buyer agents, six listing agents, a commercial Top Agent Magazine

specialist, four transaction coordinators, six administrative assistants, and a director of operations. Laura and her team serve the whole Willamette Valley.

An impressive seventy percent of her business comes from repeat and referral clients.

After working with Laura and her team, clients rave about their integrity, excellent Top Agent Magazine

customer service, and dedication to ensuring clients feel joy throughout the process.

Clients often finish the transaction feeling they’ve found their “Realtors for life.” To keep in touch with past clients (aka “forever clients”), Laura and her team host monthly client events and educational classes. She also sends out informative newsletters, and gives her forever clients pies for Thanks9 Copyright Top Agent Magazine

giving and the Fourth of July. “This year we gave away over 1,000 pies!” she says.

When it comes to marketing listings, Laura understands that these days, most homebuyers begin their search online. Laura first advises sellers on how to prep their home for professional photographs. Once she has high quality photographs that highlight the property’s best features, she rolls out a thorough marketing campaign that includes Copyright Top Agent Magazine 10

geo-targeted online ads, social media postings, and local print ads that drive clients to her website. The result is often a quick sale at a competitive price.

What does Laura like most about her work?

“It doesn’t feel like a job. I love what I do. It is my passion and something I really enjoy doing.” She also loves the social aspects of her client events. “We designed our new office so we can host client events right Top Agent Magazine

here.” At a recent Business After Hours, Laura and her team offered barbecue and live music to the two hundred attendees.

“It’s a fun way to give back!” she said.

Laura and her team also sponsor a local dog park and volunteer in the Optimists Top Agent Magazine

Club, Booster Club, New Business Generation, Rotary Club, the hospital board, Women in Business, and the Chamber of Commerce. They lead the decorating team for the Chamber’s Distinguished Service Awards, sponsor local sports teams, give Copyright Top Agent Magazine 11

away free popcorn at homecoming games, and host “tailgate” barbecues.

In her cherished free time, Laura loves camping with friends and her three dogs, traveling to the Grand Cayman Islands, and doing fun things with her team. In addition to their main Lebanon office, Laura and her team also have

offices in Albany and Corvallis. “Our next goal is to have part of our team run our twelve annual events in Albany and Corvallis, just like we do here in Lebanon,” she says. “We want to give back and be a valuable resource in those communities also.” Now that’s a worthy goal that will surely benefit Laura’s clients and the cities she serves!

To find out more about Laura Gillott, email laura@lauragillott.com (cc: erin@lauragillott.com) or call (541) 990 – 7785.

You can also check her out online at TeamGillott.com. www.

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Six Powerful Prospecting Tips to Build Your Business

By John Boe Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps understand the importance of business development and never forget to ask for referrals.

Top producing sales reps set high standards for themselves and spend the majority of their time either actively prospecting for new business or closing sales. Successful sales reps set productivity goals, establish priorities, and don’t waste their precious time hanging out in the break room or taking twohour lunch breaks.

Top producers don’t need to be reminded to ask for referrals on a daily basis or follow-up on hot leads, because they understand that prospecting for new business is a necessity and not just an activity. The good news is that prospecting for new business, like any other learned skill set, can be trained and developed into a habit.

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Tip One: Don’t Forget to Ask for Referrals.

When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you’ve made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an “emotional high” and far more receptive to the idea of providing you referrals. When you ask for referrals, your goal is to get as many names written down as you can. Just keep asking... Who else? Once your advocate has given you all of his or her referrals, then go back over the list of names to get details on each prospect.

Tip Two: Train and Reward Your Advocates.

An advocate is a person who’s willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.

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Once you’re given a prospect, Asking for it’s a good idea to take the time to role-play with your advocate referrals prior to to demonstrate how to approach and talk to their referral. A brief closing the sale is a role-playing exercise will build your advocate’s confidence and big mistake and keep them from over-educating may even jeopardize their referrals. During your roleplay session, be sure to prepare the sale itself. your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection. Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.

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Tip Three: Strike While the Iron is HOT. Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two-business days or sooner. Have a system to keep track of your referrals so they don’t end up falling through the cracks. It’s critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.

Tip Four: Schedule a Minimum of Two-Hours a Day for Phone Calling.

Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This Treat your prospecting is not the time to check your e-mails, play solitaire on the time with the same computer, make personal phone calls or chat with your respect you would give associates.

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to any other important appointment.

Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and make an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.

Don’t shoot from the hip use a script. It’s important to use a phone script when you contact your prospect so you don’t leave out any key information.

It’s a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional.

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Tip Five: Qualify Your Prospect at Maximum Range.

Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don’t waste time chasing after low-probability prospects and know when it’s time to cut their losses and move on.

Tip Six: Don’t Take Rejection Personally.

Selling, like baseball, is a numbers game pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don’t take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance Salespeople and seldom make the sale.

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who take rejection personally lack perseverance and seldom make the sale.

For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process.

Selling is a contact sport and daily prospecting for new business is the key to every salesperson’s long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you’ll be able to keep your appointment calendar packed with qualified prospects!

“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.”

– W. Clement Stone Copyright ©, John Boe. All rights reserved.

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.

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RON NORTON REEL There are those who have one talent, and then there is Ron Norton Reel. Not only does he have a doctorate degree with a past career as a professor, he is also the author of a textbook, short story, and novel. When he decided to take the leap into real estate in 1995, his passion for helping others and skill as a communicator helped him make great strides in the industry.

Throughout every journey in Ron’s life, he has always known hard work can create success and can allow him to bring joy into the lives of others. “If we set a goal, strive hard, and help one another, we can all create a better world,” he explains. Ron makes a positive impact on every client he assists, and this has helped his business grow.

Today, he owns Pacific Ocean Properties in Brookings, Oregon and Reel Properties in Crescent City, California, where a team of like minded people are eager to guide their clients through one of the most important transactions of their lives.

The majority of Ron’s business derives from referrals, which can be attributed to his genuinely caring demeanor and superior service. “For example,” Ron explains, “if they get here early and they’re from out of town, I will either find them a hotel or they can stay at one of the two extra bedrooms at my house.” Doing more than expected is not an option for Ron, it’s a must. “Right now, I just helped locate an attorney for my buyer who had issues clearing a title.” When working with his clients, or even just interacting with people on a daily basis, he asks himself how he would like to be treated, and acts accordingly. “I think if we can talk and communicate with words that matter, and ask ourselves what kind of treatment we would want, then we can set tone that people want to hear.”

When it comes to marketing his listings, he also goes above and beyond, hiring photographers to take three dimensional pictures and drone shots. “We also pass out fliers and do virtual tours as well,” Ron explains. “We put all listings into the MLS of more than 300 cities.”

After the transaction is over, Ron stays in touch, reaching out via an annual Christmas card and hosting holiday parties. For the 4th of July and Christmas, Ron invites people to his home and always makes a toast to let attendees know how much they mean to him.

“I let each of them know that our community is better because they’re here.”

During any free time, Ron is staying busy with the Oregon Association of Realtors, where he is currently the President Elect. He also hosts a radio segment called Brookings Voices, where he discusses how everyone can become better communicators. Ron donates the royalties from his textbook From Fright to Might: The Art of Public Speaking, to a speech group at the local college where he previously taught. As a United States Collegiate National Champion in Persuasive Speaking when he was in college, the subject holds an important place in Ron’s heart.

As Ron looks towards the future, he is hopeful that he can help his office sustain long-term growth. With a true love for what he does and a commitment to doing what is right, there is no doubt he will reach every goal on his list. “What I love most about it is handing the key over to them, and seeing that everything paid off for them, they have a place to call their own.”

For more information about Ron Norton Reel, please call 541-813-2340 or email ron@thereelestatedoctor.com Top Agent Magazine

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There Goes the Neighborhood:

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

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

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

as a courtesy introduction to the neighborhood.

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

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

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

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

You might explain to the neighboring tenant that you’re listing and offer to mow their lawn 20

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

Do your homework.

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

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

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

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

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

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

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting 22

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your Top Agent Magazine

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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