WISCONSIN 10-18-21

WISCONSIN EDITION

Six Powerful Prospecting Tips to BUILD YOUR

BUSINESS

MILLENNIAL BUYERS:

Where They Are & What to Know

3 Surefire Methods That Make For a

PRODUCTIVE MEETING COVER STORY

FEATURED AGENT

EDUARDO JAIME

TRICIA BROST

WISCONSIN EDITION

EDUARDO JAIME Eduardo Jaime is a Realtor® for modern 9 times. Born and raised in Uruguay, Eduardo owned a managed his own small business for fifteen years before immigrating to the United States, where he began his journey in real estate as an investor. Motivated to help others, Eduardo earned his license in 2018. Since then, he has built a thriving business and a stellar reputation for his customer service, his passion for his work, and his commitmentTRICIA to his BROST clients.

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that provide his clients wit bility and targeted coverage has paid off for his clients; E how to make every property l attract competitive offers.

For Eduardo, the greatest re career come from helping o how every day is different,” “but also how, at the end of t about what I can do for other EDUARDO JAIME helping the community and h ® no matter what stage of life they’re in, w As a Realtor at Shorewest Realtors in Milwaukee, just married, or just divorced and lookin Wisconsin, Eduardo works with investors and as a property manager. “As an investor myself, I know rewarding to know that I have the skil CONTENTS how to help my clients find what they are looking edge to work with anyone.” for and how to get them the most for their money,” 4) Eduardo 3 SUREFIRE METHODS 15) MILLENNIAL BUYERS: Deeply dedicated to giving back, Eduard says. Bilingual in Spanish, Eduardo works THAT WHERE ARE & WHAT Marina, are both involved local organizat with MAKE a diverseFOR arrayAof clients, including many in the THEY PRODUCTIVE MEETING TO hard KNOWis one of the founding members of th Latino and immigrant communities. “I know how chapter of the National Association of H it can be as an immigrant,” Eduardo says. “People Estate Professionals.

Marina is invol to this country and want to buy a home,20) but they 6) come COOPERATION, NOT SIX POWERFUL PROSPECTING politics,YOUR and Eduardo works tirelessly t don’t have the resources or the knowledge. They COMPETITION, CREATES TIPSneed TO BUILD BUSINESS career. Together, they are involved in th someone on their side.FOR I work hard to make the process MUTUAL SUCCESS transparent, to provide resources, and to educate my hood association. When Eduardo is not AGENTS clients at every step. It is very rewarding to help them, clients or giving back to his community include soccer and traveling. and to give back to my community.” Dedicated to his customers and to his own professional growth, Eduardo graduated this year from the Associates in Commercial Looking to the future, Eduardo has no Phone | Faxwhich 310-734-1440 Real310-734-1440 Estate Program, provides high-quality, down. His goals include earning his Br mag@topagentmagazine.com | hands-on training with seasoned www.topagentmagazine.com professionals, as well and opening his own firm. He also hop involved new Above as mentorship inbethe areas inofanydevelopment, property No portion of this issue may reproduced manner whatsoever without prior consent of thewith publisher.

Topconstruction.

Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published plans to continue to serve his clients and h management, and construction. materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

His advice for new agents? “Never give To subscribe or change address, send inquiry to mag@topagentmagazine.com. says. “Be flexible and open to learning To market Published in the U.S.his listings, Eduardo employs a comprehensive approach that includes traditional, on-the-ground client, find a Realtor® who is on your t methods, such as sending postcards and knocking on will work closely with you to achieve doors to spread the word. He combines those strategies Your dreams matter, and Magazine you can achiev Top Agent ® with technologically savvy social media campaigns Realtor who puts your needs first.”

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

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those Top Agent Magazine

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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TRICIA BROST Top Agent Magazine

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Serving all of Southeast Wisconsin, Top Agent Tricia Brost and her team of 8 are placed at #61 in the country on RealTrends’ List of Top 1000 Medium Teams

by Transaction.

For 22 years, Tricia Brost owned and operated her own business, but she always held a fascination for homes.

Six years ago, she decided to take the plunge, sold her business, and got her Realtor’s license. Tricia started as a solo agent, but she quickly became successful, and with success comes more business. She started to build a team - currently, there are 8 agents on her team, and they have become a force to be reckoned with, placing #61 in the country on RealTrends’ List of Top 1000 Medium Teams

by Transaction. They serve all of Southeast Wisconsin, and aim to provide exceptional service to their clients and their community through 10 Copyright Top Agent Magazine

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experienced professionalism and effective communication.

Tricia and her team are truly passionate about meeting the needs of their clients and guiding them towards success - they Top Agent Magazine

make sure to provide a framework for clients during the first meeting to prepare them for the transaction process, and take the time to explain it thoroughly step by step. “We really enjoy solving clients’ problems with them. It’s 100% why we 11 Copyright Top Agent Magazine

“We really enjoy solving clients’ problems with them.

It’s 100% why we are in the business, and our agents’ commitment to our clients is a credit to our success.” are in the business, and our agents’ commitment to our clients is a credit to our success,” Tricia says. “Getting to know our clients and listening to their needs is something that we find a lot of joy in. We strive to treat every single client exactly the same - like family.” The team’s hands-on approach to working with Copyright Top Agent Magazine 12

clients is both satisfying and effective, and a major reason why they get nearly half of their business from repeat clients and referrals.

In keeping with her client-centric philosophy to real estate, Tricia and her team strive to maintain a persistent line Top Agent Magazine

of contact with everyone they work with. They know that communication is the backbone of any relationship, and interacting with clients is no different.

“I make an effort to give our clients the time they deserve,” Tricia says. “I keep myself available to answer questions by email, text, or over the phone.

I’m always there when they need me.”

Tricia keeps up with clients long after the transaction is closed, becoming friends with many of them and forming relationships that stand the test of Top Agent Magazine

time. A big part of Tricia’s signature high quality service is her ability to provide generous support and guidance for every one of her clients.

When it comes to marketing her listings, Tricia uses professional photography and drone videos to highlight the strengths of each home, then advertises her listings over social media and the MLS and beyond, to ensure they are viewed by a wide audience. She even advertises luxury listings in publications such as the Copyright Top Agent Magazine 13

New York Times and Wall Street Journal, video, and each listing is placed on more than 900 websites both nationally and internationally.

Tricia lives an active lifestyle - in her free time, she enjoys hiking, playing tennis, and riding horses. She hopes to add a

few more agents to her team in the near future, and to streamline the processes she uses to help clients in order for her to improve the quality of her service within the ever-changing real estate market. If you’re looking for a Realtor who is communicative and passionate about homes, look no further than Tricia Brost!

You can contact Tricia at (920) 254-6445 or tricia@brostgroup.com.

You can also visit her website at brostgroup.com for more information. www.

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Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there Top Agent Magazine

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

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a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

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tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

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that you’re savvy, available, and understand the value of their preferred method of communication.

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

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financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home.

Also consider fielding Millennial clientele with the long view in mind. You might be 18

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

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EDUARDO JAIME Eduardo Jaime is a Realtor® for modern times. Born and raised in Uruguay, Eduardo owned a managed his own small business for fifteen years before immigrating to the United States, where he began his journey in real estate as an investor. Motivated to help others, Eduardo earned his license in 2018. Since then, he has built a thriving business and a stellar reputation for his customer service, his passion for his work, and his commitment to his clients.

As a Realtor® at Shorewest Realtors in Milwaukee, Wisconsin, Eduardo works with investors and as a property manager. “As an investor myself, I know how to help my clients find what they are looking for and how to get them the most for their money,” Eduardo says. Bilingual in Spanish, Eduardo works with a diverse array of clients, including many in the Latino and immigrant communities. “I know how hard it can be as an immigrant,” Eduardo says. “People come to this country and want to buy a home, but they don’t have the resources or the knowledge. They need someone on their side. I work hard to make the process transparent, to provide resources, and to educate my clients at every step. It is very rewarding to help them, and to give back to my community.” Dedicated to his customers and to his own professional growth, Eduardo graduated this year from the Associates in Commercial Real Estate Program, which provides high-quality, hands-on training with seasoned professionals, as well as mentorship in the areas of development, property management, and construction.

To market his listings, Eduardo employs a comprehensive approach that includes traditional, on-the-ground methods, such as sending postcards and knocking on doors to spread the word. He combines those strategies with technologically savvy social media campaigns

that provide his clients with broad visibility and targeted coverage. His strategy has paid off for his clients; Eduardo knows how to make every property look its best to attract competitive offers.

For Eduardo, the greatest rewards of his career come from helping others. “I love how every day is different,” Eduardo says, “but also how, at the end of the day, it’s all about what I can do for other people. I love helping the community and helping people no matter what stage of life they’re in, whether they’re just married, or just divorced and looking to sell. It is rewarding to know that I have the skills and knowledge to work with anyone.”

Deeply dedicated to giving back, Eduardo and his wife, Marina, are both involved local organizations. Eduardo is one of the founding members of the Milwaukee chapter of the National Association of Hispanic Real Estate Professionals. Marina is involved in local politics, and Eduardo works tirelessly to support her career. Together, they are involved in their neighborhood association. When Eduardo is not busy helping clients or giving back to his community, his passions include soccer and traveling.

Looking to the future, Eduardo has no plans to slow down. His goals include earning his Broker’s license and opening his own firm. He also hopes to become involved with new construction. Above all, Eduardo plans to continue to serve his clients and his community.

His advice for new agents? “Never give up,” Eduardo says. “Be flexible and open to learning. If you are a client, find a Realtor® who is on your team and who will work closely with you to achieve your dreams.

Your dreams matter, and you can achieve them with a Realtor® who puts your needs first.”

To find out more about Eduardo Jaime, contact him by phone at (414) 708-1863 or send an email at eduajaime@gmail.com.

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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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