WISCONSIN 3-2-20

WISCONSIN EDITION

EMBRACING SMART HOMES: Does New Technology Really Increase Home Value?

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

Your Secret Presentation Weapon

FEATURED AGENTS

KIM DEVINE ALEX HARTUNG COVER STORY

BEN BARTOLAZZI

WISCONSIN EDITION

Julie Zielinski is proud to congratulate

Kim Devine 6

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ALEX HAR

After working in ance industry, Al was ready for a always had an int estate, so I quit m jumped right into the ground runn KIM DEVINE BEN BARTOLAZZI ALEX HARTUNG says. It’s now b on being featured for the State of Wisconsin two years, and in Top Agent Magazine! works with Keller Williams in Eau Claire to help buyers and sellers reach their currently in the beginning stages of build Serving the Chippewa Valley region, Alex CONTENTS and beyond to get his clients towards the Julie Zielinski | Branch Manager | NMLS #279998 guides them not only during the transactio 414.531.0723 Julie@NovusHomeMortgage.com | 4) 4 WAYS MENTORING 17) HOW TOasANSWER wards well. juliezielinski.com UP-AND-COMING EMPLOYEES 20935 Swenson Dr. Ste. 450, Waukesha, WI 53186 MAKES YOU A BETTER AGENT www.

THE INEVITABLE QUESTION: “I think what keeps myYOU? clients coming ba WHY SHOULD I CHOOSE

that I’ve never left them,” he explains. “A I see agents end a relationship with a clie 8) EMBRACING SMART HOMES: 20) YOUR SECRET transaction ends. I try to do things differen DOES NEW TECHNOLOGY REALLY PRESENTATION WEAPON clients out of the blue just to check in. people person that I can’t just end a relatio INCREASE HOME VALUE? the transaction is over.” Alex truly care clients, and it’s apparent from the mome them. “I want to make sure they have the rience, not only business-wise but relatio Phone 310-734-1440 | Fax 310-734-1440 person to person. I want to be their resourc in the future.” When clients need a p mag@topagentmagazine.com | www.topagentmagazine.com instance, they feel comfortable reaching No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent for a referral because they trust he will gi Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts bestsupplied option.by its authors.

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Alex also makes sure to educate his sellers throughout the transaction. “I r it a priority to explain everything that’s Top for Agent Education is huge meMagazine because I gr family of teachers, so it is one of my pas

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thought4

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can Top Agent Magazine

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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KIM DEVINE With a talent for communication and a love for helping others, Kim Devine has made great strides as a real estate agent in the greater Milwaukee region. She got her start around 20 years ago, wanting a new path that college couldn’t provide.

“I think it’s important for people to know they don’t need a college degree to have a career,” Kim says. “I knew that if I learned the business, that knowledge combined with my interpersonal skills would help me become a good agent.” She was right, and she quickly hit the ground running upon receiving her license. Kim recently brought on another agent to help her grow her business even more, as she has become so busy in the past few years. “It’s been great to have someone help on the back end of things with appraisals and inspections, so I can always be there for my clients and continue to expand at the same time.”

The vast majority of her business consists of repeat clients and referrals, which speaks volumes about Kim’s superior service. “I think it boils down to communication, and being completely upfront and honest about what’s happening,” she says. “I am going to try to make it as fun and as easy as possible, but I also want to be super honest. We’re going to have some difficult conversations, and it might get stressful. My clients appreciate that I’m real and I’m constantly communicating with them.”

Purchasing a home is likely the largest investment a person will make in their lifetime, and although there can be some bumps along the way, Kim makes sure her clients know she is always there for them.

“I never really leave their side, even when the transaction is over. I’ll still follow up with them and visit. My goal is to become more than just a real estate agent to them.”

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Afterwards, clients love to spread the word about her work. One recently said, “Purchasing a home when you live out of state can be stressful to say the least. We learned of Kim Devine through a friend and I must say it is the best connection in real estate we have made yet! Her knowledge of homes and market prices in the area were excellent.

She was easily able to point us in the right direction for the things we desired in a potential home such as grocery stores, schools, and community.

She was quick to answer any question and returned every phone call at our convenience. It is safe to say we have found our ‘forever Realtor®’ in the Milwaukee area.”

As Kim looks ahead, she is eager to take on more clients and double her business in the next 3-5 years.

“I also want to improve and capitalize on the systems that I already have in place, making sure my database is dynamic, that my social media platforms are the best they can be. I want to fine tune everything.”

No matter how much she grows, she will no doubt continue to love every minute of her work. “I love that every day is different, and there’s a change of pace from one day to the next.”

For more information about Kim Devine, please call 262-227-6462 or email kdevine@remax.net Copyright Top Agent Magazine

Julie Zielinski is proud to congratulate

Kim Devine

on being featured for the State of Wisconsin in Top Agent Magazine!

Julie Zielinski | Branch Manager | NMLS #279998 414.531.0723 | Julie@NovusHomeMortgage.com juliezielinski.com

www.

20935 Swenson Dr. Ste. 450, Waukesha, WI 53186 Top Agent Magazine

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 8

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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BEN BARTOLAZZI

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BEN BARTOLAZZI Top Agent Ben Bartolazzi spearheads his work under the banner of Ben Bartolazzi Real Estate, serving clients across northeast Wisconsin and particularly Green Bay. There, he heads a team of six agents and four support staff.

Ben Bartolazzi grew up in the homebuilding business. He knew he wanted to be part of the industry, and after learning the ropes from his father, a new construction industry veteran, he ultimately decided to make a formal transition to life as an agent. That was back in 2007, and 12 Copyright Top Agent Magazine

in the years since, Ben has carved out a reputation for professionalism, industry knowledge, and a personal touch.

Today, Ben spearheads his work under the banner of Ben Bartolazzi Real Estate, serving Top Agent Magazine

clients across northeast Wisconsin and particularly Green Bay. There, he heads a team of six agents and four support staff, all of whom help drive a business that’s largely generated by repeat and referral clientele. Buyers and sellers of both residential and commercial Top Agent Magazine

properties trust Ben for his in-depth experience, personable nature, and emphasis on communication. “I take care of my clients,” Ben says, “and I always have their backs. I’m here to work through issues, and to make sure clients know and understand their options.

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Buyers and sellers of both residential and commercial properties trust Ben for his in-depth experience, personable nature, and emphasis on communication.

“I take care of my clients,” Ben says, I’m able to give them my best advice, using my experience in homebuilding, and they’re able to make an educated decision. They trust that they’ll be communicated with properly and that they’ll get the service they need and deserve.” Even after a transaction is complete, Ben keeps connections alive by following up with past clients regularly, and by remaining a resource long after the closing table. “I Copyright Top Agent Magazine 14

stay their liaison for all things real estate,” he says, “and I’ll always be the one picking up the phone.”

When listing properties, Ben utilizes both his experience in homebuilding and as an accredited staging professional. He leverages his technical and creative eye to envision a property’s true potential and opportunity. “I Top Agent Magazine

consider how each room should look, and move room by room,” he says of his process.

“I make sure I take the time to coach clients on how best to prepare their home for the best results.” This means professional high-quality photography polished by editing, proper lighting, and all the angles. From there, 3D Matterport virtual tours and drone videos of interiors and exteriors interior/exterior also provide an immersive look at a prospective property. “It’s important to really grab the attention of the buyer and have them emotionally connect with the house,” Ben says.

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Properties also benefit from premier visibility across a suite of online listing platforms and social media outlets. Whether working with buyers or sellers, Ben never leaves clients guessing. “I want my clients to know that I’ll be ready to contact them before they have to worry about contacting me,” he says. “It’s my job to help them through this process, make sure they have the best experience possible, and become their Realtor for life.”

Beyond the office, Ben gives back to his professional community through his local Copyright Top Agent Magazine 15

Realtor’s association, and by supporting local causes that alleviate the strains of homelessness and housing crises in the area. In his free hours, he most enjoys time spent with his wife of eleven years and their three kids, traveling, golfing, cooking, and cheering on the Packers.

As for the future, Ben intends to keep growth

going strong. “We want to keep growing our talent for customer service and create more volume per agent,” he says. “I’m really satisfied with how far we’ve come and where we are now. We work hard to get better every day, and we want to keep helping more and more people in our community.”

To learn more about Ben Bartolazzi email ben@benbarto.com, visit benbarto.com, or call (920) 639–3141 www.

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 18

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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Your Secret Presentation Weapon

by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best?

Here’s how.

“The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition.

“I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?”

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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly.

Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day.

A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.”

AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price.

This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have Top Agent Magazine

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only been viewed by my buyers.

It’s fun for me. It’s the best way to give you the competitive edge.”

C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?”

You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf.

A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like?

The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction.

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The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them.

The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process.

In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them.

This is an advanced skill that raises your effectiveness and enhances your relationships and your results.

It requires preparation and practice.

It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business.

Copyright©, Rich Levin. All rights reserved.

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ALEX HARTUNG After working in the insurance industry, Alex Hartung was ready for a change. “I always had an interest in real estate, so I quit my job and jumped right into it, hitting the ground running,” Alex says. It’s now been nearly two years, and today Alex works with Keller Williams in Eau Claire, Wisconsin to help buyers and sellers reach their goals. He’s currently in the beginning stages of building a team.

Serving the Chippewa Valley region, Alex goes above and beyond to get his clients towards their goals. He guides them not only during the transaction, but afterwards as well.

“I think what keeps my clients coming back to me is that I’ve never left them,” he explains. “A lot of times I see agents end a relationship with a client after the transaction ends. I try to do things differently. I’ll call clients out of the blue just to check in. I’m such a people person that I can’t just end a relationship after the transaction is over.” Alex truly cares about his clients, and it’s apparent from the moment he meets them. “I want to make sure they have the best experience, not only business-wise but relationship-wise, person to person. I want to be their resource for things in the future.” When clients need a plumber, for instance, they feel comfortable reaching out to Alex for a referral because they trust he will give them the best option.

Alex also makes sure to educate his buyers and sellers throughout the transaction. “I really make it a priority to explain everything that’s going on.

Education is huge for me because I grew up in a family of teachers, so it is one of my passions.” For his buyers, that means teaching them what to expect when looking for a home, putting in an offer, counteroffers, and everything in between. For his sellers, Top Agent Magazine

it means showing them how upgrades can increase a property’s worth, and how to determine the proper value of a home.

After the transaction, clients leave glowing reviews about their time together. One recently said, “We had the best experience working with Alex finding a first perfect home for my niece and her boyfriend over the last few months. Alex was very accommodating and punctual in meeting our needs and expectations.

There was no pressure from him, and everything moved along at the pace they needed it to.”

As Alex looks ahead, he is excited to bring his mother onto his team in the summer. “She’s been a teacher for 30 years but is not quite ready to retire, so real estate will keep her busy.” Ultimately, he just wants to help as many people as possible, whether it’s through providing jobs to his family members or guiding people in buying or selling.

“I just have always had a passion for getting people where they want to be, with the least amount of stress possible. Seeing people happy is what keeps me doing what I do.”

For more information about Alex Hartung, please call (715) 495-0852 or email alexhartung@kw.com

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