WISCONSIN 4-19-21

WISCONSIN EDITION

WHAT THE FIRST THING YOU DO AFTER WORK SAYS ABOUT YOU

MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS

TOP AGENT

6 HABITS OF HIGHLY PRODUCTIVE AGENTS FEATURED AGENT

MELISSA LENZ

TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING AGENT

BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE?

COVER STORY

JENNA GALEGHER

WISCONSIN EDITION

MELISSA LENZ Melissa Lenz is an accomplished real estate agent known for her work9ethic, knowledge, and friendly personality. She left a corporate career in order to pursue her real estate dream and help people accomplish their goals. “I love working with people and being able to help them and working in real estate allows me to do both,” she says. Melissa currently works as a solo agent at Shorewest, REALTORS® and serves clients throughout the Metro Milwaukee area.

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community involvement do my best to be a particip of the community. We do clothing drives, and toy dr we collected money for a h ity.” She is also involved West Allis Event Commit to plan the various activiti throughout the city. In he she likes to relax by walkin traveling when possible.

MELISSA LENZ

Going forward, Melissa tinue providing her clients They key to Melissa’s success is her ability to connect with clients and make them feel taken quality service and keep on growing he CONTENTS care of. “I give clients my personal attention to make a team player. I try to stay friendly with sure all of their needs are being met and that we’re on help other agents as best as I can, be 4) MODERN EMAIL ETIQUETTE 16) 6 HABITS OF HIGHLY the same page about the type of results they’re hoping seeing everyone succeed in this busin FORtoTODAY’S AGENTS PRODUCTIVE enoughAGENTS houses to go around! In the fu get. Although I’m extremely busy, I always find time in my schedule to do showings on the first day love to work more closely with investo 6) TOP AGENT TIPS AND 21) BEYOND CLEANING tional background and financial analysi of a listing, and to thoroughly explain the process to QUESTIONS CHOOSING AND DECLUTTERING: be a strong asset. Helping more Selle my clients,”FOR she says.

YOUR LISTING AGENT WHAT IMPROVEMENT accomplish their goals is important to m EXPENSES MAKE In order to keep in touch with clients, Melissa sends 15)out WHAT THE FIRSTand often visits them to see monthly mailers how THE MOST SENSE? THING YOU DO AFTER they’re acclimating to their new residence. “Whether WORK ABOUT YOU it’s aSAYS postcard or a little gift, my objective is to make my clients aware that I’m thinking about them,” she says.

Phone 310-734-1440 | Fax 310-734-1440 When it comes to marketing, Melissa places a heavy mag@topagentmagazine.com | www.topagentmagazine.com emphasis on social media sites such as Facebook for No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine maximum exposure.

Just last year,precautions she was is published

by Feature Publications GA, Inc. Although are able taken totoensure the accuracy of published materials, Top Agent Magazine cannot be held responsible opinions expressedHowever, or facts supplied by its authors. complete 44 transactions forfor$9.3 million.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. it’s not the impressive numbers that make her passionPublished in the U.S. ate about her job. “I love that I can do everything, from the legal aspect of real estate to marketing and customer service. I have my hand in a little bit of everything, Top Agent Magazine To learn more about Melissa which keeps things fresh,” she says.

email mlenz@shorewest.c

mailto:mag@topagentmagazine.com

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that 4

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, Top Agent Magazine

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 6

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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JENNA GALEGHER

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As the broker/owner of Windseeker Realty, Top Agent Jenna Galegher and her agents serve northern Wisconsin including Bayfield County, Madeline Island, Ashland, and the surrounding areas.

moving to northern Wisconsin with her now husband. Since then she has grown her business into one of the most trusted realty offices in the region.

Jenna Galegher began her journey in real estate while in nursing school. In need of a summer job, she worked as an assistant to a social entrepreneur and real estate investor who immediately noticed her talent and potential. “I started taking the lead on the property management side,” Jenna says, “and I loved it.” She then switched her degree to business management and earned her licensure shortly after 10 Copyright Top Agent Magazine

As the broker/owner of Windseeker Realty, Jenna expanded her business quickly, growing to include a vacation rental management branch to serve the area’s needs. Jenna and her agents serve northern Wisconsin including Bayfield County, Madeline Island, Ashland, and the surrounding areas. Jenna has built a thriving business with a stellar reputation, trusted both by locals and by newcomers seeking a new adventure.

With her client-centered approach, drive, and skill, it is no surprise that the majority of Jenna’s business comes from repeat clients and referrals. “We work hard,” Jenna Top Agent Magazine

says. “Everyone on our team gives their all. We do our best to always be available, and we are very hands-on. We really listen to clients and what they are looking for. Sometimes, there is a difference between what clients say they want versus what they really want; often, it’s about listening to those cues.”

What sets Jenna and her team apart is their deep commitment to the local community they serve. “We are very community driven,” Jenna says. “We know this community, and we have Top Agent Magazine

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“We are very community driven,” Jenna says. “ We know this community, and we have local knowledge that our clients rely on and appreciate.” local knowledge that our clients rely on and appreciate.”

To keep in touch with past clients, Jenna and her team send annual postcards to celebrate anniversaries and birthdays.

Because Bayfield is such a small community, often Jenna sees clients around town, which provides a natural way to stay in Copyright Top Agent Magazine 12

touch. To market their listings, Jenna and her team use a comprehensive strategy that includes traditional methods such as print advertising and postcards combined with digital and social media campaigns.

“Postcards to surrounding properties are very effective,” Jenna says, “especially for land because occasionally the most likely buyer is one of neighbors.”

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Jenna and her team have also found great marketing mileage from their location.

“We are on one of the busiest blocks in Bayfield,” Jenna says, “and the area gets a lot of summer tourists. The number of people who stand outside with ice cream cones looking at listings and decide to buy something is quite large!”

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Dedicated to her community, Jenna spends much of her free time giving back.

She serves on the Cornucopia Business Association. She also volunteers for CORE, an organization that supports the aging population. When she is not helping clients or giving back her time, Jenna loves to take advantage of what her local Copyright Top Agent Magazine 13

area has to offer, including sailing, hiking, snow shoeing, and cross country skiing.

For the future, Jenna plans to continue to grow her business while retaining her excellent, personalized client service.

“We want to make sure to provide a great experience for our clients, no matter how

big we grow,” Jenna says. Jenna is grateful for her profession and the role she is able to play in her clients’ lives. “It’s a privilege to be involved in someone’s life as it changes,” Jenna says. “I feel lucky with the business I have built, and the area where we live, and I love to share both with my clients.”

To find out more about Jenna Galegher, call 715-779-5000, visit WindseekerRealty.com or email Jenna@WindseekerRealty.com www.

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives. But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling. With that in mind, see how you fare when it comes to post-workday habits...

Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch?

Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented professional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active.

This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul. Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge. This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food

Round-the-Clock Hustle

If your first instinct after work is to eat, it can say a few different things about your routine. Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress. In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension.

Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption postwork. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 16

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova17

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 18

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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MELISSA LENZ Melissa Lenz is an accomplished real estate agent known for her work ethic, knowledge, and friendly personality. She left a corporate career in order to pursue her real estate dream and help people accomplish their goals. “I love working with people and being able to help them and working in real estate allows me to do both,” she says. Melissa currently works as a solo agent at Shorewest, REALTORS® and serves clients throughout the Metro Milwaukee area.

They key to Melissa’s success is her ability to connect with clients and make them feel taken care of. “I give clients my personal attention to make sure all of their needs are being met and that we’re on the same page about the type of results they’re hoping to get. Although I’m extremely busy, I always find time in my schedule to do showings on the first day of a listing, and to thoroughly explain the process to my clients,” she says.

In order to keep in touch with clients, Melissa sends out monthly mailers and often visits them to see how they’re acclimating to their new residence. “Whether it’s a postcard or a little gift, my objective is to make my clients aware that I’m thinking about them,” she says.

When it comes to marketing, Melissa places a heavy emphasis on social media sites such as Facebook for maximum exposure. Just last year, she was able to complete 44 transactions for $9.3 million. However, it’s not the impressive numbers that make her passionate about her job. “I love that I can do everything, from the legal aspect of real estate to marketing and customer service. I have my hand in a little bit of everything, which keeps things fresh,” she says.

Outside of work, Melissa finds time to be of service to her local neighborhood and belongs to her brokerage’s 20

community involvement committee. “I do my best to be a participating member of the community. We do food drives, clothing drives, and toy drives. Recently we collected money for a homeless charity.” She is also involved in the City of West Allis Event Committee and helps to plan the various activities that happen throughout the city. In her spare time, she likes to relax by walking her dog and traveling when possible.

Going forward, Melissa wants to continue providing her clients with excellent quality service and keep on growing her brand. “I’m a team player. I try to stay friendly with everyone and help other agents as best as I can, because I enjoy seeing everyone succeed in this business. There are enough houses to go around! In the future, I would love to work more closely with investors. My educational background and financial analysis skills would be a strong asset. Helping more Sellers and Buyers accomplish their goals is important to me.”

To learn more about Melissa Lenz email mlenz@shorewest.com, visit melissalenz.shorewest.com, or call (414) 238 – 5434 https://

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress Top Agent Magazine

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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1

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 22

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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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.

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

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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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