WISCONSIN 6-29-20

WISCONSIN EDITION

Playing the Real Estate Matchmaker A STEP-BY-STEP GUIDE TO

CONVERTING INTERNET LEADS TO REAL LIFE SALES FEATURED AGENTS

JUDY BARR SCOTT CAMPBELL JOANNA JANAS TORI DIETRICH TORRES

The Daily Schedule of a SUCCESSFUL REAL ESTATE AGENT COVER STORY

TOU YANG

WISCONSIN EDITION

JOANNA JANAS 9

TOU YANG

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TORI DIETRICH TORRES

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JOANNA JANAS

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26 JUDY BARR SCOT

Judy Barr left the restaurant Top indu Age when she was in her Lead mid-twen of to pursue a fulltime career as Team aat estate agent. A licensed REALT Cedarbur and broker since 1989, she r approach her RE/MAX Property Pros b committe ness with a partner, overseein hardwork offices, agents and selling hom JUDY BARR SCOTT35 CAMPBELL sional. W throughout the northern Wiscon and region. She ranks in the top 3% of her MLS andhis ran his client #3 in sales in the state of Wisconsin for RE/MAX last y

workedei Top Agent Joanna Janas – of First Weber in in Business Administration, Joanna during Madison, Wisconsin – is a prime example of world of finance for a lengthy stint before has built a thriving business boastscan an 85% and real referral busino izingreturn she missed estate.clientele Since obtaining what hard work, commitment andJudy dedication honesty and integrity.

“I native truly Poland believe license peopleinkeep back because 2017,coming Joanna has already built a It achieve. Having relocated from her ing business that continues to grow exponent at the age of seventeen, speakinghonest, no English and ethical and get the job done,” she asserts. “Be each passing year. with only a couple of hundreda dollars in her means Scott,than whose stellar reputation REALTOR more selling homes.

It’s ab pocket, Joanna has since achievedpeople, a level of sucbegan his real estate career in families, and theirGUIDE hopes and dreams. It’s abo 4) THE DAILY SCHEDULEcess OFinAthe world of real estate 15) STEP-BY-STEP that A is the envy One major reason for Joanna’s success story is relationship based on trust, knowledge, and expertise. different companies before fi English, Polish, Spanish and Ger of much of her competition. Armed with honesty, she speaks SUCCESSFUL REAL ESTATE AGENT TO CONVERTING INTERNET clients can be assured that I’ll always go that 1996.her Scott nowtoextra overs able to in market listings both m integrity and a sincere desire to help her clients and is MAX LEADS TO REAL LIFE SALES to estate make goals, their experience the best they’ve had w and theagents, international a fact achieve – or exceed – their real all ofcommunities, whom ever share histha c 6) PLAYING THE REAL ESTATE apart from much of her competition and Joanna has earned her stellar reputation an her buying orasselling a home.”

Last year, Judy produced o and who allow him to cover a w agent who can be trusted implicitly.

MATCHMAKER—FOLLOW THESE 24) CREATIVE WAYS TO SAY $17 million in volume.

CONTENTS

8 DATING RULES TO ENSURE YOU THANK YOU Currently, the lion’s share of S Joanna – who works with residential, comIt’s no wonder she receives reviews from her MATCH YOUR CLIENT WITH THE uponstellar returning clients andclier mercial and investment properties - began One client recently wrote:“My wife and I have been work 27)working ARE YOU DOING BUSINESS her career in real estate in Chicago, PERFECT HOME FOR THEM eter of the exceptional level o Judy BarrFACEBOOK? for over 10 years for our Northwoods as a Project Manager for a husband and wife ON ASwith YOU providing his many grateful bu

house-flipping team. “I then got married estate needs. She has helped us buy and sell multiple hom it’s because my clients find me and moved to Madison to pursueand education property and exceeded our expectations with ev outgoing,” says Scott, when as about fourteen years ago,” recalls Joanna. transaction.

Judy is extremely knowledgeable, thorou After obtaining an undergraduate degree in inspire such impressive levels o and an absolute joy to work with. You’ll get her hon Business Management and a master’s degree team and I have a great time

feedback and best efforts on selling or buying your pl thepossible same time take this She’ll get you the best at deal whilewe listening to y Copyright Top Agent Mag Peopleaalso lovebuyer the way I do Jb mag@topagentmagazine.com | www.topagentmagazine.com thoughts and needs. If you’re serious or seller Barr is the one to call.”the entire process simple and e No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top

Phone 310-734-1440 | Fax 310-734-1440

to put together a deal that favo

Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy they’re the s Judy prides herself onsure on happy topbyof with the latest of published materials, Top Agent Magazine cannot be held responsible for opinions expressed orstaying facts supplied home.when We try to make a dram estate technology, especially it comes to itmaintain its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. contact with her clients.

“I’ve built up a large databas Published in the U.S.

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names and use my CRM to remind meinofScott’s important d A major factor long-t and occasions in the lives of my clients,” she says. be his commitment to developi“ reach out four times a year withAgent our newsletter, cards, ca tionships with his clients, many Top Magazine and emails.” after the closing table. “We do

mailto:mag@topagentmagazine.com

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 6

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 8

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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TOU YANG

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Tou Yang, also known by some as “TL,” got started when a cousin opened a Creative Results branch in Appleton, Wisconsin, and asked Tou to help him get the business going.

It was part-time at first, but eventually, Tou knew it was time to make the career permanent. “About three-and-a-half years ago, I decided to take the chance and got my license,” he says.

Eventually, his cousin went back to Minnesota, and today, Tou manages a team of five REALTORS® at the office, and serves the Northeast Wisconsin area. The team is growing their repeat and referral base. “We’re 10 Copyright Top Agent Magazine

still small, so I would think about a good 60 or 70% is repeat and referral from customers,” he says. “Time and focus” are what he says keeps clients coming back and referring his office. “We’re not a big agency, so we value the customers we have,” Tou says. “I always joke with my customers that if the offer is a hundred dollars or a million, I’d give them the same time and focus, and I’d treat them all the same. We really build a person-to-person relationship. When clients call us, they’re actually calling us directly.” Client education is also part of that time and focus. “I deal with a lot of first-time homeowners, so I do a lot of education along the way,” Tou says, “in terms Top Agent Magazine

Top Agent Tou Yang of Creative Results in Appleton, Wisconsin, manages a team of five, serving the Northeast Wisconsin area. of what they can expect to see or what documents are expected.” His office is bilingual, which allows them to help English language learners find their dream homes, too.

To stay in touch with clients, Tou uses a CRM system via his website, but is also sure to take a more personal approach. “I personally just like to give myself reminders to check on clients, whether it’s been a month after they bought their house, or three months, or a year.

I mark it on my calendar and make sure I take the time to call.”

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Tou starts all of his marketing processes, for both buyers and sellers, with a consultation. “I don’t want to take someone on and make them false promises. If I don’t see a fit, I don’t mind telling them I probably can’t do anything for them. [I start by] setting the expectation as to how long the process is going to take. Before I do a listing, I do a walk-through with them, and I let them know the day before I take pictures what to remove or fix. We do a virtual tour for every client, and tell them what we need as far as the videography, so they can prepare.” Tou’s advertising relies heavily on 11 Copyright Top Agent Magazine

“I deal with a lot of first-time homeowners, so I do a lot of education along the way,” Tou says, “in terms of what they can expect to see or what documents are expected.” social media, including Facebook and Instagram, as well as through his website.

“A lot of people say I’m relaxing to work with and easy to get a hold of,” Tou says.

“And, working with a lot of first-time homebuyers, it’s educating them about the process and making it comfortable for them.” One of his recent clients told him, “I was so nervous and I thought it would be a lot harder, but you helped make the process easier.”

“Knowing that you are putting people in a home, and knowing you’re helping someone move onto the next step” is what Tou loves most about his job. “When they’re selling, they’re excited because they’re either upgrading, retiring, or moving on.

It’s just a great feeling to know that.”

Tou lives in Green Bay, and supports local football booster clubs, attending events and donating. Both of his sons are also Copyright Top Agent Magazine 12

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football players. He’s also donated money to his local school districts for school trips, as well as to other organizations. “I really want to give back to our community,” he says. “I think that means a lot.” In his free time, Tou enjoys learning more about real estate and investment, educating himself on trends. And of course, being from Green Bay, he’s a Packers fan.

“I’d like to be known as the REALTOR® that [clients] can reach out to,” Tou says of where he’d like his business to be in the future. “I want to be the guy who takes time to inform clients and let them make a knowledgeable decision instead of just pushing them to make any decision. My goal is to educate.”

To learn more about Tou Yang, please call (920) 737-4618 email toulyang@creativeresults.biz, or visit top920homes.com https://

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Top Agent Magazine

A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 16

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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TORI DIETRICH TORRES Top Agent Magazine

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TORI DIETRICH TORRES

Top Agent Tori Dietrich Torres and her husband Edgar service mainly Sheboygan County in Wisconsin, as well as some of the surrounding counties.

Tori Dietrich Torres remembers that from her childhood she was always intrigued by the work her grandfather did as a real estate investor, from the work on the homes to the various people and agents he worked with. With the help and encouragement of her parents it inspired her to start investing in real estate at a very young age, She also remembers tagging along with her parents to open houses, where her mom would go for interior design inspiration. “I always had an admiration for the real estate agents and dreamed that someday it would be me.”

When Tori was 18 years old and fresh out of high school, she decided to take a real estate course at a community college. At that time she was undecided what she wanted to do for her future career and continued to take additional classes. About a year later, a good friend got a real estate job, and encouraged Tori 18

to meet with her broker to discuss a potential career, as she knew this would be a perfect fit for her.

Tori started her real estate career as an office administrator for this Real Estate firm. She found she loved the work and soon got her sales license then shortly thereafter got her brokers licence. She’s been in real estate ever since and feels blessed to have found her calling so early in life. She says she had an incredible broker that mentored and believed in her. “I owe so much to him and will be forever grateful. I live and breathe real estate and I absolutely love it.”

Today, Tori works with her husband Edgar, who is also a teacher and athletic director. She credits some of her success to her husband’s bilingual ability, which allows them to expand their market even more.

They serve mainly Sheboygan County in Wisconsin, Copyright Top Agent Magazine

as well as some of the surrounding counties. Tori estimates that about 90% of her business comes from repeat and referral clients. Her clients rave about how personable and caring she is. Her communication, follow up and attention to detail is top notch. “I really love working with first-time home buyers,” she says. “I’ve found I’m really passionate about it. I’m good at hand-holding, I’m very patient, I listen, and I love helping people. With first-time buyers, it’s just so rewarding.”

She says that the experience that first time home buyers have with her, is why people both come back and refer her. “I’m good at communication and I work my butt off!” she says. “And now that I’ve been in the industry for over 20 years, what’s really exciting is that I now get to sell homes to the children of my earlier clients.” She’s even inspired a few clients to get into real estate themselves, and has earned herself a RE/MAX Hall of Fame Award, and is a regular recipient of their 100% Award.

When it comes to marketing her listings, Tori says, “I love social media.

It’s where I do the majority of my marketing.” While she does an impressive average of $7 million in sales a year, the people she works with remain the highlight of Tori’s job. “I’ve met some of my very best friends through real estate,” she says. “And the flexibility, of course, is nice.” Tori also donates a portion of each commission check to Children’s Miracle Network. She loves spending time with family, traveling, working out, kayaking, walking her dog, and just being outside. She also has a huge passion for fashion.

As noted on her business card: “I close deals in heels.”

Top Agent Magazine “I just want to keep rocking and rolling

To learn more about Tori Dietrich Torres, email toris@remax.net; visit her RE/MAX site https://www.zillow.com/profile/ToriDietrichTorres/ or check her out on Zillow and Realtor.com; or call (920) 208-9500

https://www.remax.com/real-estate-agents/tori-dietrich-torres-sheboygan-falls-wi/100083353/listings

https://www.realtor.com/realestateagents/tori-dietrich-torres_sheboygan-falls_wi_13

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Laughs!

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JOANNA JANAS

Top Agent Joanna Janas – of First Weber in Madison, Wisconsin – is a prime example of what hard work, commitment and dedication can achieve. Having relocated from her native Poland at the age of seventeen, speaking no English and with only a couple of hundred dollars in her pocket, Joanna has since achieved a level of success in the world of real estate that is the envy of much of her competition. Armed with honesty, integrity and a sincere desire to help her clients achieve – or exceed – their real estate goals, Joanna has earned her stellar reputation as an agent who can be trusted implicitly.

in Business Administration, Joanna worked in the world of finance for a lengthy stint before realizing she missed real estate. Since obtaining her license in 2017, Joanna has already built a thriving business that continues to grow exponentially each passing year.

One major reason for Joanna’s success story is that she speaks English, Polish, Spanish and German, and is able to market her listings to both local and the international communities, a fact that sets her apart from much of her competition and has

Joanna – who works with residential, commercial and investment properties - began her career in real estate in Chicago, working as a Project Manager for a husband and wife house-flipping team. “I then got married and moved to Madison to pursue education about fourteen years ago,” recalls Joanna.

After obtaining an undergraduate degree in Business Management and a master’s degree 22

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proven to be a vital element in the continued growth of her business. “I work with a lot of international clients,” says Joanna, “and we have a very diverse population here in Madison. I’m very pleased that I can serve a specific market.”

Currently, almost the entirety of Joanna’s business is based upon referrals, a sure sign of a job well done in the highly competitive real estate industry. “It’s very important to me that my clients become my friends,” says Joanna, when asked how she manages to inspire so much trust and loyalty amongst her buyers and sellers. “My priority in business is client satisfaction, and to make every transaction as stress-free for them as possible. I provide the highest level of customer service available, and every one of my clients will tell you that I go above and beyond for them.”

There are many other reasons for Joanna’s thriving business: expert negotiation skills, thorough, cutting edge marketing – both domestic and internationally – and last, yet far from least, her likeable and friendly nature that puts clients at ease during what is most likely the largest transaction of their lives.

When she’s not working, Joanna enjoys spending time with family – including her young daughter, whom she calls “my entire world.” She is also an avid philanthropist, donating time and effort to a local children’s hospital and a new association with an organization that empowers female Hispanic entrepreneurs.

Joanna’s plans for the future of her business include continued growth, and a sincere commitment to keep on providing her grateful clients with the very best customer service available.

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For more about Joanna Janas, please call 608-516-5534 or email JanasJ@FirstWeber.com Copyright Top Agent Magazine 23

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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JUDY BARR Judy Barr left the restaurant industry when she was in her mid-twenties to pursue a fulltime career as a real estate agent. A licensed REALTOR and broker since 1989, she runs her RE/MAX Property Pros business with a partner, overseeing 4 offices, 35 agents and selling homes throughout the northern Wisconsin region. She ranks in the top 3% of her MLS and ranked #3 in sales in the state of Wisconsin for RE/MAX last year.

campaigns. “Then we combine a bit of the old with the new,” she states. “In addition to print and postcards, we do lots of digital advertising that includes posting to multiple real estate sites and social media.”

Judy boasts an 85% return and referral clientele business.

“I truly believe people keep coming back because I am honest, ethical and get the job done,” she asserts. “Being a REALTOR means more than selling homes. It’s about people, families, and their hopes and dreams. It’s about a relationship based on trust, knowledge, and expertise. My clients can be assured that I’ll always go that extra mile to make their experience the best they’ve ever had when buying or selling a home.” Last year, Judy produced over $17 million in volume.

Judy is involved with several local charities, including the Children’s Miracle Network, the Warehouse of the Arts, the Historical Society, and the Eagle River Chain of Lakes Association.

It’s no wonder she receives stellar reviews from her clients.

One client recently wrote:“My wife and I have been working with Judy Barr for over 10 years for our Northwoods real estate needs. She has helped us buy and sell multiple homes and property and exceeded our expectations with every transaction. Judy is extremely knowledgeable, thorough, and an absolute joy to work with. You’ll get her honest feedback and best efforts on selling or buying your place.

She’ll get you the best deal possible while listening to your thoughts and needs. If you’re a serious buyer or seller Judy Barr is the one to call.”

Judy prides herself on staying on top of the latest real estate technology, especially when it comes to maintaining contact with her clients. “I’ve built up a large database of names and use my CRM to remind me of important dates and occasions in the lives of my clients,” she says. “We reach out four times a year with our newsletter, cards, calls, and emails.”

To market her listings, Judy incorporates professional text, photographs, 3D tours, and drone videos into her Top Agent Magazine

Judy loves what she does, mostly because of the beautiful surroundings from which she works. “I can look outside and see the water. Or walk out to a house and spot deer or a red-tail fox,” she says. “This is a second home market, so I get to help people buy vacation homes and start new family traditions.”

When she’s not working, she enjoys spending time out at her lakeside cabin, traveling with her girlfriends, cooking, boating, and golfing. She’s also proud of her family. “I have a 23-year-old son Ryan who lives, works and plays here in the Northwoods and has recently got engaged to a lovely gal. I also have a beautiful 28-year-old daughter Mary who is a Certified Medical Assistant for a private pediatrics facility in Georgia, and a beautiful granddaughter Maggie who is two and very sassy,” she exclaims.

Judy plans to maintain the forward momentum of her business and would like to continue to mentor new, up-incoming agents. “It’s always rewarding to me to help them reach their goals,” she says.

To learn more about Judy Barr, email judybarr@remax.net , visit judybarrpropertypros.com or call (715) 891-4918 www.

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SCOTT CAMPBELL Top Agent Scott Campbell Lead of The Scott W. Campbell Team at RE/MAX United in Cedarburg, Wisconsin – is rapidly approaching four decades as a committed, knowledgeable and hardworking real estate professional. With his affable demeanor and his commitment to placing his clients’ needs front and center during every transaction, Scott has built a thriving business on a solid foundation of honesty and integrity.

Scott, whose stellar reputation has been truly earned, began his real estate career in 1982, working for two different companies before finally settling in at RE/ MAX in 1996. Scott now oversees a team of six licensed agents, all of whom share his client-first business ethos, and who allow him to cover a wide swath of Wisconsin.

Currently, the lion’s share of Scott’s business is based upon returning clients and referrals, a true barometer of the exceptional level of customer service he is providing his many grateful buyers and sellers. “I think it’s because my clients find me to be very friendly and outgoing,” says Scott, when asked how he manages to inspire such impressive levels of customer loyalty. “My team and I have a great time doing what we do, but at the same time we take this business very seriously.

People also love the way I do business, because I make the entire process simple and easy for them. Our goal is to put together a deal that favors our client and making sure they’re happy with the sale or purchase of their home. We try to make it a drama-free transaction.”

A major factor in Scott’s long-time success story would be his commitment to developing and maintaining relationships with his clients, many of which continue long after the closing table. “We do a lot of entertaining for our clients; I throw a lot of parties, particularly on the Fourth of July,” he says. “I’ve also been known to put lottery tickets in the Christmas cards I send to them.”

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Thorough, intelligent marketing of his listings also plays a role in the flourishing of The Scott W. Campbell Team. “Our marketing is catered to the type of individual property we are listing,” he explains. “We might put it in a local magazine and do some other type of print advertising.” Other methods such as virtual tours and exposure via the internet and social media platforms ensure fast sales for top dollar, not to mention happy clients.

When Scott isn’t working, he is very much a committed philanthropist. As a member of the Milwaukee Yacht Club (he owns a 60-foot boat), he participates in the support of myriad charitable organizations, including the Make-a-Wish Foundation, The Children’s Miracle Network, The Hunger Task Force, among others. Scott’s hobbies include traveling to his homes in Naples, Florida and Key West, and gardening.

Looking to the future, Scott’s plans for his business are to continue to grow and find new ways of exploiting emerging technologies to benefit his clients. His overall objective, however, remains the same: to keep providing his buyers and sellers with the very best customer service available in the state of Wisconsin.

For more about Scott Campbell, please call414-331-7888 or email ScottCampbellRemax@gmail.com Top Agent Magazine Copyright Top Agent Magazine

Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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