WISCONSIN 9-13-21

WISCONSIN EDITION

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WAYS TO GET YOUR CLIENT TO TRUST YOU FEATURED AGENTS

JENNIFER SMITH CAROL HAWES CATE SAARNIO JILL MCNAMEE KATHY FLANNERY

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

Is Finding A Niche Market RIGHT FOR YOU?

5 THINGS

YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS COVER STORY

AMY McCUNE

WISCONSIN EDITION

JENNIFER SMITH

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CAROL HAWES

After working in the re estate industry for 18 year Carol Hawes loves it ju as much as she did on da one. “It’s just so satisfyin when you’re sitting at th KATHY FLANNERY closing table, and everyon c is smiling,” she says. Sh AMY MCCUNE JENNIFER SMITH CAROL HAWES As the owner Homeland Realty, through various Ih services, online Jenniferof Smith has always had a passion to help of professional photography got her startshe asamplianmedia. agent Recognized for her customer service, people organically.

That’s when I started as approached makes phone calls to most of her a series of targeted digital and others.

She began hertocareer in the Kathy Flannery is determined exceed cli-medical field, fies their listing viaconnections to buyers and sellers 20ent expectations 24campaigns.

2003, after buying In the meantime, she uses her fir but past soon found herself23 seeking an opportunity ethic, a group called St.media Croix Valley Girls.

All theirwork team as and a long history of excelclients throughout thethat year.social Cate and help buyers find their online marketing, and I stay in con like virtual tours and digital spoke not only to her compassion, but also to her cutting edge methodsinvestment ® property Jill McNamee lent results, REALTOR those years ago there weren’t a lot of next home, or property, and start a new all parties as I match buyers wi an floor plans to give each seller an added advantage. entrepreneurial spirit.

At a friend’s suggestion, she communicarecognizes and appreciates the supher fiancé.

“We bought chapter of their life.

Equally, she also proAs a listing agent, I believe in t From start to finish, sheso is right her clients, decided to pursue her real estate license—and the groups strives to make every transaction a posnetworking around, mybeside focus g personality. port her clients give to her, and keeping them informed and maximizing their value is history.

Today, Jennifer isestate a Realtor for Keller vides sellersrest with an that excellent real erties that I represent and do ev from an agent and quickly became friends with th itive experience for her clients. Jill isexperience by really female business owners. in the marketplace.

Williams Lakethem Country, where price she was works with cli- on getting a sure good to promote the qualities of the ot her license. she makes to return the favor agent, and they talked me into getting my real estap ents throughout Lake Country and the surrounding licensed in Minnesota and Wisconsin,on their property, Now, 14 years later, we are strong saving them money on withgoing emphasis on a property’s po Jennifershe is equally attentive whenBerkshire serving her buyareas. a unique blend oflong-term expertise and gen-mutually license.”

Today works with Hathawa turyand 21 Pierce byThrough maintaining doing posaminblessed to be part serves homebuyers and sellersclosing costs,uineand and typically tapping anywhere into her depthbetween knowledge of of the the Nor service, she everything has truly set herself apart in the ers, have inright Sturtevant, Wisconsin wia the She closing smooth and where there are me for herself the Twin Cities, Westernsible to make beneficial region Metro to find the home that is thenumerous perfect fit lakes region. has thea relationships insight needed toHomeServices beand a with strong throughout 50 65 them. members show up once ain touch her clients.

In also fact, she oftenaremains negotiator,for andthem. a heart“Iforgoherabove clientsher thathusband means forPat. They have executiv pleasant experience try settings.

I licensed have an excellent kn nt inWisconsin, the state Eastern Minneapolis, andand beyond she month.

I have a different educational the mile each and every to goes help allextra parties to close— of the market, the lakes, and the “Once I decided to give real estate a try, to help as many people as possible with assistant, Cheryl Brown, who helps each transa time.

In MCNAMEE addition, has a secret SAARNIO JILL KATHY FLANNERY on for When it Jennifer comes to marketing I just fell inCATE love with it,” Amy McCune their real estate goals.

Today she leads Amy Sainthomes Paul suburbs. speaker inher each month so they’re that includes doing repairs, clearing titles, I bring to Racine, my clientsKenosha as I match an th tion runcome smoothly.

Serving the weapon for her clients—an expert transexplains, while discussing her career as an McCune & removing Associates, serving western obtaining quotes, household and sellers.” action manager, Renee of Focus Title, constantly learning something new,” she atisfying expelistings, Cate leverages her own area, the vast majority of their busine agent. She got her start in 2003, “I wanted Wisconsin and the Minnesota border. Milwaukee She items, etc. I who am dedicated to helping bothfor delivers unparalleled support a career would allow me to work with has 6 agents andwith an officedecoration assistant currently Jill firsther came onto thethat real estate scene says, and adds, “I alsoand have apassionate Facebook propelled skill and staging, derives from repeats referrals. throughout buyers and Jennifer’s sellers.” clients Kathy decidedthetodeal. start her own What keeps Kathy about the real es

CATE SAARNIO JILL M NAMEE

during the infamous 2008 market crash.company group forandfemale owners her son, Hunter, obtained his license ness business is her love of helping with others achieve their er a household while utilizing quality photogwhen a real estate team reached out to me, after best,CONTENTS hardest working agents, I high couldn’t do When listing a property, Jennifer careI decided to go for it.”

Soaking up as much all of this without them.”

The vast majority joined her in fully business.

From there she hired aBy small team in“So many of my current and clients ha The difficult beginning helped shape her 700 women it.

It’s a safe place forpastthe providing superior service throughout transa guides her clients through the Counties, and raphy and videography to ensure information as she could, Amy was of her business consists of repeat clients and of eager agents and now serves buyers and sellers throughout touched my life andthroughout made a get meaningful impac entire process.

After helping them tion and guiding each client the journe as an agent and taught her invaluable leswomen to go and ask questions and 21) nt on your side 4) EMBRACING SMART each looks pristine.

She and thenI TO fully preparehome their home for the mar- 6 WAYS Northern Wisconsin. hope I’ve done the same for them. This Carol’sfrom business haswomen.” continued to grow.

“Afterwards sons on how to thrive in business even support other is also ket and providing them with a suite unique business, andJill it brings the client and ag our home. pushes each listing across the MLS, DOES that NEW GET YOUR CLIENT stay in touch and often we become good friends,” in the midst HOMES: of a crisis—knowledge would come a Rotary Club member and serves on the Board for the Kathy’s natural affinity for people combined with her together. Real estate involves many differentsh s Copyright Top Agent Magazine third-party websites, and print brosays.

“It’s a great business where you can connect wi ethical approach to business haveYMCA. allowed to make and not all of them are prompted by something REALLY TOherTRUST YOU to be helpfulTECHNOLOGY yet again in 2020, during the COVID-19 Hudson strong and lasting connections her clients.

“Many all Sometimes people are moving or selling due to ctingpandemic. with her“When chures to with maximize and exposure enjoy thetodifferent people.”

When it comes I started out,HOME most agents were leavINCREASE VALUE? clients have told me that I’m sincere and hardworking.

I cumstances.

There’s a lot of gratitude involved assisting herplans buyers, she is patient andShe communicativw building prospective buyers.

Her listings areof ing therelabusiness. But I knew that with my marketing Going forward, has no slowing down. also have great negotiating skills, and I 25) thinkJill in this marhelp someone make a new start.

You don’t get 5I work THINGS knowing that this is likely one of the largest transa fter and the transaction is closed. even in Homethat’s Showcase Magazine, and she retail background, as well as my featured family’s wants to continue exceeding expectations ket that’shistory something extremely important. toher meetclients’ so many amazing people in other jobs, s tionsneeds,” they will ever make in their lifetime. She tak 14)I had IS with Awith YOU DO hard for mywork, clients and and make sure I meet all types their take that TO for granted.” real estate, aFINDING good shot at making them topCAN results every time.

“We always t linewith of communication works a itwide variety ofgetting different oftoproperthe my time understand on a deeper level what they a she says, and adds, “I think they also appreciate willNICHE MARKET ACHIEVE YOUR in those tough always loved strive to please our clients and educate ourselves.

Weuntil rselfeven available to solvecircumstances. probties,I’ve including sales.

Cate more than ingness tocommercial never say no and the fact that closed I’m available When she’s not helping or sell looking for, and doesn’t stop the clients searchbuy thehome ide being around people and I loved marketing, so I knew want them to scream from the rooftops to all of their 24/7.” enjoys being active and spending quality time RIGHT FOR YOU? GOALS ns that clients might happen $2M in pretty totalmuch sales volume last year,BIGGEST andproperty looks forward is found. For her sellers, she offers exce Her favorite activities are hunting and that marrying those among two passions would be a service friends to andeven family thatmarketing whenfamily. itasthat comes real estate, tional getstotheir listings in front of n process.

“I’m known to together providing excellent more clients With more than 90 closings and over $10 million in She has also served as president local libr good fit.” we’re the team tomany countpeople on.” as possible. “Depending ofonthethe e and beyond the call of duty her career salesprogresses. volume this year alone, Kathy hasn’t let COVID and has been a member of various huntingneig orga borhood, I will doWisconsin differentarea. things. For Racine, I w slow her down.

She continued to work hard for the buyin the Phone 310-734-1440 | Fax 310-734-1440 zing experience,” Cate says.

As the leader of the McNamee Real Estate Team, ers and sellersJill she was representing and advertise was able toin the newspaper, as everyone there reads it s’ corner, Ifour work hard to Along with andbyhusband, | two www.topagentmagazine.com navigate around thekids pandemic switching focus enjoys In“We the future, Kathy to keep expanding works and withmag@topagentmagazine.com other agents—including her her husband sheherCate explains. are also onwants social media, and o to online marketing.

“My marketing strategy consists ness and is focused on offering clients a con ess.”and Cate is big on providing spending her free time outdoors, gardening, camping, coordinator will publisher. put all ofTop ourAgent listings on Facebook an son—as well asof two virtual “It’s like a No portion this issue may assistants. be reproduced any manner without prior Magazine of me in putting myselfwhatsoever out there for buyers andconsent sellers of the positive real estate experience. e value andbusiness, unwavering supsnowmobiling, and even ice fishing! isaccuracy incrediimplement targeted advertising.”

With is published

by Feature Although precautions are taken toFamily ensure the of published materials, Top $20 million family which truly Publications helps put GA, ourInc. customers Agent Magazine cannot heldimportant responsible for expressed or facts sure supplied by its authors. sales volume in 2020, they’re on track to do the sam nd others, gets more bly toopinions her, she makes toKathy Flannery, devote what at ease,she since they knowthan we’rebegoing to treat them justand To learn more about email kathyflannery1@gmail To subscribe or change address, send inquiry to mag@topagentmagazine.com. in 2021 and are showing no signs of slowing down. like we wouldand family or our dear friends.

We she take has the visit gh repeat clients referrals. leisure time to loving and supporting them. northwoodsrealtors.org, or call (715) 889–0330 Published in the U.S. time to listen to their needs andFor make we’reofgetthesure future her business, Cate is hoping to get ting everything right.” This personalized approach has soon and possibly do some propemphasis her Broker’s License 2 on communication, Top Agent Magazine Copyright Top Agent M allowed Jill and her team to build a solid base of repeat touch with clients after their erty management, while staying on her team at Century and referral clients. and she becomes friends with 21 Pierce Realty who she loves working for. If you’re people, and be flexible with my family, so

on her team and is still growing. “I have the

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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 4

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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AMY McCUNE

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“Once I decided to give real estate a try, I just fell in love with it,” Amy McCune explains, while discussing her career as an agent. She got her start in 2003, “I wanted a career that would allow me to work with people, and be flexible with my family, so when a real estate team reached out to me, I decided to go for it.” Soaking up as much information as she could, Amy was eager 8Copyright Top Agent Magazine

to help as many people as possible with their real estate goals. Today she leads Amy McCune & Associates, serving western Wisconsin and the Minnesota border. She has 6 agents and an office assistant currently on her team and is still growing. “I have the best, hardest working agents, I couldn’t do all of this without them.” The vast majority of her business consists of repeat clients and Top Agent Magazine

Top Agent Amy McCune leads Amy McCune & Associates, serving western Wisconsin and the Minnesota border with the vast majority of her business consisting of repeat clients and referrals, which stands as a testament to her superior customer service. referrals, which stands as a testament to her superior customer service.

For Amy, real estate isn’t just about buying and selling homes, it’s about building relationships. “We build lifelong connections, some of my first transactions have become very close friends of mine,” she says. Upon meeting a Top Agent Magazine

buyer or seller, Amy and her team take the time to get to know them, understanding exactly what they are looking for and developing a plan to get them there.

For her buyers, she discovers what their ideal home looks like, and works within their budget to find that property. When it comes time Copyright Top Agent Magazine9

Always grateful to help people buy or sell, Amy can’t imagine pursuing any other path. “It’s an honor to be involved as someone makes one of their biggest decisions and investments of their life.” to submit an offer, Amy ensures they are competitive without overpaying, and negotiates to obtain the best deal possible. At the same time, her sellers are blown away by her strategies and offerings. “We do professional photography, market them on social media, offer agent tours, and provide a home warranty on their property so they are covered Copyright Top Agent Magazine 10

during the listing period,” she says. “Then that warranty automatically transfers to the new homeowner and lasts an additional 13 months for the new homeowner. It offers peace of mind for both parties.”

After the transaction, clients never hesitate to tell their friends, family and the public about Top Agent Magazine

their experience. One recent review read, “Amy is the person you want by your side during your home search. She worked hard to make sure we found the house of our dreams.

She didn’t push any houses on us and gave us Top Agent Magazine

honest feedback about houses we were looking at. Amy always responded quickly and made sure to make our worries disappear. I HIGHLY recommend working with Amy! She made the home process enjoyable!”

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When it comes to community, Amy and her team stay very active. “Last year we started our first annual Halloween party, which we host for kids during the day,” she says. “At Thanksgiving we give out pumpkin pies to our clients.” They are also part of Somerset’s Chamber of Commerce.

With a passion for real estate, Amy has no plans to slow down. She wants to continue growing her team and mentoring new agents. Always grateful to help people buy or sell, she can’t imagine pursuing any other path. “It’s an honor to be involved as someone makes one of their biggest decisions and investments of their life.”

For more about Amy McCune, please call 715-220-3000 or email amy@amymccune.com

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market Top Agent Magazine

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There Top Agent Magazine

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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JENNIFER SMITH

Jennifer Smith has always had a passion to help others. She began her career in the medical field, but soon found herself seeking an opportunity that spoke not only to her compassion, but also to her entrepreneurial spirit. At a friend’s suggestion, she decided to pursue her real estate license—and the rest is history. Today, Jennifer is a Realtor for Keller Williams Lake Country, where she works with clients throughout Lake Country and the surrounding areas. Through a unique blend of expertise and genuine service, she has truly set herself apart in the region. She has the insight needed to be a strong negotiator, and a heart for her clients that means she goes the extra mile each and every time. In addition, Jennifer has a secret weapon for her clients—an expert transaction manager, Renee of Focus Title, who delivers unparalleled support for Jennifer’s clients throughout the deal.

of professional photography services, she amplifies their listing via a series of targeted digital and social media campaigns. In the meantime, she uses cutting edge methods like virtual tours and digital floor plans to give each seller an added advantage.

From start to finish, she is right beside her clients, keeping them informed and maximizing their value in the marketplace.

Jennifer is equally attentive when serving her buyers, tapping into her in depth knowledge of the region to find the right home that is the perfect fit for her clients. In fact, she often remains in touch

When listing a property, Jennifer carefully guides her clients through the entire process. After helping them fully prepare their home for the market and providing them with a suite 16

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long after the deals are done through frequent check-ins, becoming good friends with her clients over the course of their transaction.

“These purchases can be very stressful for my clients,” she says. “But I’m always trying to put myself in their shoes and make myself available for whatever they might need. Above all, they know I’m here for them—no matter what.” In her five years since launching her career as an agent, Jennifer has earned a fantastic reputation throughout Wisconsin, with the vast majority of her transactions coming from repeat clients and referrals.

As her business continues its steady annual growth, she is focused on building upon the strong standard of service that has anchored her success in the first place. “I care about my clients. In life, I believe in treating people the way I would want to be treated, and I strive to carry those values over to real estate.”

Outside her career, Jennifer is fully committed to her community. In addition to volunteering regularly at the Hoovers Hause All Dog Rescue, which her mother also manages, she is deeply involved in her church at DaySpring.

When she’s not with clients or volunteering in the community, she can be found fishing, tending to her garden, or relaxing at home with her beloved husband and four children.

Jennifer has exciting plans for the future of her business. As she looks ahead to the potential clients and opportunities that await in her hometown, she plans to continue growing her relationships with those she knows and loves, and working to meet even more people to expand her network of satisfied buyers and sellers throughout the region. “I love meeting new people,” she says. “There’s nothing more rewarding than seeing a client happy at the end of their transaction, contributing to such an important decision in their lives, and encouraging them each step of the way.”

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For more about Jennifer Smith email jennifercsmith@kw.com, visit Jennifercsmith.kw.com or call (262) 893-2421 http://

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

grahamharrop.com 18

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CAROL HAWES After working in the real estate industry for 18 years, Carol Hawes loves it just as much as she did on day one. “It’s just so satisfying when you’re sitting at the closing table, and everyone is smiling,” she says. She got her start as an agent in 2003, after buying her first investment property with her fiancé. “We bought it from an agent and quickly became friends with the agent, and they talked me into getting my real estate license.” Today she works with Berkshire Hathaway HomeServices Metro in Sturtevant, Wisconsin with her husband Pat. They also have a licensed executive assistant, Cheryl Brown, who helps each transaction run smoothly. Serving the Racine, Kenosha and Milwaukee area, the vast majority of their business derives from repeats and referrals.

By providing superior service throughout the transaction and guiding each client throughout the journey, Carol’s business has continued to grow. “Afterwards, I stay in touch and often we become good friends,” she says. “It’s a great business where you can connect with and enjoy all the different people.” When it comes to assisting her buyers, she is patient and communicative, knowing that this is likely one of the largest transactions they will ever make in their lifetime. She takes the time to understand on a deeper level what they are looking for, and doesn’t stop the search until the ideal property is found. For her sellers, she offers exceptional marketing that gets their listings in front of as many people as possible. “Depending on the neighborhood, I will do different things. For Racine, I will advertise in the newspaper, as everyone there reads it,” she explains. “We are also on social media, and our coordinator will put all of our listings on Facebook and implement targeted advertising.” With $20 million in sales volume in 2020, they’re on track to do the same in 2021 and are showing no signs of slowing down.

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When the transaction is over, buyers and sellers love spreading the word about their time together. One recently said, “You absolutely could not ask for better people with which to work when conducting real estate transactions. Carol & Pat are highly adaptive and allow you to drive the buying & selling process if you have the confidence and interest in doing so. Alternatively, if you’re newer to the process, they’ll advocate, guide, and coach you along every step of the way. They have all the resources you’d expect to have available throughout the buying and selling journey and will give you as much support or liberty as desired. You’ll never be pushed – but rather empowered – to make decisions that affect your finances and your family.”

Community plays an important role in Carol’s life, so she makes sure to stay active in various groups, events and charities. “I’ve served on the Racine Board of REALTORS® for several years,” she says. “I’m also involved in Ryan’s House of Hope, an organization that helps men and women overcome addiction.” During any free time, she can be found hanging out with family and friends.

Growth is in Carol’s future, as she hopes to have a couple new agents join them. But no matter how much they expand, Carol plans to always deliver the same great service, as making people happy is the reason she loves what she does. “I feel blessed to help them in this chapter of life.”

For more information about Carol Hawes, please call 262-930-1106 or email carol@bhhs-signature.com Copyright Top Agent Magazine 19

CATE SAARNIO In 2017, Cate Saarnio was approached by a local firm to join their team as a Realtor based on her communication skills and outgoing personality.

She took the leap and got her license.

Now she works with Century 21 Pierce Realty, and has made a name for herself as a Top Producing Agent in the state of Wisconsin. Her passion for homes and ability to provide a satisfying experience for clients have propelled her career forward, making her a household name in Iron and Vilas Counties, and the kind of agent you want on your side when buying or selling your home.

When it comes to interacting with her clients, Cate focuses on building relationships that last long after the transaction is closed.

She maintains a persistent line of communication with her clients, and makes herself available to solve problems and answer questions that clients might happen upon during the transaction process. “I’m known among my clients for going above and beyond the call of duty to provide them an amazing experience,” Cate says.

“I’m always in my clients’ corner, and I work hard to guide them towards success.” Cate is big on providing her clients with immense value and unwavering support. For these reasons and others, she gets more than half of her business through repeat clients and referrals.

In keeping with Cate’s emphasis on communication, she prioritizes keeping in touch with clients after their transaction is complete, and she becomes friends with many of them. She sends newsletters out to clients with market updates and information about changes in the real estate landscape in Wisconsin, and gives gifts and

makes phone calls to most of her past clients throughout the year. Cate recognizes and appreciates the support that her clients give to her, and she makes sure to return the favor by maintaining long-term mutually beneficial relationships with them.

When it comes to marketing her listings, Cate leverages her own skill with decoration and staging, while utilizing high quality photography and videography to ensure each home looks pristine. She then pushes each listing across the MLS, third-party websites, and print brochures to maximize exposure to prospective buyers. Her listings are even featured in Home Showcase Magazine, and she works with a wide variety of different types of properties, including commercial sales. Cate closed more than $2M in total sales volume last year, and looks forward to providing excellent service to even more clients as her career progresses.

Along with her two kids and husband, Cate enjoys spending her free time outdoors, gardening, camping, snowmobiling, and even ice fishing! Family is incredibly important to her, and she makes sure to devote what leisure time she has to loving and supporting them.

For the future of her business, Cate is hoping to get her Broker’s License soon and possibly do some property management, while staying on her team at Century 21 Pierce Realty who she loves working for. If you’re looking for a Realtor in Wisconsin who is enthusiastic, communicative, and professional, get in touch with Cate Saarnio today!

Contact Cate at (715) 776-0629 or gonorthforcate21@gmail.com. You can also visit her website at c21piercerealty.com/agent-detail/Cate-Saarnio/164200/ for more information www.

A special thanks to Haley Blankenhagen (makeup), Sandy Peebles- Northern Hilites Salon (Hair), & Rita Boch (Gypsy Road photography).

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything Top Agent Magazine

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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1

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

2

Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

3

Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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4

Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

5

Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

6

Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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JILL McNAMEE Recognized for her customer service, work ethic, and a long history of excellent results, REALTOR® Jill McNamee strives to make every transaction a positive experience for her clients. Jill is licensed in Minnesota and Wisconsin, and serves homebuyers and sellers throughout the Twin Cities, Western Wisconsin, Eastern Minneapolis, and Saint Paul suburbs.

Jill first came onto the real estate scene during the infamous 2008 market crash.

The difficult beginning helped shape her as an agent and taught her invaluable lessons on how to thrive in business even in the midst of a crisis—knowledge that would come to be helpful yet again in 2020, during the COVID-19 pandemic. “When I started out, most agents were leaving the business. But I knew that with my marketing and retail background, as well as my family’s history with real estate, I had a good shot at making it work, even in those tough circumstances. I’ve always loved being around people and I loved marketing, so I knew that marrying those two passions together would be a good fit.”

people organically. That’s when I started a group called St. Croix Valley Girls. All those years ago there weren’t a lot of networking groups around, so my focus was really on female business owners.

Now, 14 years later, we are going strong and typically have anywhere between 50 and 65 members show up once a month. I have a different educational speaker come in each month so they’re constantly learning something new,” she says, and adds, “I also have a Facebook group for female business owners with 700 women in it. It’s a safe place for women to go and ask questions and get support from other women.” Jill is also a Rotary Club member and serves on the Board for the Hudson YMCA. Going forward, Jill has no plans of slowing down. She wants to continue exceeding her clients’ expectations and getting them top results every time. “We always strive to please our clients and educate ourselves. We want them to scream from the rooftops to all of their friends and family that when it comes to real estate, we’re the team to count on.”

As the leader of the McNamee Real Estate Team, Jill works with four other agents—including her husband and son—as well as two virtual assistants. “It’s like a family business, which truly helps put our customers at ease, since they know we’re going to treat them just like we would family or our dear friends. We take the time to listen to their needs and make sure we’re getting everything right.” This personalized approach has allowed Jill and her team to build a solid base of repeat and referral clients.

Being involved in the local community is extremely important to Jill. “We put a lot of our focus on being community leaders and we host a variety of fun community events. When I started out, I knew I needed to find a way to grow my network and meet new Top Agent Magazine

For more about Jill McNamee please call (651) 788–3040, email jill@mcnameeteam.com, or visit McNameeTeam.com www.

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KATHY FLANNERY As the owner of Homeland Realty, Kathy Flannery is determined to exceed client expectations and help buyers find their next home, or property, and start a new chapter of their life. Equally, she also provides sellers with an excellent real estate experience by getting them a good price on their property, saving them money on closing costs, and doing everything possible to make the closing a smooth and pleasant experience for them. “I go above and beyond to help all parties to close— that includes doing repairs, clearing titles, obtaining quotes, removing household items, etc. I am dedicated to helping both buyers and sellers.” Kathy decided to start her own company after her son, Hunter, obtained his license and joined her in business. From there she hired a small team of agents and now serves buyers and sellers throughout Northern Wisconsin.

Kathy’s natural affinity for people combined with her ethical approach to business have allowed her to make strong and lasting connections with her clients. “Many clients have told me that I’m sincere and hardworking. I also have great negotiating skills, and I think in this market that’s something that’s extremely important. I work hard for my clients and make sure I meet all their needs,” she says, and adds, “I think they also appreciate my willingness to never say no and the fact that I’m available pretty much 24/7.”

With more than 90 closings and over $10 million in sales volume this year alone, Kathy hasn’t let COVID slow her down. She continued to work hard for the buyers and sellers she was representing and was able to navigate around the pandemic by switching her focus to online marketing. “My marketing strategy consists of me putting myself out there for buyers and sellers

through various online media. I have great connections to buyers and sellers through online marketing, and I stay in contact with all parties as I match buyers and sellers.

As a listing agent, I believe in the properties that I represent and do everything to promote the qualities of the properties with emphasis on a property’s potential. I am blessed to be part of the Northwoods where there are numerous lakes and country settings. I have an excellent knowledge of the market, the lakes, and the area that I bring to my clients as I match the buyers and sellers.”

What keeps Kathy passionate about the real estate business is her love of helping others achieve their dreams.

“So many of my current and past clients have really touched my life and made a meaningful impact on me, and I hope I’ve done the same for them. This is a very unique business, and it brings the client and agent close together. Real estate involves many different scenarios, and not all of them are prompted by something positive.

Sometimes people are moving or selling due to sad circumstances. There’s a lot of gratitude involved when you help someone make a new start. You don’t get a chance to meet so many amazing people in other jobs, so I never take that for granted.”

When she’s not helping clients buy or sell homes, Kathy enjoys being active and spending quality time with her family. Her favorite activities are hunting and cooking.

She has also served as president of the local library board and has been a member of various hunting organizations in the Wisconsin area.

In the future, Kathy wants to keep expanding her business and is focused on offering clients a consistently positive real estate experience.

To learn more about Kathy Flannery, email kathyflannery1@gmail.com, visit northwoodsrealtors.org, or call (715) 889–0330 http://

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those Top Agent Magazine

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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