NEW ENGLAND 3-6-23

NEW ENGLAND EDITION

HOW TO INCORPORATE CURRENT EVENTS TO YOUR EMAIL BLASTS AND STAY RELEVANT

HOW TO SPEED UP

FIRST-TIME HOMEBUYER TRANSACTIONS

3 WAYS TO MAKE

YOUR WORKSPACE

FEATURED AGENT

WORK FOR YOU

LISA ANTRUM

BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS' STRESS! COVER STORY

NATE ROCK

NEW ENGLAND EDITION

LISA ANTRUM With a client-focused approach that ensures a comfortable and 7 compassionate experience, Lisa Antrum goes the extra mile for her buyers and sellers. Coming from a background in the mortgage industry, Lisa’s expertise and experience provide added value for her clients. “My mortgage background helps me to help my clients, especially first-time homebuyers, with the whole process,” Lisa explains. “It can be overwhelming, so I try to set the expectations and hold my clients’ hands every step of the process.”

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LISA ANTRUM

Lisa grew up in Naugatuck and serves the Naugatuck Valley area, including Naugatuck, Waterbury, Watertown, Middlebury, Southbury, and the surrounding communities. Lisa’s specialty is working with veterans, a calling that takes her all over the state of Connecticut.

“I go wherever I’m needed,” Lisa says. “I love working with veterans. My dad is a Vietnam vet, so it’s a cause that’s near and dear to me. It’s so fulfilling.”

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to buy,” she says. “If you do it right, they will never forget that.”

When it comes to marketing her listings, Lisa uses a comprehensive approach that goes far beyond just listing on the MLS. “My goal is to get as many eyes on the listing as possible,” she says. “I go to past clients, and to agents I know, including in New York, where a lot of New Yorkers are relocating to Connecticut.” Lisa also blasts her listings onto social media and creates informative videos so prospective buyers can feel like they’re there.

Lisa loves to give back to her community. Her brokerage, William Raveis, donates to the Damon Runyon cancer research foundation, and Lisa will be participating in the Naugatuck Valley Relay for Life in June.

When she is not working or giving back, Lisa enjoys singing in a band and spending time with her kids.

In the future, Lisa says, “I want to keep growing. My goal is to double my production and get my name out there more.” Also, she says, “It is an honor to be featured in Top Agent Magazine!” Lisa’s favorite part of real estate is “When a client finds the right house and we get it under contract and they’re so happy. I feel like I’m really helping people’s dreams come true, and it’s a fantastic feeling to be a part of that.”

Lisa receives referrals veterans’ organizations and past 4) HOW TO SPEED UP 17) BUSINESS GROWTH client referrals, and her experience means that she is FIRST-TIME HOMEBUYER especially well suited to helping veterans HACK: with their ABSORB YOUR unique needs. “A lot of REALTORS® are not educated TRANSACTIONS CLIENTS' STRESS! about VA loans,” Lisa explains. “There are a lot of misconceptions about the VA. Some people think it’s more difficult, but it really isn’t.” Thanks to her expertise, Lisa’s clients get the extra push they need to get them into the home of their dreams.

14) HOW TO INCORPORATE 21) 3 WAYS TO MAKE CURRENT EVENTS TO YOUR WORKSPACE YOUR EMAIL BLASTS AND WORK FOR YOU Lisa’s clients value the personalized service they receive.

“I treat everybody like family,” she says. “My motto is, STAY RELEVANT

NATE ROCK

‘Passionately creating life-changing moments,’ because whether you’re buying or selling, it is life-changing.”

The relationships Lisa builds with her clients last long after the closing, resulting in an impressively high rate Contact Lisa at 203-982-4155, of repeat and referral business. “As long as clients are email Lisa.Antrum@Raveis.com Phone 310-734-1440 310-734-1440 having |a Fax great experience, I know I’ll be top of mind or visit LisaAntrum.Raveis.com whenever somebody in |their sphere of influence needs mag@topagentmagazine.com www.topagentmagazine.com

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 4

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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NATE ROCK Top Agent Magazine

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Top Agent Nate Rock leads The Broadway Group, powered by Engel & Völkers Boston, where he assists clients throughout Suffolk County and the Greater Boston Area.

Originally from Fairhaven and a lifelong Massachusetts resident, Nate Rock has always possessed an entrepreneurial spirit. He would first take an interest in real estate while earning his Business Management and Marketing degree at Bridgewater State University. As captain of Bridgewater State’s Men’s Lacrosse Club, he would learn about the industry through some friends on the team, which inspired him to pursue his license in 2016. Leveraging his strong communication skills and tireless 8Copyright Top Agent Magazine

work ethic, he would go on to author an accomplished career as a real estate consultant, establishing a network of satisfied clients that spans his home state.

Today, Nate leads The Broadway Group, powered by Engel & Völkers Boston, where he assists clients throughout Suffolk County and the Greater Boston Area. Alongside his elite team, he has established a distinct workflow to meet the needs of any buyer or seller.

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When listing a property, Nate takes a comprehensive approach. After helping his clients fully prepare for the market and providing them with a suite of professional photography and videography services, he shares their listing via a highly targeted blend of digital and social media campaigns. Along the way, he utilizes proven

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strategies like Broker open houses and viral content to give his clients an added advantage.

Elsewhere, Nate is just as attentive when assisting his buyers. In fact, he prefers to keep in touch long after the deals are done, starting with a complimentary steak dinner after closing and

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Over the years, Nate has earned a fantastic reputation throughout Suffolk County, with the majority of his volume coming from repeat clients and referrals. extending through regular check-ins throughout the year—all to ensure his clients are satisfied in their new homes. More than anything, though, he loves welcoming newcomers to the Boston area, one of the nation’s top real estate markets, with its deep cultural heritage, historic homes, and iconic architecture.

Over the years, Nate has earned a fantastic reputation throughout Suffolk County, with the majority of his volume coming from repeat clients and referrals. Having exceeded $50 million in volume in 2022 alone, he remains committed to the core values that brought him to real estate Copyright Top Agent Magazine 10

in the first place. “It’s important not to overlook the relationships we build over the course of a transaction,” he says. “From start to finish, I’m focused on building a friendship with my clients and seeing things from their point of view— whether I’m advising them on the pros or cons of a given property, or answering any questions they might have.”

Outside of real estate, Nate is dedicated to his community. On top of supporting the Greater Boston Food Bank alongside his team, he looks forward to sponsoring a local little league team in the coming year. When he’s not giving back, Top Agent Magazine

he can be found spending quality time with his friends and family or dining out at local hotspots like Mistral Bistro and Ocean Prime—taking in all the dynamic culture and cuisine Boston has to offer.

With his team already on pace to double its production in 2023, Nate intends on scaling his boutique

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approach to client service while expanding his reach throughout the region. In the meantime, he is excited about all the new opportunities that await.

“In real estate, the people matter most,” he says.

“Whether I’m serving a client or working with our team, I truly enjoy the process of connecting with someone through a simple conversation and helping them achieve their goals.”

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To learn more about Nate Rock , call (617) 459-6656, email Nate.Rock@EVrealestate.com, or visit his website: naterock.evrealestate.com www.

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How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes14

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know 18

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has Top Agent Magazine

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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LISA ANTRUM With a client-focused approach that ensures a comfortable and compassionate experience, Lisa Antrum goes the extra mile for her buyers and sellers. Coming from a background in the mortgage industry, Lisa’s expertise and experience provide added value for her clients. “My mortgage background helps me to help my clients, especially first-time homebuyers, with the whole process,” Lisa explains. “It can be overwhelming, so I try to set the expectations and hold my clients’ hands every step of the process.”

Lisa grew up in Naugatuck and serves the Naugatuck Valley area, including Naugatuck, Waterbury, Watertown, Middlebury, Southbury, and the surrounding communities. Lisa’s specialty is working with veterans, a calling that takes her all over the state of Connecticut.

“I go wherever I’m needed,” Lisa says. “I love working with veterans. My dad is a Vietnam vet, so it’s a cause that’s near and dear to me. It’s so fulfilling.”

Lisa receives referrals veterans’ organizations and past client referrals, and her experience means that she is especially well suited to helping veterans with their unique needs. “A lot of REALTORS® are not educated about VA loans,” Lisa explains. “There are a lot of misconceptions about the VA. Some people think it’s more difficult, but it really isn’t.” Thanks to her expertise, Lisa’s clients get the extra push they need to get them into the home of their dreams.

Lisa’s clients value the personalized service they receive.

“I treat everybody like family,” she says. “My motto is, ‘Passionately creating life-changing moments,’ because whether you’re buying or selling, it is life-changing.”

The relationships Lisa builds with her clients last long after the closing, resulting in an impressively high rate of repeat and referral business. “As long as clients are having a great experience, I know I’ll be top of mind whenever somebody in their sphere of influence needs 20

to buy,” she says. “If you do it right, they will never forget that.”

When it comes to marketing her listings, Lisa uses a comprehensive approach that goes far beyond just listing on the MLS. “My goal is to get as many eyes on the listing as possible,” she says. “I go to past clients, and to agents I know, including in New York, where a lot of New Yorkers are relocating to Connecticut.” Lisa also blasts her listings onto social media and creates informative videos so prospective buyers can feel like they’re there.

Lisa loves to give back to her community. Her brokerage, William Raveis, donates to the Damon Runyon cancer research foundation, and Lisa will be participating in the Naugatuck Valley Relay for Life in June.

When she is not working or giving back, Lisa enjoys singing in a band and spending time with her kids.

In the future, Lisa says, “I want to keep growing. My goal is to double my production and get my name out there more.” Also, she says, “It is an honor to be featured in Top Agent Magazine!” Lisa’s favorite part of real estate is “When a client finds the right house and we get it under contract and they’re so happy. I feel like I’m really helping people’s dreams come true, and it’s a fantastic feeling to be a part of that.”

Contact Lisa at 203-982-4155, email Lisa.Antrum@Raveis.com or visit LisaAntrum.Raveis.com Copyright Top Top Agent Agent Magazine Magazine

3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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