CHICAGO 6-12-23 by Top Agent Magazine

CHICAGO EDITION

6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR

A Step-by-Step Guide to

CONVERTING INTERNET LEADS TO REAL LIFE SALES

Why Millennials Are Now

THE HOTTEST SEGMENT OF THE BUYERS MARKET

FEATURED AGENT

JONATHAN LOPEZ COVER STORY

DANIELA PAGANI

CHICAGO EDITION

JONATHAN LOPEZ Jonathan Lopez never imagined himself as a 7 homeowner until four years ago when he saved enough money to buy his first house. Although it needed a lot of work, his new home was a symbol of hope for Jonathan and his family, who had been living and renting in the same building for over 20 years, in a 1 bedroom apartment. He likes to share these experiences because he says, “it keeps him humble and allows others to see how you can literally start from zero. No connections, shortcuts, or wealthy background. DANIELA PAGANI Simply hard work and dedication.”

clients, as well as my veter

Jonathan has made a name community of Stone Park, together with leadership in erties and volunteering h residents informed by ho throughout the different lo neighborhood. Despite be only three years, Jonathan $14 and $15 million in s JONATHAN LOPEZ already sold over 200 homes! “My cl grow my business a lot. Many have be mine and little by little every recomme For Jonathan, his first home purchase represented an oppora new book of business. It’s a domino tunity and a lifelong dream to finally be able to enjoy the CONTENTS job with one family, and the next follow little things sometimes we take for granted, a yard, a garage, comes to listings, I have a knack for fin or simply his own bedroom, something he never had before. 4) 6 THINGS YOU NEED 18) MY CRYSTAL BALL: for my sellers, and that “I was just in my 20s, and didn’t know what I was getting TO DO TO BE A GREAT YOU CAN PREDICT YOU’LL BEsets me apart.” into,” says Jonathan, “but I knew one thing, I was going to MENTOR SUCCESSFUL SELLING REAL provide my family with a house. After fixing it up, it drove Jonathan thrives on social media mar ESTATE me 13) to getWHY involved in more real estate. MILLENNIALS AREI quickly began to of his outreach the “old-school way,” learn and understand Real Estate, I realized that if I could fix I do an open house I like to put ballo NOW THE HOTTEST SEGMENT 22) A STEP-BY-STEP GUIDE a home from the studs there was literally nothing that could some mimosas for the customers, and OF THE BUYERS MARKET TO CONVERTING INTERNET stop me. No home was too big or too small, the world was vice the old-fashioned way,” he relate LEADS TO REAL LIFE SALES mine.” From that one home purchase began Jonathan’s jourfrom first-time homeowner to first-cla ney to becoming a REALTOR®. He started part-time, then inspiring one. He took his experience successful career where he has now he transitioned to full-time, and has been in the business for ilies. “You know, I am proud of what I three years now and today is 310-734-1440 part of the Century 21 brand. Phone 310-734-1440 | Fax pecially not knowing anything about r His territory ranges throughout Chicagoland and includes mag@topagentmagazine.com | www.topagentmagazine.com ago. Living with my two sisters and p clients from first-time home buyers to seasoned investors. No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent apartment, to now owning multiple Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied its authors. paid off, by and the car of my dreams. It’ Jonathan has one priority in his business: offering first-class To subscribe or change address, send inquiry to mag@topagentmagazine.com. I feel blessed. It wasn’t my destiny to service that goes beyond expectations. He learned from his Published in the U.S. to be in the streets hanging out with mentors along the way that service is the key to success in I have reached these new heights by any industry. “I really try to use a hands-on approach in exmy #1 goal, making my family proud plaining the process detail by detail to my clients,” he explains. Agent Magazine looking ahead,Top Jonathan hopes to turn “And I am as straightforward as I can be to explain the process in a 40-unit apartment building into o so there are no surprises. I try to make it a seamless process

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game. 4

Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship. Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for. 2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect. 3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions. 5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable. 6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader. You need to let them know that through it 6

all, you are a reliable support to them and have a complete belief in their abilities. Make sure to always praise their accomplishments. Remember: your job as a mentor is more about guidance than constant feedback. Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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DANIELA PAGANI

Currently dominating the city of Chicago and its suburbs, Top Agent Daniela Pagani offers real estate services in addition to relocation assistance, having recently launched a new relocation firm. Daniela Pagani, a dynamic real estate agent with seven years of experience under her belt, is making waves in the industry. Her passion for real estate was ignited by her own personal experiences with constant relocation due to her husband’s medical career, and her desire to make a difference for those facing similar challenges. Today, Daniela offers real estate services in addition to relocation assistance, having recently launched a new relocation firm. Daniela’s handpicked team consists of two agents, transaction coordinators, an operations manager, a marketing team, and two relocation field specialists. Her background in interior design has allowed her to cultivate a vast network of tradespeople, from electricians to countertop installers, ensuring that her clients have access to top-notch professionals. Currently dominating the city of Chicago and its suburbs, Daniela has her sights set on expanding into Miami, Florida, a market she’s intimately familiar with after living there for a decade. With her unique blend of relocation expertise and interior design know-how, Daniela is redefining what it means to be a successful real estate agent in today’s market. 8Copyright Top Agent Magazine

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Daniela’s unique approach to real estate has solidified her reputation as a standout agent. Her dedication to providing exceptional service and building lasting relationships with her clients has resulted in 75% of her business coming from repeat and referral clients. As she explains, “I’m more than a transactional agent, I’m building relationships.” This

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service-oriented mindset extends far beyond the scope of traditional real estate transactions. Daniela offers her clients trade discounts on furniture purchases, connects them with babysitters, and fosters friendships that last long after the sale. Her empathetic, driven nature allows her to meet clients where they are and truly understand their needs.

Daniela’s dedication to providing exceptional service and building lasting relationships with her clients has resulted in 75% of her business coming from repeat and referral clients. As she explains, “I’m more than a transactional agent, I’m building relationships.” Her innovative marketing strategies ensure that her listings receive maximum exposure, attracting potential buyers from around the world. “I use a third-party vendor to expose my listings to multiple MLSs and international MLSs,” she says, adding that this vendor also syndicates her properties to prestigious platforms such as Architectural Digest and Robb Report. Daniela’s multifaceted approach includes leveraging social media through paid ads, creating a branded site for each listing, and executing email and postcard campaigns. Copyright Top Agent Magazine 10

Additionally, her membership in exclusive networks like Luxury Agent Network and Realm Global further boosts her listings’ visibility. By combining the power of Real Broker LLC with her pre-marketing and pre-listing campaigns, Daniela consistently achieves an impressive sales volume, proving the effectiveness of her marketing prowess. Daniela is deeply invested in her community, with notable involvement in the women’s board of the Joffrey Ballet in Chicago and the Top Agent Magazine

International Women’s Association in Chicago. Her commitment to giving back extends to her children’s school, where she actively participates in various events and activities. When she’s not working, Daniela enjoys spending quality time with her family, both in Chicago and beyond. As a fitness enthusiast, she loves running along the lakefront or the 606 in Chicago, exploring museums, and traveling to new destinations.

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Thriving in her career as a real estate agent, she cherishes the relationships she builds with her clients and takes pleasure in the analytical side of the industry. From pricing homes and crafting offers to analyzing market trends, she embraces the nitty-gritty of the numbers. As she looks towards the future, Daniela’s focus is on the continued expansion of her business, ensuring that she remains a force to be reckoned with in the world of real estate.

For more information about Daniela Pagani, call 312-402-4072 or email daniela@danielapagani.com

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Why Millennials Are Now the Hottest Segment of the Buyers Market

and How You Can Attract Them to Your Home There are many factors when it comes to knowing how to sell your home to the Millennial generation. Millennials are becoming an important part of the buyer market, and to fail to cater to their needs will cut you off from a large and important segment. But, why have Millennials all of a sudden become interested in buying houses when they were perfectly content to rent for the rest of their lives? Top Agent Magazine

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A number of factors contribute to what has recently made Millennials the hottest segment of the Buyers market. One factor is the improved job outlook for Millennials. Millennials took a serious blow during the recession. Unemployment in this group soared to 14 percent, compared to the 9.6 percent for the population as a whole. But, in recent years that number has been decreasing, with unemployment for Millennials being 9.3 percent this past year. Rising rents are also contributing to making Millennials more interested in purchasing homes now. Rents have risen so much that buying a home now just makes more sense. Half of all renters spend more than 30 percent of their income on housing. Millennials are becoming increasingly stressed over the constantly increasing financial obligation to something that isn’t even theirs to own. The near-historic low mortgage rates are luring Millennials towards purchasing a home with their promise of affordability. When compared with the skyrocketing rental rates, buying a house looks even more enticing. Another factor helping Millennials get over the hump of purchasing a house is the lower down payment requirements. Fannie Mae and Freddie Mac are now offering new loan programs that require as little as a 3 percent down payment. This may just be the last push the Millennials needed to turn toward buying a home rather than rent. So, now that we’ve established that Millennials are finally joining the Buyers market, the next thing that it is important to understand is what exactly Millennials are looking for in a home. What kind of floorplans do they prefer? What locations are they interested in? Here are some of the essentials that Millennials are looking for in a home: • Updated Kitchens and Baths: Almost everyone wants to buy a

home with new kitchen and bath fixtures, but this is especially true for Millennials Buyers. Millennials are going to spend most of their savings on the down payment and furnishings, leaving little room to update the Kitchen and Bath, which are also the most expensive parts of a home to

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update. Millennials who are on a budget simply won’t have the money to sink into those areas. An updated Kitchen and Bath is sure to bring in a younger crowd. • Big Kitchen with Open Floor Plan: For Millennials, the kitchen has

become the room where they hangout in addition to the family room. This is why having an open space that can transition easily from the kitchen to the TV room is high on the list of things Millennials are looking for in a home. Along a similar vein, Millennials are attracted to an open floor plan rather than one that compartmentalizes the home. This has to do with how Millennials entertain. Millennials want their guests to flow through the rooms and mingle together, rather than be sectioned off in different rooms.

• Home Office: More than 13 million Americans now work from home,

and if you look at the trend, that number is only going to increase as the time goes on. With technology steadily increasing, more Millennials than ever have the flexibility to work from home. But, the home office isn’t just for someone working from home full time. Having a separate space dedicated to work helps people concentrate and focus on work while they are at home. They can separate themselves from the activities going on around the house and have a quiet space where they can set up their workday, plan a presentation, hold a meeting on Skype, or even pay bills.

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• Less Maintenance: Many Millennials work different schedules that

don’t conform to the 9 to 5 workday, as well as full social calendars. This doesn’t leave them much time to clean a big house. Lawn services and low-maintenance front yards are particularly appealing, as they take less responsibility to still keep the curb appeal high.

• Energy-Efficient Appliances: Millennials have been educated on

keeping the Earth clean from the time they were born. They want to do their part to help the environment and appreciate the long-term cost savings that come with it. Energy-efficient appliances and greener ways to heat and cool the home might end up being the tipping point that makes them choose one house over another.

• Hardwood Floors: Millennials don’t have the time or patience to clean

dirty carpets, especially those that own pets. Hardwood and laminate flooring is easy to mop up if there’s been a mess. The more time they can conserve, the better.

• Good Location: Millennial buyers are looking for homes that are in

proximity to public transportation and have a good walking score. Young Millennial buyers without children are more likely to want a location closer to the action of the city, while Millennials with children would prefer more residential areas.

• Technology: Technology rules the Millennial’s life. They do work on

their computers through an Internet connection and solely use cellphones for communication. They are going to ask about how strong the cell service is and about the Internet service provider. While these amenities are out of the seller’s hands, Millennials are still going to ask these questions, and you will need to know how to answer them.

Knowing what Millennials are looking for in a home will ultimately help you make the necessary changes that will attract these buyers to your home. Since they are the a serious segment of the market now, updating your home to fit their needs will lead to more buyers and better offers. So, get with the times and embrace the Millennial buyer. 16

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JONATHAN LOPEZ Jonathan Lopez never imagined himself as a homeowner until four years ago when he saved enough money to buy his first house. Although it needed a lot of work, his new home was a symbol of hope for Jonathan and his family, who had been living and renting in the same building for over 20 years, in a 1 bedroom apartment. He likes to share these experiences because he says, “it keeps him humble and allows others to see how you can literally start from zero. No connections, shortcuts, or wealthy background. Simply hard work and dedication.” For Jonathan, his first home purchase represented an opportunity and a lifelong dream to finally be able to enjoy the little things sometimes we take for granted, a yard, a garage, or simply his own bedroom, something he never had before. “I was just in my 20s, and didn’t know what I was getting into,” says Jonathan, “but I knew one thing, I was going to provide my family with a house. After fixing it up, it drove me to get involved in more real estate. I quickly began to learn and understand Real Estate, I realized that if I could fix a home from the studs there was literally nothing that could stop me. No home was too big or too small, the world was mine.” From that one home purchase began Jonathan’s journey to becoming a REALTOR®. He started part-time, then transitioned to full-time, and has been in the business for three years now and today is part of the Century 21 brand. His territory ranges throughout Chicagoland and includes clients from first-time home buyers to seasoned investors. Jonathan has one priority in his business: offering first-class service that goes beyond expectations. He learned from his mentors along the way that service is the key to success in any industry. “I really try to use a hands-on approach in explaining the process detail by detail to my clients,” he explains. “And I am as straightforward as I can be to explain the process so there are no surprises. I try to make it a seamless process without any confusing tactics or overwhelming reports. Just simple, to the point, and always with my client’s best interest in mind. In every deal, it is my duty to get my client not only the best deal possible but for them to feel that they have been helped and cared for. I’m in this for the long run and I want my clients to not only see me as a REALTOR®, but as a friend they can trust. I’m an old man, stuck in 28-year-old body, and that allows me to be able to relate to my younger millennial Top Agent Magazine

clients, as well as my veterans and older crowd.” Jonathan has made a name for himself in his own community of Stone Park, where he has worked together with leadership in selling Village properties and volunteering his time to keep the residents informed by hosting home seminars throughout the different local businesses in the neighborhood. Despite being in real estate for only three years, Jonathan is averaging between $14 and $15 million in sales volume, and has already sold over 200 homes! “My clients have helped me grow my business a lot. Many have become good friends of mine and little by little every recommendation has gotten me a new book of business. It’s a domino effect, you do a good job with one family, and the next follows,” he says. “When it comes to listings, I have a knack for finding good buyers fast for my sellers, and that sets me apart.” Jonathan thrives on social media marketing but does some of his outreach the “old-school way,” as he puts it. “When I do an open house I like to put balloons out, maybe bring some mimosas for the customers, and provide that extra service the old-fashioned way,” he relates. Jonathan’s journey from first-time homeowner to first-class REALTOR® is an inspiring one. He took his experience and turned it into a successful career where he has now helped hundreds of families. “You know, I am proud of what I’ve accomplished, especially not knowing anything about real estate a few years ago. Living with my two sisters and parents in a 1 bedroom apartment, to now owning multiple properties, my house paid off, and the car of my dreams. It’s truly rewarding and I feel blessed. It wasn’t my destiny to be where I am, I used to be in the streets hanging out with the wrong crowd, but I have reached these new heights by being committed to my #1 goal, making my family proud,” he reflects. Always looking ahead, Jonathan hopes to turn his experience living in a 40-unit apartment building into owning his own apartment building. “In fact,” he says, “I just went under contract to buy my first 20-unit building, I’ve worked hard, and now I’m playing hard. Si se puede!.” To learn more about Jonathan Lopez, call (312) 561-7761, or email Jonathan at jlopezrealtyinfo@gmail.com 17

My Crystal Ball:

You CAN Predict You’ll Be Successful Selling Real Estate ►Carla Cross, CRB, MA

You can predict if you’ll be successful in real estate. It’s not what you think, either. 18

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Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. What New Agents Expect From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business. What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business? When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.

Expecting ‘Dumb Luck’ to Carry You to Success Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and Top Agent Magazine

sell them a home. We know that’s not the norm, though. Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure businessproducing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.

Your Manager Could be a ‘Dumb Luck’ Manager– Pardon the Expression… Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once new agents are mentally and emotionally out of the business, they will resist any help from managers. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions.

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Are You Lead Generating on Purpose? Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals? Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business: • 20 contacts to get one buyer or seller lead • 8 times of putting people in the car to sell someone a home • 3 listing appointments to gain one marketable listing

• 80% of listings sell • 80% of transactions close What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?

Best Advice to Create your Assurance Plan Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. Analyze your numbers frequently. You’ll stay on track AND assure your success.

https://carla-cross.com In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development.

She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions. Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right. 20

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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 Top Agent Magazine

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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. 22

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 Top Agent Magazine

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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