MICHIGAN 9-11-23

MICHIGAN EDITION

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THINGS ALL SUCCESSFUL NEGOTIATORS DO

FEATURED AGENT

MUHTASIN SADMAN

Easy Blog Topics for Your Real Estate Blog

RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

COVER STORY

JULIE CAPRON

24-HOUR TOUCH-UPS to Maximize Your Price List

MICHIGAN EDITION

MUHTASIN SADMAN

Muhtasin Sadman of Warren, Michigan, merge with eXp Realty, w 17 9 has launched a meteoric real estate career bring their tried-and-tru by building his business on a bedrock of the well established inte statistical acumen, family values, and The merger will help Mu tireless dedication. “I treat every client colleagues cement them like a member of my own inner circle, blossoming markets on t and I do everything I possibly can to Metro Detroit. help them provide for their families and chase their ambitions. As an immigrant While Muhtasin is lookin myself, I know whatCAPRON kinds of challenges MUHTASIN SADMAN veraging the myriad of to JULIE people are up against, and I want to share eXp, he is proud to boast everything I know to help out.” ness that is already over eighty per referral clients. He uses a systemat During his second year of college at University of regular client contact and frequent CONTENTS Michigan-Dearborn, Muhtasin formally entered the tools to keep in touch, and his robu real estate industry. “I got licensed in 2019 while form thrives on Facebook, Twitter, dataALL science,” he recalls. “In 2021 I sold al- BLOG LinkedIn. “A lot of my marketing h 4) 6 studying THINGS 15) EASY TOPICS most $10 million in volume. After I graduated, I knew cally, either through my connections SUCCESSFUL NEGOTIATORS FOR YOUR REAL ESTATE real estate was already the perfect industry for me – but but I still get about twenty percent fro DO I still pursue education in multiple fields.”BLOG After ma- It helps to stay diversified.” triculating, Muhtasin hung up his license with Amin 6) RECONSIDER 24-HOUR TOUCH-UPS Realty and obtained his broker’s license,20) serving the Muhtasin’s early success has stoked REFERRAL-ONLY WHEN TO MAXIMIZE YOURand he aims to grow h entire Metro Detroit area including Hamtramck, Troy, his ambition, PLANNING FOR Dearborn, and Bloomfield PRICE Sterling Heights, Hills. LIST In broaden his impact on the local co first three years of his enterprise, Muhtasin has host community events during the THE the FUTURE managed to average $8 million in annual volume, and concerts, everything. I love meeting his trajectory shows no signs of slowing. helping them throughout their lives, a tivates me to do my best work. Wheth In addition to a scientific disposition and wide rang- my clients or sharing what I’ve lear Phone 310-734-1440 | Fax 310-734-1440 ing legal knowledge, Muhtasin brings an arsenal of agents, I’m here to help.” He is star mag@topagentmagazine.com | www.topagentmagazine.com professionals along with him to every transaction. this fall and has plans to become a havemay over one hundred agentswhatsoever housed at Amin yer inof the future. Top In Agent the meantime, M No portion of“We this issue be reproduced in any manner without prior consent the publisher.

Magazine is Realty,” published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published he exudes. “Even though we all have inde- sights set on leading his own team materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. pendently run businesses, we are in constant contact, heading up an independent brokerag To subscribe or change address, send inquiry to mag@topagentmagazine.com. we work together to support each other and build larly sharpens his mind by reading b Published inand the U.S. on one another’s strengths.” The team is excited to seminars, and constantly broadening 2

Top Agent Magazine For more information about Muhtasin Sadman, please call 586-668-4026, email realtorsadman@gmail.com,

mailto:mag@topagentmagazine.com

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize 4

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 6

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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JULIE CAPRON Top Agent Magazine

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Julie Capron is not just any agent—she’s a proud owner of a rebranded brokerage: The Collective Home Group, with locations in both Buchanan, Michigan, and Granger, Indiana.

It was Julie Capron’s initial foray into homeownership that ignited her passion for real estate. “I purchased my first house 25 years ago, and I just thought the process was so fun,” she explains. So Julie pursued her real estate license and hit the ground running. Today, she’s not just any agent—she’s a proud owner of a rebranded brokerage: The Collective Home Group. With locations in both Buchanan, Michigan, and Granger, Indiana, Julie’s mark stretches across Southwest Michigan and Northwest Indiana. While she personally produces in Michigan, it’s her daughter who takes on a managerial role, complementing Julie’s position as the broker-owner. And with a staggering 75% of her business coming from repeat clients and referrals, it’s clear that Julie’s expertise and personal touch resonate deeply within her community.

What makes Julie truly unique is her refreshing honesty combined with an infectious enthusiasm. Not only is she meticulous with details, but she’s also a stickler for timelines and punctuality. “I go the extra mile for sure,” 10 Copyright Top Agent Magazine

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she explains. But beyond her professional skills, Julie’s human touch is what stands out. “Let me carry your stress,” she often tells her clients, acknowledging the strain of buying or selling a home. This personable nature, which clients continuously praise, is further highlighted by her dedicated approach Top Agent Magazine

to maintaining relationships. Whether it’s through mailers, phone calls, texts, or monthly flyers via email, Julie ensures that she remains a constant presence in her clients’ lives.

When it comes to marketing her listings, Julie emphasizes the importance of a personalized 11 Copyright Top Agent Magazine

Beyond her professional skills, Julie’s human touch is what stands out. “Let me carry your stress,” she often tells her clients, acknowledging the strain of buying or selling a home. touch. “Every listing I do, regardless of the price, includes professional photos,” she says. Rather than adopting a one-size-fits-all approach, Julie’s firm offers three distinct marketing tiers for sellers to choose from. The staples include prominent signage and robust online marketing, but Julie prides herself on the customization she provides. For instance, lake properties are marketed towards a niche Copyright Top Agent Magazine 12

audience of lake buyers, while horse properties are featured on dedicated equestrian sites.

It’s this ability to identify and target the ideal buyer for each property that truly sets Julie’s approach apart.

Julie engages in an array of local activities and events. From partaking in parades and fairs to sponsoring movies in the park where Top Agent Magazine

they generously provide free popcorn and water, she and her team have established a welcoming presence in the community. When she’s not engrossed in her work or community events, Julie finds solace in simple pleasures: mowing her lawn, traveling—especially to Top Agent Magazine

Florida—and spending cherished moments with her kids. She also has a penchant for decorating, painting, and working on home projects, allowing her to seamlessly blend her personal passions with her professional expertise.

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From experiencing the humble beginnings of home-buying to owning multiple branches, Julie’s journey in real estate is nothing short of inspiring. She’s a testament to the resilience of the human spirit, having faced the challenging times of the 2008 market crash, navigating life

as a single mom on food stamps, to bouncing back with a fervor to succeed. Her story isn’t just about professional success, though. It’s about giving back, understanding struggle, and helping those with the right mindset to rise. “If you get your mindset right, anything is possible.”

For more information about Julie Capron, call 269-357-3525 or email julie@thecollectivehg.com, and visit her Facebook, Instagram, or LinkedIn https://www.facebook.com/listingleadersmi/

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https://www.instagram.com/listingleadersmi/

https://www.linkedin.com/in/julie-capron-44855391/

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Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again.

Real estate bloggers should be less concerned with whether the same post already exists (it does) Top Agent Magazine

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine.

Pillar content refers to those evergreen posts that never get old because they are always timely.

Think about those questions that you’ve had to

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answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby?

What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming.

Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined.

You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal.

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Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in.

Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful.

The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression.

If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

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MUHTASIN SADMAN Muhtasin Sadman of Warren, Michigan, has launched a meteoric real estate career by building his business on a bedrock of statistical acumen, family values, and tireless dedication. “I treat every client like a member of my own inner circle, and I do everything I possibly can to help them provide for their families and chase their ambitions. As an immigrant myself, I know what kinds of challenges people are up against, and I want to share everything I know to help out.”

During his second year of college at University of Michigan-Dearborn, Muhtasin formally entered the real estate industry. “I got licensed in 2019 while studying data science,” he recalls. “In 2021 I sold almost $10 million in volume. After I graduated, I knew real estate was already the perfect industry for me – but I still pursue education in multiple fields.” After matriculating, Muhtasin hung up his license with Amin Realty and obtained his broker’s license, serving the entire Metro Detroit area including Hamtramck, Troy, Sterling Heights, Dearborn, and Bloomfield Hills. In the first three years of his enterprise, Muhtasin has managed to average $8 million in annual volume, and his trajectory shows no signs of slowing.

In addition to a scientific disposition and wide ranging legal knowledge, Muhtasin brings an arsenal of professionals along with him to every transaction.

“We have over one hundred agents housed at Amin Realty,” he exudes. “Even though we all have independently run businesses, we are in constant contact, and we work together to support each other and build on one another’s strengths.” The team is excited to

merge with eXp Realty, where they will bring their tried-and-true methods to the well established international titan.

The merger will help Muhtasin and his colleagues cement themselves in the blossoming markets on the outskirts of Metro Detroit.

While Muhtasin is looking forward to leveraging the myriad of tools available at eXp, he is proud to boast a book of business that is already over eighty percent repeat and referral clients. He uses a systematic approach to regular client contact and frequent communication tools to keep in touch, and his robust digital platform thrives on Facebook, Twitter, Instagram, and LinkedIn. “A lot of my marketing happens organically, either through my connections or other agents, but I still get about twenty percent from online leads.

It helps to stay diversified.”

Muhtasin’s early success has stoked the flames of his ambition, and he aims to grow his business and broaden his impact on the local community. “We host community events during the year – picnics, concerts, everything. I love meeting new people and helping them throughout their lives, and it really motivates me to do my best work. Whether it’s assisting my clients or sharing what I’ve learned with other agents, I’m here to help.” He is starting law school this fall and has plans to become a real estate lawyer in the future. In the meantime, Mutahsin has his sights set on leading his own team and eventually heading up an independent brokerage, and he regularly sharpens his mind by reading books, attending seminars, and constantly broadening his education.

For more information about Muhtasin Sadman, please call 586-668-4026, email realtorsadman@gmail.com, or visit facebook.com/REALTOR.MuhtasinSadman www.

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Laughs!

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24-Hour Touch-ups to Maximize Your List Price Sometimes it takes a full-scale overhaul to prepare a house for market. Other times, only a series of small adjustments are required to make a listing’s true potential shine. Whether you’re gearing up for an open house, assessing a list price, or maximizing a property’s appearance prior to photography—the devil is in the details. However, touch-ups and refreshes don’t have to dominate your schedule or break the bank. For a few ideas of where 20

to begin, consider our handy check-list below for quick home projects that will fortify your bottom line.

Refresh grout for a sparkling clean look.

Perhaps the quickest and most cost-effective way to make bathrooms, kitchens, and other tiled areas shine is to refresh grout until it looks

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good as new. Specialty grout stain removers and cleaners are inexpensive and sold at most home improvement stores. Plus, the project only takes a bit of elbow grease and an hour or two for a major makeover effect. Suddenly, dark, stained, and worn-down bathrooms gleam as if tile has just been placed.

Create mood lighting with soothing bulbs and fixtures.

A warm white light from specially chosen LED bulbs creates a welcoming environment when potential buyers come calling.

If outdated fixtures are bringing down a home’s otherwise modern styling, consider more design-neutral replacements that won’t

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detract from the property’s charms. These are inexpensive but highly noticeable and impactful upgrades that shift a home’s ambiance for the better.

Repaint doors for an updated and inviting entryway.

It may sound like a hassle, but repainting doorways with a fresh coat signals a wellkept property—and that’s before prospective buyers even pass through the threshold. You can also change out generic doorknobs and switch-plates to add an updated flare while on a budget. Color-of-the-year trend choices can turn heads, while neutral paint choices signal less hassle for future homeowners.

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scrub, or with the addition of new shelves or styled bulbs.

Make windows shine— both inside and out.

Cleanliness goes a long way in communicating a well-cared for home in which buyers can imagine themselves. Cleaning the inside and outside of windows not only refreshes a room, but it allows light to infuse the space while appealing to the move-in ready crowd.

Closet spaces are not an afterthought.

Every prospective buyer wants storage options, and you’ve surely led a home tour where guests inspect closets and pantries.

Don’t let these hidden spaces go overlooked. Make sure they’re clean, cleared as much as possible, and you can even touch them up with fresh paint, a good

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Remove tough appliance stains with a bit of elbow grease.

If you’re packaging appliances with the sale of a property, you’ll want to make sure those big-ticket items are also in top shape to showcase their value. Stainless steel polish, electric cooktop polish, and stain removing pads for the kitchen sink can make your appliances look five years younger with nothing more than an hour or two’s labor.

Organize garage and basement areas to maximize storage and hint at bonus space.

It may take a labor of love, but organizing and decluttering these special storage spaces

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can add significant value to a property. Instead of telling prospective buyers how much storage space there is—let these areas speak for themselves by giving them a neutral, airy bout of cleansing. That way, craft-lovers, car aficionados, and buyers with interest in renovating basement areas can witness the potential immediately.

Individually, these bit to-do list items might seem like extra work without the promise of Top Agent Magazine

a major return. But combined? These small tasks go a long way in crafting a home’s image and projecting pure potential. After all, prospective buyers imagine their lives unfolding inside those walls. That’s why cobbling together these small-scale projects can have a big payoff in the end. Not only will a home present itself in a cohesive, attractively-packaged form, but it can also translate to higher interest and a significant pay-off—in more ways than one.

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