MINNESOTA 5-2-22

MINNESOTA EDITION

THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

MILLENNIAL BUYERS:

3 SUREFIRE METHODS THAT MAKE FOR A PRODUCTIVE MEETING

WHERE THEY ARE & WHAT TO KNOW

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

FEATURED AGENT

GARY KALLIGHER COVER STORY

KIM ANDROFF

MINNESOTA EDITION

Area

GARY KALLIGHER

Gary Kalligher’s real estate journey started and potential scen 16 out early on as a fascination with 7the into so they have industry. “I had always been intrigued by of what they’re buy real estate,” Gary recalls. “In my twenties what could happen I worked as a laborer for a home builder, are comfortable in t so I gained some knowledge about homes Gary has co-hosted and how they were built. Eventually in the local radio since 20 early 1990s I became interested in buying properties. Then I became licensed and opportunity to mark ties as well as educa started helping other people and sell KIM buy ANDROFF GARY KALLIGHER ANDROFF about matters relate homes and investmentKIM properties.”

The rest is history, and for over 30 years now has also been hea estate and property owner advo Gary has been a trusted guide to his clients, helping CONTENTS them make the real estate decisions that are right for ment. When he is not working time7 with his family and being themselves and their families.

4) COOPERATION, 17) THESE HABITS activities and sports.

NOT COMPETITION, ARE THEkids’ REAL SECRET CREATES MUTUAL TOthe SUCCESS Gary serves the Twin Ports area, encompassing AGENTSWisconsin market on Looking to the future, Gary say Duluth,SUCCESS MinnesotaFOR and Superior, 20) MILLENNIAL BUYERS: care of the people the western edge of Lake Superior. “We’re a port com- tinue taking 14) 3 SUREFIRE METHODS WHERE THEY ARE they’re safe in their purchase munity,THAT and weMAKE have aFOR lot of staple industries such as & WHAT TO KNOW railroad,Ashipping, mining, and aviation,” Gary says. understand what they’re doing.

PRODUCTIVE MEETING “We’re also known for all the natural resources we nating industry, and I get to mee have, especially the water and lakes. We have great of life who come to me wanting parks and recreation opportunities: fishing, boating, ance. I tell it like it is, and I wi Phone 310-734-1440 | Fax 310-734-1440 be honest with them. I will co hunting, camping, biking, hiking, and winter sports are mag@topagentmagazine.com | www.topagentmagazine.com helping people make their best all very popular here, and the Grandma’s Marathon is No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine published bymarathons Feature Publications Inc. Although precautions are taken to ensure the accuracy of published materials, Top one of theis largest inGA,the country.”

Gary also them safe.”

Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. highlightsTo subscribe some orofchange theaddress, area’s localto mag@topagentmagazine.com. businesses. “The send inquiry Published in the U.S. Canal Park area right on the lake has an abundance of great restaurants and craft breweries, including Hoops Brewery and Grandma’s Restaurant.”

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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KIM ANDROFF

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KIM ANDROFF Based in Lakeville, Top Agent Kim Androff’s business is largely referral based—from buyers to sellers and investors, she exceeds expectations and makes the process as seamless as possible.

Surrounded by lakes and natural beauty, the south metro area of Minnesota is frequently listed as one of the best places to live. In close proximity to Minneapolis/St. Paul, jobs are plentiful, crime rates are low, and healthcare is excellent. For real estate agent Kim Androff, helping people find homes here was an easy decision. “I started off in property management and commercial real estate,” she explains. “I did that for 10 years and then started pursuing 8Copyright Top Agent Magazine

residential real estate, which I’ve been doing for six years. I’ve always been passionate about helping people, and have always loved real estate. So I felt it would be the best path for me.” Based in Lakeville, Kim’s business is largely referral based, as she goes above and beyond to reach her clients’ goals. From buyers to sellers and investors, Kim exceeds expectations and makes the process as seamless as possible.

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“I was born and raised in this area, so I know it very well,” she explains. “I work with a lot of move-up buyers who are looking to sell their home and upgrade.” During the initial meeting with her clients, she takes the time to get to know them and their needs. Once Top Agent Magazine

she determines what they are looking for, she develops an individualized plan to get them there and eliminates stress. Continually communicating throughout the transaction and keeping everyone updated, Kim leaves no stone unturned. She offers professional Copyright Top Agent Magazine9

“It’s not just about assisting people in buying or selling, it’s about helping them in their current life chapter, whether it’s growing their family or becoming an empty nester and everything in between. And that’s my favorite part about what I do.” strategic marketing for her sellers, listing their properties on the MLS and social media. “We also send out mailers and postcards, host open houses and door knock in the neighborhood to just let neighbors know there’s a home for sale in their neighborhood.” Kim provides professional photography, including twilight shots and drone footage and virtual tours.

One past client recently said, “I reached out to Kim to see a house that my husband and I Copyright Top Agent Magazine 10

were interested in. She set up a showing for us the following day. From there we proceeded to work with Kim and she listed our home which was sold within a matter of days and she helped us search for our next home in the meantime.

If there is one thing in particular that Kim is excellent at it’s her responsiveness, she always got back to us ASAP and she answered any questions that we had. We sold and closed on our new home within 3 weeks! We were thrilled to be in our new home right before Top Agent Magazine

the holidays! We couldn’t have been happier working with Kim and will recommend her whenever possible!”

Through RE/MAX Advantage Plus, Kim stays active in the community. She participates in Top Agent Magazine

her hometown’s annual event, where she has a booth and has face painters and giveaways. Kim is also a huge advocate for the Juvenile Diabetes Research Foundation and participates in the Walk every year and fundraisers. During her off hours, she can be found Copyright Top Agent Magazine 11

traveling, baking, spending time with family or walking her dog.

Kim hopes to continue growing her business and brand as time goes on. “I really try to focus on helping as many people as I can without compromising integrity.” Genuinely loving every

second of her work, she can’t see herself anywhere else. “It’s not just about assisting people in buying or selling, it’s about helping them in their current life chapter, whether it’s growing their family or becoming an empty nester and everything in between. And that’s my favorite part about what I do.”

For more information about Kim Androff, call 952-465-7807, visit KimSellsMNHomes.com www.

or email info@KimSellsMNHomes.com Copyright Top Agent Magazine 12

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those Top Agent Magazine

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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Area Specialist GARY KALLIGHER Gary Kalligher’s real estate journey started out early on as a fascination with the industry. “I had always been intrigued by real estate,” Gary recalls. “In my twenties I worked as a laborer for a home builder, so I gained some knowledge about homes and how they were built. Eventually in the early 1990s I became interested in buying properties. Then I became licensed and started helping other people buy and sell homes and investment properties.” The rest is history, and for over 30 years now Gary has been a trusted guide to his clients, helping them make the real estate decisions that are right for themselves and their families.

Gary serves the Twin Ports area, encompassing the Duluth, Minnesota and Superior, Wisconsin market on the western edge of Lake Superior. “We’re a port community, and we have a lot of staple industries such as railroad, shipping, mining, and aviation,” Gary says.

“We’re also known for all the natural resources we have, especially the water and lakes. We have great parks and recreation opportunities: fishing, boating, hunting, camping, biking, hiking, and winter sports are all very popular here, and the Grandma’s Marathon is one of the largest marathons in the country.” Gary also highlights some of the area’s local businesses. “The Canal Park area right on the lake has an abundance of great restaurants and craft breweries, including Hoops Brewery and Grandma’s Restaurant.”

About 80% of Gary’s business comes from repeat and referral clients, an amazing feat that speaks to the trust and rapport he builds. “Clients keep coming back because I’m honest,” Gary explains. “I’m not a salesperson, and I don’t try to sell them something. I take care of people and help to keep them safe when it comes to buying and selling real estate, one of the largest investments of their lives. The knowledge I gained in the construction industry is very helpful in providing advice and supporting good decision making and avoiding problems. I help clients explore the what-ifs 16

and potential scenarios they could run into so they have a broad understanding of what they’re buying, and also explore what could happen down the line, so they are comfortable in their decision.”

Gary has co-hosted a real estate show on local radio since 2008, which provides an opportunity to market some of his properties as well as educating the general public about matters related to the industry. He has also been heavily involved in real estate and property owner advocacy with city government. When he is not working, Gary loves spending time with his family and being involved with all his kids’ activities and sports.

Looking to the future, Gary says, “I just want to continue taking care of the people I serve, making sure they’re safe in their purchase or sale, and that they understand what they’re doing. Real estate is a fascinating industry, and I get to meet people from all walks of life who come to me wanting information and guidance. I tell it like it is, and I will treat them fairly and be honest with them. I will continue to advocate for helping people make their best decisions and keeping them safe.”

To find out more about Gary Kalligher, please call 218-390-0615, email gkalligher@gmail.com or visit www.garykalligher.results.net Top Agent Magazine

Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all?

The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of Top Agent Magazine

their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few.

It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests?

Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life.

Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

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BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest.

Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

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BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears.

All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.

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Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there 20

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

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a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

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tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

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that you’re savvy, available, and understand the value of their preferred method of communication.

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

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financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home.

Also consider fielding Millennial clientele with the long view in mind. You might be Top Agent Magazine

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

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