NEW ENGLAND 6-6-22

NEW ENGLAND EDITION

5 Ways to

TRANSFORM RENTERS INTO OWNERS

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

Small Yard?

Big Statement:

FEATURED AGENTS

HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

MELANIE GUNDERSHEIM TONY GUTHRIE & SHARON MABILE COVER STORY

Area Specialist

JERRY ZOLOBKOWSKI

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 4

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 6

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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Area Specialist

JERRY ZOLOBKOWSKI Top Agent Magazine

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JERRY ZOLOBKOWSKI Jerry’s experience as an educator has turned out to be the key to his success in real estate. He has made a move to a new brokerage, Rovi Homes New England, where he is already a top producer and the Worcester Regional Success Coach.

Ask Jerry Zolobkowski how he approaches the real estate business and he will tell you that he leads with a teacher’s heart. Of course that approach is an easy one for Jerry because he spent twenty years as a classroom teacher of 10

science and STEM curriculum at the middle school and high school levels.

Though he has had his real estate license since 2007, real estate was what Jerry refers to as “a passionate side hustle”, where he cut his real estate teeth Top Agent Magazine

on foreclosures and short sales. That all changed in 2020.

“I had spent most of my teaching career at one middle school,” explains Jerry. “Then I had this great opportunity to teach at a prestigious public/private high school.

But after the onset of the coronavirus pandemic and the shift to virtual learning, there really wasn’t a place for my kind of hands-on instruction.” So two years into that new job, with no tenure, Jerry found himself unemployed for the first time in his adult life. That is when he decided to Top Agent Magazine

turn his side hustle into a fulltime career.

As Jerry puts it, “The universe sends us challenges, which become opportunities, which turn into blessings…if you just have the right attitude.”

For Jerry, his experience as an educator has turned out to be the key to his success in real estate. With his shift to fulltime he also made a move to a new brokerage, Rovi Homes New England, where he is already a top producer and the Worcester Regional Success Coach. “I went from a safe, secure salary to working solely on 11

commission and it was a bit scary,” says Jerry. Relying heavily on his training as an educator, Jerry knew that if he put in the work the success would come. He was right. “In the last six months of 2020 I closed 9 deals, and in 2021 I closed 35,” says jerry proudly. “That is way more than I thought was possible…but this year I hope to close 60.” Jerry’s market is primarily Central Massachusetts, although he helped his company set up a new team in Westboro to handle Western Massachusetts. “Central Mass is such a

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great market,” says Jerry. “We are getting a lot of buyers out of Boston who are looking for a change in lifestyle and to get more house for less money.”

Not only does Jerry know he is now in the right business, he knows he is with the right company. “Rovi Homes has such a great culture,” brags Jerry. I like to tell people we are really a marketing company that happens to sell real estate. We truly invest in our listings; invest in our clients. And I think our systems and support

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are the best in the business.” While a lot of the client contact is automated, Jerry still likes to stay in touch personally with past clients and prospective new clients.

He generates a lot of his business from active networking and has a goal this year of reaching 50% of new business from repeat clients and referrals.

Perhaps Jerry’s favorite part of his affiliation with Rovi Homes is their policy of donating a portion of all commissions to a charitable organization of the client’s choosing. Last year that amounted to just under $40,000 in charitable donations.

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The challenges for Jerry as he continues to build his real estate business are mostly about achieving balance. “I have nine year old twin girls,” Jerry says. “They have very different interests so my wife and I have to cover everything from

sports to Girl Scouts.” The family tends to be homebodies, so they enjoy hiking with the dogs or cookouts and bonfires in the backyard. Adds Jerry, “I am always shooting for that life balance…and always trying to become more efficient.”

Jerry Zolobkowski can be reached at jzolobkowski@rovihomes.com or by calling 508-500-6615

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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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MELANIE GUNDERSHEIM Melanie Gundersheim, born in Newton, Massachusetts, grew up in the real estate world. As a child, she went to open houses on weekends with her mother, who was a teacher at the time. In 2005, her mom, Margie Gundersheim, became a real estate professional. Melanie watched closely as her mom launched a successful career despite a market crash. “It was just so inspiring to me as a child, to see my parent and role model hit the ground running and build her own business from nothing in a ridiculously trying environment,” Melanie says. Sharing passions and communication styles with her mother, she threw herself into real estate and is now a top producing agent in the region.

experience “can be very different based on the professional you have guiding you. So, to me, the referrals mean that I did my job well.” Another testament to her client care is the growing number of long-term relationships she has built with friends who started out as customers.

Having an extensive network is another key to Melanie’s success. “I’ve spent a lot of time perfecting proficiency in all aspects of the transaction for my clients.” Having strong relationships with attorneys, lenders, stagers, contractors, and builders has been an invaluable resource for her sellers and buyers.

For the future, Melanie envisions evolving into leadership, expanding the two-member team. “I think it would be incredible to guide a team of people who are inspired to succeed in the real estate world,” she says, “and even, inspire a few people who were in my shoes when they first are thinking about jumping into entrepreneurship.”

In her mid-twenties, Melanie has had to overcome the concern that she may be too young for clients to trust with such a valuable asset. She realizes, however, that her youth has been a major plus. “I think because of my age and where I’m at in my life, I’m very willing to change and adapt and learn,” she says. “It’s very easy once you’re at a certain point in your career to kind of sit back and cruise and just let the show take over. But that’s not how I operate. I’m constantly looking for ways to streamline my business and make things easier and better for my clients.” To that end, Melanie has skyrocketed her business in less than three and a half years. She has also developed a rock-solid personalized real estate blueprint, for both buyers and sellers, in which she educates clients along the way and prepares them for the steps ahead.

As for annual sales goals, she has her eye set on surpassing the $100 million mark one day. She will make it there by continuing to do exactly what she’s been doing – making meaningful connections with each person she comes across in this business. “I feed off of other people’s energy,“ she says. “I love being around people. Being able to connect with so many different humans, hear their stories, and lead them on this journey to a major new chapter, (whether they’re leaving something behind or starting new elsewhere) is so rewarding.”

“I pride myself on giving 110 percent to my professional relationships… I am not a backseat agent. A significant number of my transactions in 2021 resulted from off-market property opportunities that I uncovered for my clients. I’m extremely proactive and almost every client that I’ve helped has referred me.” Real estate transactions are similar by nature, Melanie says, but the overall

Melanie believes in giving back and volunteers to support the Pan-Mass challenge, a 200-mile bike ride aiding cancer research and treatment at Dana-Farber Cancer Institute. She loves children and looks forward to eventually resuming her role as a mentor in the Big Brother/Big Sister program.

For more about Melanie Gundersheim, visit zillow.com/profile/melaniegundersheim, email melanie@gundersheimgroup.com or call 617.997.8272 www.

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 18

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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TONY GUTHRIE & SHARON MABILE Throughout their lives, the real estate duo of Tony Guthrie and Sharon Mabile have been driven to help others. Tony got his start in the business while in the hospitality industry, where he established his passion for a unique client experience that would help him excel in his real estate career. Sharon, on the other hand, spent the first 15 years of her professional career as a high school math teacher, but then found herself seeking an alternative path that spoke to her need to connect more personally to her community. Inspired, she decided to pursue her real estate license, soon joining forces with Tony to form Team Guthrie Mabile—and the rest is history.

Today, Tony and Sharon lead Team Guthrie Mabile through Berkshire Hathaway HomeServices Robert Paul Properties, where they assist clients throughout the Lower and Midcape areas of Massachusetts—from Provincetown to the South Shore. There, they have authored an accomplished career in the business, ranking among the top 1% of agents within the Berkshire Hathaway Home Services nationwide network.

When listing a property, Tony and Sharon equip their clients with an expert approach. After helping their sellers fully prepare for the market, they share their listings to a highly targeted blend of digital and social media campaigns. But the two also leverage the leading-edge resources at Berkshire Hathaway HomeServices Robert Paul Properties to give clients an added advantage.

Elsewhere, Tony and Sharon are just as hands-on when assisting their buyers, drawing from their shared knowledge of the region to uncover the right investment for each client’s best interests. In fact, the two keep in touch long after the deals are done through frequent checkins, their quarterly newsletter, and routine client events

including an annual reception. The value of continuing to foster these relationships is the cornerstone of their success.

Over the years, Tony and Sharon have earned a fantastic reputation throughout Massachusetts, with most of their volume coming from repeat clients and referrals.

Having exceeded $300 million in sales over their six years as a team, they remain focused on the proven standards that set them apart in the region. “We could not do our business without having such a great support system,” Sharon says. “From the administration team at Berkshire Hathaway Robert Paul Properties to the attorneys, loan officers, and contractors we can trust at a moment’s notice, we are surrounded with the best of the best.”

Outside of real estate, Tony and Sharon enjoy contributing to local causes like Brewster Animal Rescue, the Family Pantry of Cape Cod, and Monomoy Community Services, to name just a few. Moreover, the two are launching a new podcast to highlight local professionals and positively contributing organizations throughout their community. When she’s not with clients or giving back, Sharon can be found tending to her garden or spending quality time with her son; meanwhile, Tony enjoys long distance bike riding and horsing around with his three dogs and cat.

As their volume maintains its steady growth, Tony and Sharon intend on deepening their roots in the region while scaling the vision of boutique service that brought them to real estate in the first place. “Relationships are the core of our business model,” Sharon says. “We’re available whenever our clients require assistance, whether they need advice or contacts to improve their home. At the end of the day, they know we’re here for them—no matter what.”

For more about Tony Guthrie and Sharon Mabile, email tguthrie@robertpaul.com or sharon@robertpaul.com, visit teamguthriemabile.robertpaul.com or call Tony (508) 246-3236 or Sharon (508) 776-4645 www.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really 22

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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