NORTH CAROLINA 7-3-23

NORTH CAROLINA EDITION

MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS

Business Growth Hack:

ABSORB YOUR CLIENTS’ STRESS!

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QUALITIES OF EXCEPTIONAL EMPLOYEES

UNTANGLING THE BIDDING WAR: A BUYER’S & SELLER’S PERSPECTIVES

FEATURED AGENT

TODD BLUEMKE FEATURED LENDER

MARK WOOTEN COVER STORY

DARLENE TEETER

Laughs!

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Business Growth Hack: Absorb Your Clients’ Stress!

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

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

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

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

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

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

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

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

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

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

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

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

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

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

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

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

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

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

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DARLENE TEETER

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Top Agent Darlene Teeter is the broker-in-charge of one of the seven offices for Lake Norman Realty, Inc. Additionally, as a market leader, she services the entire Greater Charlotte area.

Darlene Teeter of Charlotte, North Carolina, has built a successful real estate business by combining her resilience and dedication with a deeply seated passion for serving those around her. “I just love helping people – the excitement someone gets when they fall in love with a house, or being able to help sellers by going above and beyond. I’m able to run my business now by word-of-mouth and referrals because I make sure everyone is happy when they cross 8Copyright Top Agent Magazine

that finish line, and that’s what brings me the most joy.”

Before formally entering the world of real estate, Darlene owned a grocery store with her husband.

“I had my two daughters, and I needed to find something that would afford me a more flexible lifestyle,” she recalls. “I had a few friends at a boutique brokerage and I had taken a course while I was in college, so I decided to give it a Top Agent Magazine

shot. That was in 2005 – I’ve loved it ever since!”

Eighteen years after that invitation, Darlene is the broker-in-charge for one of the seven offices for Lake Norman Realty, Inc. Additionally, as a top agent at her firm, she services the entire Greater Charlotte area, and she recently cleared $8 million in annual volume in 2022 (already on track to double that figure in 2023).

In addition to her penchant for candor and her ability to quickly determine the needs of her clients, Darlene attributes the bulk of her success to the unparalleled beauty of her hometown.

“My husband has lived here his entire life, but everybody else is starting to realize that this is a beautiful place to live. That makes it easy to follow the Golden Rule – I want to help other people

In addition to her penchant for candor and her ability to quickly determine the needs of her clients, Darlene attributes the bulk of her success to the unparalleled beauty of her hometown.

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“Charlotte is a beautiful place to live. That makes it easy to follow the Golden Rule – I want to help other people taste a slice of my paradise!” taste a slice of my paradise!” She broadcasts the beauty of Charlotte by strategically marketing her listings pairing digital and physical approaches. “I just hired someone to help me with my SEO and social media footprint, but I still go door-to-door with my little packages.

Inside, it says, ‘I’m What You’ve Been Waiting For,’ and it includes a home equity evaluation – that usually leads to a conversation.”

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As a market leader in her community, Darlene’s vast knowledge of the quickly moving Lake Norman/Greater Charlotte market aids her while guiding clients to a successful closing.

Darlene has a 100% close rate on all homes she lists! Darlene states, “The majority of homes in this area have doubled in value, while the days on market have been slashed in half. If a seller’s home has been arranged to show beautifully Top Agent Magazine

(ie: marketing, staging, etc.), sellers will not have to wait for a buyer. We are still seeing multiple offers on homes of this magnitude. On the other hand, buyers have to be ready when they find that perfect home. Typically, we are seeing many buyers and not enough inventory with homes going under contract in days. This is allowing the sellers a great advantage in this market. Over the past couple of years, many sellers updated their homes and buyers are purchasing those homes with very little updating

needed, which is also driving the price per square foot up.”

Darlene’s optimism and work ethic has been challenged several times throughout her career, including a diagnosis of multiple sclerosis in 2016 and breast cancer in 2021. “I’m not one to sit back and let something take my life over. A big portion of what fuels my work is donating my time and money to the Multiple Sclerosis Society. I also just signed up to be a

As Darlene broadens her impact on the greater community, she is excited to deepen her industry knowledge and grow alongside the burgeoning markets of Lake Norman.

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Breast Cancer Mentor – I haven’t got my first mentee yet, but I’m excited to meet her!”

As she broadens her impact on the greater community, Darlene is excited to deepen her industry knowledge and grow alongside the burgeoning markets of Lake Norman. “I earned my GRI last year, and I’m taking classes for both

my commercial license and my luxury designation. I’m already in the luxury market, but I can always do a better job handling those properties and understanding that side of the industry.”

When she’s not growing her business or supporting other survivors, she enjoys spending time with her family, and she is looking forward to her daughter’s upcoming marriage this May!

To learn more about Darlene Teeter, visit TeeterAtTheLake.com or call 704-677-2402 www.

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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 14

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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TODD BLUEMKE Top Agent Magazine

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TODD BLUEMKE

Born and raised in NYC, Todd Bluemke now resides in the historic neighborhood of Plaza Midwood in Charlotte – a Charlottean for 35 years. Todd has had a life-long fascination with real estate even at an early age. When it came time to face the ‘real world’ and think about his future, Todd felt that nobody would buy a house from a twenty year-old, especially back in the early 1990s. So, he then decided to pursue a degree in finance and computer programming from UNC Charlotte. After a few years working in banking, Todd pursued his passion and became a licensed Realtor® in 1999, however it was initially for somewhat personal gain. “I wanted to get a leg in the door to gain access to the MLS,” Todd mused, “and buy properties and earn commission from it.” The first few years that he was licensed, he mostly engaged in it for himself. But after wanting to transition out of an IT career, Todd crossed over fulltime in 2004 to help others find their homes.

Nineteen years later, he has since joined Fathom Realty, which is a national firm, but he operates locally with a tight-knit team of several other agents.

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Beginning by networking with his sphere of influence, Todd Bluemke has built up a steady clientele from all walks of life. From friends and family, to firsttime home buyers, to bank executives, professional ball players, business owners, and investors, Todd has such a strong client base that the lion share of his business today is from repeat clients and through their referrals to him. He predominantly services Uptown Charlotte and the surrounding historic neighborhoods, such as Midwood, Elizabeth, and Dilworth.

Outside of repeat and referral business, Todd reaches his new clientele via his strong online presence, and

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through publishing his listings to Homes & Land Metro Charlotte and other similar venues both locally and nationally. Todd states, “I absolutely love what technology has brought to the industry and that everything is going electronic.” Including team sales and referrals, he typically completes three to four sales monthly, and has racked up over 1000 transactions in his 24-year career – with prices ranging from $14,000 to over $2,700,000.

Todd loves to dive into the behind-the-scenes work of real estate. “Call me nuts,” he laughs, “I like the paperwork, the strategizing, the negotiating, but at the end of the day, I treat everyone like I’m helping my mother.” He has also volunteered for Habitat for Humanity of Charlotte in many capacities, and for Crisis Assistance Ministries, and stays quite active in the local real estate community. Outside of work, Todd collects and restores classic American muscle cars, spends time with close friends and family, and let’s not forget his sidekick cat, Tater Tot! After suddenly losing his right leg three years ago to an inoperable blood clot, Todd never skipped a beat. Immediately after the amputation and rehab, he continued to show homes with the help of his brother, Jim. He now uses an adaptive, left-foot gas pedal in order to still drive his collection of classic cars. “Losing a limb is a life-altering event,” Todd explains, “but learning to use my prosthesis and other assistive devices has allowed me to continue to do what I love.”

Looking towards the future of his business, Todd “definitely wants to do more with building a team.”

He’s exploring options to open his own boutique firm, and he looks forward to continuing to be a mentor. He thoroughly enjoys training new agents in the field and helping them grow into their potential. “I’ve found my niche,” Todd muses. “I have absolutely no regrets switching careers back in the early 2000s.” That early fascination with the real estate business afforded Todd the ability to create a career that is dynamic, helpful, and diverse. Todd’s reputation for integrity, loyalty, and professionalism creates lasting relationships with his clients and colleagues alike.

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To get in touch with Todd Bluemke, you can reach him directly at 704.577.1793 To learn more about Todd and his services, check out his Linkedin at linkedin.com/in/todd-bluemke www.

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that 18

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, Top Agent Magazine

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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MARK WOOTEN Mortgage Planner Mark Wooten has been serving the Triangle region of North Carolina for over 25 years. Helping people to structure and evaluate their mortgage options, he receives clients solely from the referrals he obtains from builders, real estate agents, financial planners, divorce attorneys, CPAs, and past clients. He has always been interested in the finance industry and has been working in the profession since receiving his degree from East Carolina University in 1991. According to Mark, “I always knew this was my passion.” Today he is a Mortgage Planning Specialist and Branch Manager at First Home Mortgage, where he helps his clients to achieve and maintain their life goals. Averaging an annual volume of around 90 million, his team consists of a Loan Coordinator, Closing Coordinator, Processor, Social Media Liaison, and Underwriter. Together they are able to help customers through every stage of the process.

Mark and his crew help the residents of Raleigh, Durham, and Chapel Hill with all types of residential loans, including conventional, governmental, and jumbo-type loans, or those that exceed the maximum amount established by the Federal National Mortgage Association, and the Federal Home Loan Mortgage Corporation.

When asked what makes him so successful, Mark attributes his accomplishments to the service he provides. “It’s a seamless process with proactive communication that results in stress-free closings that are consistently ahead of schedule.” He tries to find the most efficient way to manage their cash flow

while minimizing their tax obligations.

Throughout the process, he provides weekly status updates always keeping his customers in the loop. Post-closing, he continues to follow up with his constituents with email messages offering educational touch points about the market and ways it may impact their business. It’s no doubt Mark truly loves his profession.

“The thing I enjoy most about my profession is my ability to impact families in a positive way with their most important financial decisions. I’m just educating them in general about ways to build a network through home ownership.” Whether it’s helping a family to put their kids through college or save for retirement, Mark’s knowledge and expertise are making a difference in the lives of many. As one former client puts it, “He and his team were amazing. They were so helpful, and the communication and customer service were top-notch! I would recommend them without hesitation! They made an overwhelming purchase easy and were available for all questions and made great suggestions to get me to the closing table!”

Mark is a member of the Wake County Home Builders Association, the Raleigh Regional Association of Realtors, the Cary Chamber of Commerce, and the Cary MacGregor Rotary Club. When not spending time helping others to fulfill their dreams, he spends time with his wife and three kids. He also likes to play golf, spend time at the beach, and work out.

When looking toward the future, Mark’s passion for the industry continues to flourish. “I want to continue to be a professional resource in the mortgage arena for North Carolina families.”

To learn more about Mark Wooten, you can reach him at MWooten@firsthome.com, 919-219-4321, or via his website at: firsthome.com/mark.wooten www.

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