WHAT SELLERS WANT FROM YOU
As Their Real Estate Agent
TALENT ACQUISITION In Real Estate
Embracing Smart Homes: Does New Technology Really Increase Home Value? THERE GOES THE NEIGHBORHOOD: How to List High When Neighbors Are a Nuisance
DEROUSSEL
WHAT SELLERS WANT FROM YOU AS THEIR REAL ESTATE AGENT
Although sellers’ individual preferences may differ, they often share a set of expectations and needs when it comes to what they seek in their real estate agents. Here are the top six things sellers often want:
1List Price Expertise and Market Knowledge
Sellers want their agents to have a thorough understanding of the local real estate market. This includes providing an accurate and realistic pricing strategy for the property based on current market conditions, comparable sales, and other relevant factors.
2 Reliable and Effective Communication
Sellers appreciate real estate agents who maintain open and transparent communication throughout the entire selling process. This includes providing regular updates on the status of the property, relaying feedback from potential buyers, and being responsive to the seller’s inquiries.
3 Strong Negotiation Skills
Sellers expect their real estate agents to be skilled negotiators who can secure the best possible deal on their behalf. This includes negotiating the sale price, handling counteroffers, and navigating any potential challenges that may arise during the negotiation process.
4 Marketing Knowledge
A strong online and offline marketing strategy is crucial for selling a property quickly and at a desirable price. Sellers value agents
who can effectively market their homes through various channels, such as online listings, social media, professional photography, and traditional advertising.
5 Strategic Guidance and Support
Sellers seek agents who offer strategic guidance throughout the selling process. This includes advising on the best times to list the property, suggesting improvements or staging techniques to enhance the property’s appeal, and providing insights on market trends that could impact the sale. They value an agent’s ability to navigate the complexities of the real estate market, offering support and expert advice to make informed decisions and ultimately achieve a successful sale.
6 Transparency and Ethical Standards
Trust is a key factor in the real estate relationship. Sellers want an agent who is professional, trustworthy, and acts in their best interests. This includes maintaining confidentiality, adhering to ethical standards, and demonstrating a commitment to providing excellent service.
Remember, individual preferences can vary, so it’s essential for real estate agents to communicate openly with their clients to understand their specific needs and expectations. Building a strong, trusting relationship is crucial for a successful real estate transaction.
Embracing Smart Homes: Does New Technology Really Increase Home Value?
Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add
value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.
Smart home amenities range in price and return.
There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options
are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.
On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.
Smart home amenities capture the attention of buyers
Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.
Agents must know how to pitch the value of smart home options
Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.
MONIKA DEROUSSEL
Monika DeRoussel is one of the top agents in Ohio, consistently ranked No. 1 by eXp Realty after previously dominating at REMAX.
When Monika DeRoussel moved to Cincinnati nearly two decades ago, she was starting from scratch. Armed with a determination to succeed and a passion for real estate, she quickly turned what could have been a daunting challenge into a remarkable career. Today, she is one of the top agents in Ohio, consistently ranked No. 1 by eXp Realty after previously dominating at REMAX.
Monika’s path to top producer wasn’t without its struggles. Starting in a city where she had no connections, she closed only one sale in her first year. However, she quickly ramped up her game. “I sold one house my first year, then five houses the next year, then 35 houses after that,” she says. In her fifth year, she had become REMAX’s top agent in Ohio. Today she averages 100 home sales a year with eXp Realty.
LISTED AND SOLD IN INDIAN HILL
What’s her secret? For Monika, it’s all about relationships. With 90 percent of her sales coming from repeat and referral business, she makes it a point to connect on a personal level with her clients. One memorable instance demonstrates the deep trust her clients place in her. “A former client told his neighbor, ‘You
cannot list or sell it to anybody unless you talk to Monika first.’ When she took over the listing, it eventually sold for more than asking price, “within two hours,” she adds.
Monika serves the greater Cincinnati area, focusing on neighborhoods like Mason, West Chester,
LISTED AND SOLD IN MASON
LISTED AND SOLD IN HYDE PARK
“I believe in taking
care of people and providing an experience from start to finish,” she explains. To further that end, she holds a number of client appreciation events throughout the year, including pool parties, movie nights and appreciation dinners.
Liberty Township, Hyde Park, Montgomery and Indian Hill. Her approach to business is built on creating memorable experiences and offering top-tier service. “I believe in taking care of people and providing an experience from start to finish,” she explains. To further that end, she holds a number of client appreciation events throughout the year, including pool parties, movie nights and appreciation dinners. She also understands the importance of maintaining a digital presence, with vibrant social media followings on Instagram, Facebook, LinkedIn, her own website, and other outlets.
Her commitment to her community is evident in the lives touched through her charitable activities. In addition to involvement in Catholic charities, Monika coaches track and field and cross country as a volunteer. As a former professional runner, it’s her way of giving back to a community that has given so much to her.
Monika’s passion for building relationships also drives her future plans, including the launch of a new YouTube channel, “Cincinnati Life,” to educate potential homebuyers. “I want to
provide education, not just for people buying in the market, but also for consumers in different areas and markets,” she explains. “We know so much about real estate that I believe it’s my moral obligation to educate consumers.”
Beyond her success in real estate, Monika is a mother of five. “People think you cannot have family-life balance and success in real estate,”
she says. “But it’s important for moms to know that you can have it all.”
In a business defined by numbers and transactions, Monika stands out by leading with heart. Her ability to build lasting, genuine relationships is the cornerstone of her success and the reason her clients—new and old—trust her with their biggest life decisions.
ACTIVE LISTING IN GREEN TWS
LISTED AND SOLD IN CARRIAGE HILL
There Goes the Neighborhood: How to List High When Neighbors are a Nuisance
Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers?
First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.
How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.
Is the neighbor’s landscaping an eyesore?
Here’s your recourse.
Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach. Start by thinking small and operating from a place of authenticity and neighborly service. You might explain to the neighboring tenant that you’re listing and offer to mow their lawn
as a courtesy introduction to the neighborhood. While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.
Are there foreclosed or abandoned homes on your client’s block?
Do your homework.
It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about
squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.
Noisy, nosy, or annoying neighbors?
Don’t be discouraged.
Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor
that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue.
While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.
MASTERING TALENT ACQUISITION IN REAL ESTATE
The ability to draw in and keep exceptional agents forms the backbone of any thriving brokerage. The art of follow-up stands at the forefront of transforming potential interests
into concrete assets for our teams. Below, we delve into the strategic nuances of follow-up, showcasing its role as a critical differentiator in securing the industry’s best.
• Fostering Memorable Connections:
The initial meeting lays the groundwork, but it’s the diligent follow-up that cements a solid relationship. A personalized email or call after the first interaction not only reiterates the benefits of joining your team but also highlights your brokerage’s dedication to building meaningful connections.
• Showcasing Commitment to Agent Success:
Continuous engagement post-meeting signals to prospective agents that your firm is invested in their career trajectory. This level of dedication showcases a supportive environment where agents’ growth and success are paramount.
• Clarifying Doubts and Building Confidence:
Utilize follow-up interactions as a platform to address any hesitations or queries. Engaging in open dialogue ensures that expectations and values are aligned, paving the way for a mutually beneficial partnership.
• Ensuring Your Brokerage Stands Out:
In a landscape where elite agents are pursued by numerous firms, staying actively engaged through follow-up can keep your brokerage at the forefront of their minds. Highlighting your unique offerings and culture through consistent communication underscores why your firm is the ideal choice.
• Highlighting Paths for Professional Development:
Follow-up conversations are golden opportunities to outline the developmental prospects within your firm. Elaborating on mentorship programs, educational workshops, and career progression plans can tip the scales in your favor.
• Elaborating on Brokerage Values and Culture:
Post-meeting, candidates often seek deeper insights into your brokerage’s ethos and community. Follow-up communications are perfect for sharing success stories and the supportive network that defines your brokerage, aiding them in making an informed decision.
• Respecting Communication Styles:
Recognizing and adapting to a candidate’s preferred method of communication tailors a more personalized and effective followup. This adaptability not only respects their preferences but also fosters a stronger rapport.
• Smooth Transition to Onboarding:
A strategic follow-up process seamlessly bridges candidates to the onboarding phase, setting a positive tone for their integration into your team. This smooth transition is crucial in cultivating a productive and harmonious work environment from the get-go.
In conclusion, the power of follow-up in recruiting real estate agents cannot be overstated. It is not merely a formality but a strategic and essential component of the recruitment journey. Brokers and agencies that prioritize effective and consistent follow-up demonstrate a commitment to their agents’ success and position themselves as attractive destinations for top-tier real estate talent. In a field where relationships are paramount, unlocking success often begins with the simple act of following up.
Uncommon Contact: Connecting with Clientele Through Social Media
Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.
Not everything has to be about business.
While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and
the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.
Expand your medium.
Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise,
these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.
Don’t just react.
Create your own content.
It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed. Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.
No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key. Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.
