WISCONSIN 5-9-22

WISCONSIN EDITION

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TIPS TO GET NEW CLIENTS

The Daily Schedule of a SUCCESSFUL REAL ESTATE AGENT

JACOB SHEETS COVER STORY

HOW TO SPEED UP

FIRST-TIME HOMEBUYER TRANSACTIONS Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

FEATURED AGENTS

KAREN BLOCK JAMI ERICKSON ZACH OTTEN

WISCONSIN EDITION

JAMI ERICKSONZACH

KAREN BLOCK

OTTEN

own social media pages. Karen also Karen Block is a self proclaimedIn“acciher ninth year Otten of business, Jami their of her personality to her work, she Gen is als Zach knows his way around 7 15 19 23 leverages her REALTOR® peer groups ental” REALTOR®. Karen got started in Erickson still remembers her start as an a certified home stager. She makes sur Chic Wisconsin. and pushes on her vacalistings to agents that eal estate in 2007 after moving from thefor aSoutheast admin real estate company enjoying Whether the listings show up well with profes have buyers.

All in all, this accounts for ogan Square neighborhood of Chicago tion tion or relocating, visitors can learn about all the behind-the-scenes stuff essensional photos, custom home plans, an approximately $6M in transactional volo the Bay View area of Milwaukee. tial for® that business.

She retains that even staging for those that need the help that the area’s hot spots and dives having through ume without to spend a cent on While selling her home, her REALTOR love of all the aspects of her job today, Such well-considered touches make advertising. nticed her to change her career and join Zach’s video playlists Chic on Facebook. from the smallest detail of setting up the easy for homes to show with a perfec eal estate. Fifteen years later, Karen has “When we sell a house, you know, they're house for showing, to figuring out the look. It also makes them easier forEve othe Working with a wide range of people, uilt 100% of her business on repeat cusmarketing always of each home.

Thatwhere sense ofcan I go for activagents to market. visit asking from first time home buyers to investors omers and referrals from past clients, enjoyment permeates all aspects of her and everything in between, Karen enjoys riends and family. As a solo agent with ities? ther Where can I go for pizza?” Zach Thetheir mother of four kids, Jami love transaction coordinator, Karenbusiness. serves She especially loves building connecting and helping them build deci explains.

He offers answers through relationships with her customers which personal wealth in real estate. spending “I’m a time with her family and is he Milwaukee metro area which is drove to her to get KAREN herplaylists license andreviewing has car- people bigbusipart of her local community.upShh JACOB SHEETS BLOCK JAMI ERICKSON ZACH OTTEN video attractions byis a people person and this nown for its great schools, proximity ried her from being a part of a team to loves the Monona area and loves to b ness.anything Selling realfor estate is a byproduct ake Michigan, and big industry. Karen category. “I don't charge of o it.outside becoming the independent agent she is today. active on a boat or by a lake.

Although a hug of that.” Helping families achieve their lifestyle goals onducts the majority of her business in Bay View livin It's just free(whether publicity for all these differreader, she somehow that be downsizing or upsizing) is her “modusalso finds time to spend workin nd the South Shore, which hosts multiple fine dinThe citygrocery ofent Madison, is the area sheto covon her own home businesses.

And like highlight operandi”.

InI'dher community she participates in with the projects and remodeling. He ng restaurants, gift shops and organic stores. Wisconsin ers, including all the small towns surrounding Dane future business plans will eventually include a sma Bay View Neighborhood Association that hosts various Milwaukee and Bay View are a perfect fitthe for me and that maybe aren't the most well In th ones county.

A capital city, Madison is known for being the team.

Right now, she community events like a concert series called “Chill on is happy to keep doing wha love helping clients find a home they love in their the all-arou known.”

Bythebecoming a resource visitors, Zach has sheserve second-largest city in population Wisconsin and is attoshe issenior doing.centers Thesetothings likes, connecting wit Hill”.inShe also volunteers local esired community.” located on seen lands surrounding the four lakes, Mendota, to know helping them th Hefind alre his sales volume soar toa $11 million thirdthem,market. assist senior citizens.

As proud people, membergetting ofin thehis LGBT Monona, Kegonsa, and Waubesa.

With so many parks right home, and figuring out all the ways to make eac community, Karen is also a member of The Wisconsin Karen’s experience and knowledge of the area means she to soon begin m full-time year in the business. and playgrounds, historic landmarks, severalHOW situation makeofthis business enjoyable and suc LGBT Chamberand of Commerce and sponsors many TIPS GET NEW CLIENTS 16) TOwork, SPEED UP an find you the 4) right5 pricing andTO the latest listings.

Not He foresees buil theirLloyd events.

by Frank Wright, this city is cessful for her. elying on online advertising; herbuildings integrity, designed honesty and FIRST-TIME HOMEBUYER uick response time are just a few attributes that keep a sought-after location for into many of Jami’s customers. remodels and lon Zach came real estate on the heels of a career in 13) DAILY SCHEDULE OF TRANSACTIONS When not working, Karen enjoys long walks by the lake er clients coming back.THE She prefers old school methods my end goal is to marketing. He began as an assistant, handling mailings with her lovable dog. has also been lucky enough hat are tried andAtested and likesJami’s to keeplove inREAL touch with of building relationships drives herShe busiSUCCESSFUL ESTATE a house up here, for “Social another agent.

Believing in‘tell his potential, that agent attend some outdoor concerts recently at newly hone calls, text messaging and ness. socialShe media. forges a bond of to trust through her honest, AGENT 20) TOP AGENT TIPS AND reopened alsoclasses. likes to spend free media is a great way to stay in touch.

It does drive busiknow exactly wh Zach upwith forvenues. estatefor Afterherearning it like it is’signed approach combined a real deep Karen caring time admiring art, attending plays and bike riding.

In ess but not in a way one might think.”

Staying in touch QUESTIONS FOR CHOOSING others. She works hard for her clients with customer looking for. And his license, the hefuture, soldKaren properties part time for two years plans onShe sticking to what has worked n social platforms helps bringservice her referral being business something she focuses on intensely.

YOUR LISTING AGENT businesses as w before the second member team. On for her“When throughout herstarted many yearsof in the the business.

Shethe without having to actually spend playfully on clicks. warns herbecoming customers, you get has her Ilane as asomesolo andhas is the captain of more time in, he strength that collaboration, theagent group since grown with me, you are stuckof with mefound for life. am not her ship.

“A few years ago I was at a bigger company When marketing a listing, Karenone useswho traditional methwill sell youseven a houseagents. and move on. I want repeat business. “ to just include thought I wanted to build a team.” Her intention ds like feeding it through the MLS sites.life.”andThat of your personal connection to betoa3rd partparty he says. “And it' remains the same; to provide exceptional, boutique style As a former photographer, professional permeatesphotography all her real estate transactions. real estate services through the home buying and selling nd video tours are key. Coupled with client engageour name out the Zach enjoys the freedom real estate offers compared to Phone 310-734-1440 | Fax 310-734-1440 process in Metro Milwaukee. ment, she is able to market by having sellers post on This personal touch is well received. Jami, as a solo

CONTENTS

his previous |desk job. “It's very nice to be able to get out mag@topagentmagazine.com www.topagentmagazine.com agent had a volume of 6 million last year. She attri-

and about,” he says. From his own home buying expe-

this to nearly 100% repeat and referral business.

No portion of this butes issue may beareproduced in any manner whatsoever without prior consent of the publisher. Top Agent rience, Zach knows the thrill of are closing on a the property.

Whether it is for marketing or staying in touch, social Magazine is published by Feature Publications GA, Inc. Although precautions taken to ensure accuracy of published materials, Top Agent Magazine cannot beofheld for for opinions or factsthat supplied its authors. media is a The vital part her responsible success.

Adding even more ultimate moment himexpressed is sharing joybywith a To subscribe or change address, send inquiry to mag@topagentmagazine.com. client. “When you get to that closing table and see the Published in the U.S. Copyright Top Agent Magazine www.

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excitement on the buyer’s face, there's a lot of enjoy-Copyright Top Agent Magazin ment in that. And it's fun to help people. I love this area, so when you have someone that I can help find their own Top Agent Magazine place in the area and see the excitement that it brings

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

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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JACOB SHEETS

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Aiming to be the “go-to brand” for all things Milwaukee to Madison real estate, Top Agent Jacob Sheets leads his own team at eXp Realty.

Jacob Sheets is a young professional with limitless potential. Just 26 years old, he describes himself as a “young, go-giver,” with a sound reputation that backs this label.

Jacob began his professional career in banking, but quickly fell in love with real estate after purchasing his first owner-occupied rental property with his wife and acquiring his real estate license.

Listening to the BiggerPockets podcast every day educated and motivated him and his wife to purchase that first Fort Atkinson duplex and get in the game. While living in the lower unit, they renovated the upstairs preparing for tenants. Jacob even mentioned how he was taking his online training while painting the upstairs unit. “The fact that I have unlimited potential while serving others is really what got me excited jumping into real estate full-time,” Jacob states.

From here, Jacob eagerly joined the Ferraro Real Estate Team brokered by eXp Realty, one of the top real estate teams in the Madison, WI market.

He logged 21 transactions at $4,125,418 in his first year. Eventually, Jacob moved back to Cedarburg and joined the number one luxury boutique brokerage in Wisconsin, Powers Realty Group serving 25 families at $7,674,100 in production and referring out 18 transactions to other Realtors at $2.8 8Copyright Top Agent Magazine

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million. After growing there for a year and selling his first $1,000,000+ home, he decided to take the leap of faith starting his own team back at eXp Realty aiming to be the “go-to brand” for all things Milwaukee to Madison real estate.

“Growing up in Cedarburg, I know it like the back of my hand,” Jacob notes. He and his wife frequent local hotspots like Tomaso’s Pizza and Out & Out eateries and occasionally visit Jacob’s Top Agent Magazine

Eagle Scout project situated by one of Cedarburg’s woolen mills. The town of 12,000 boasts gorgeous historic homes, a slower pace of life, and a quaint downtown. Jacob combines his local expertise with expansive digital marketing knowledge to highlight luxury real estate from Milwaukee to Madison with his high-quality, yet relatable, video content and resources. Jacob notes, “Social media and digital marketing make up the majority of my business, and it really works!”

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Jacob’s memorable tagline embodies his personal mission, “Education, Collaboration, and Compassion.”

When asked what keeps clients coming back, Jacob laughs, “I could say it’s the good looks and the smile.” He continues, “Really it’s being a relatable professional that serves my clients well but also holds true to my priorities of faith, family, business, and personal passions. Taking care of clients all the way from the initial meeting to closing with white-glove service is what it’s all about.”

Jacob’s memorable tagline embodies his personal mission, “Education, Collaboration, and Compassion.” He exemplifies these qualities in his daily interactions with personalized touches like customized closing gifts such as a home portrait of their new property or engraved dog tags for their four-legged friends. Jacob enjoys breaking down the complicated processes one step at a time turning a daunting task into an enjoyable and interactive experience!

When it comes to marketing listings, Jacob notes, “Pre-marketing is the most important thing in this market.” He sees the value of utilizing organic listing platforms such as Google, Facebook Marketplace, and other buy-sell-trade groups. He recalls how once he conducted a paid ad campaign that received only 45 clicks, whereas a strategically placed organic buy-sell-trade listing received over 800 clicks and 46 interested buyer leads.

Jacob’s favorite part about the industry is working with people. He enthusiastically shares how Copyright Top Agent Magazine 10

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there is no limit to growth here, “I’m confident that even at my 60-year mark, I still won’t know everything. That excites me!”

Having grown up in Cedarburg, Jacob is a pillar in the community. He has been teaching at the local high school marching band for the last 8 years and even launched a winter indoor percussion program for students in 2021. Jacob and Top Agent Magazine

his wife also love serving at Vineyard Church in Grafton leading a small group, drumming for services, and helping the kids ministry.

Professionally, Jacob is on the board of directors as an events chair for the GMAR YPN (Greater Milwaukee Association of Realtors Young Professional Network) where he coordinates and hosts at least one event per month for the 50+ attending Realtors.

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Currently, the “Jacob Sheets Real Estate Team” consists of Jacob and his transaction coordinator, but he has big plans to scale to 10-14 agents within the next three years with the help of his new coach. Jacob notes that his “build it and they will come” mentality heavily influences his business strategy. “The goal isn’t to be the ‘biggest’ real estate company in Wisconsin, but it IS to be the most well-rounded team of ambitious producers that also want balance in their lives!” Jacob wants each of his Realtor team members to have a true “day off” every week that

allows them to recharge with friends, family, and what matters most. “Ideally I would cover all your clients on Thursday, and you would cover my client needs on Friday,” Jacob states. “This will not only provide my team with balance, but it will also allow our clients to feel the massive benefit of always being covered by a true team dynamic.”

In addition to building a team, Jacob is also aiming to be featured in the NAR Realtor Magazine’s “30 Under 30” annual feature.

To work with Jacob or to apply to join his team, call (262) 622-2992, email jacobsheetsrealestate@gmail.com, or connect with him on all his social media platforms like Facebook, YouTube, and LinkedIn.

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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KAREN BLOCK Karen Block is a self proclaimed “accidental” REALTOR®. Karen got started in real estate in 2007 after moving from the Logan Square neighborhood of Chicago to the Bay View area of Milwaukee.

While selling her home, her REALTOR® enticed her to change her career and join real estate. Fifteen years later, Karen has built 100% of her business on repeat customers and referrals from past clients, friends and family. As a solo agent with a transaction coordinator, Karen serves the Milwaukee metro area which is known for its great schools, proximity to Lake Michigan, and big industry. Karen conducts the majority of her business in Bay View and the South Shore, which hosts multiple fine dining restaurants, gift shops and organic grocery stores.

“Milwaukee and Bay View are a perfect fit for me and I love helping clients find a home they love in their desired community.”

Karen’s experience and knowledge of the area means she can find you the right pricing and the latest listings. Not relying on online advertising; her integrity, honesty and quick response time are just a few attributes that keep her clients coming back. She prefers old school methods that are tried and tested and likes to keep in touch with phone calls, text messaging and social media. “Social media is a great way to stay in touch. It does drive business but not in a way one might think.” Staying in touch on social platforms helps bring her referral business without having to actually spend on clicks.

When marketing a listing, Karen uses traditional methods like feeding it through the MLS to 3rd party sites.

As a former photographer, professional photography and video tours are key. Coupled with client engagement, she is able to market by having sellers post on

their own social media pages. Karen also leverages her REALTOR® peer groups and pushes her listings to agents that have buyers. All in all, this accounts for approximately $6M in transactional volume without having to spend a cent on advertising.

Working with a wide range of people, from first time home buyers to investors and everything in between, Karen enjoys connecting and helping them build their personal wealth in real estate. “I’m a people person and this is a people business. Selling real estate is a byproduct of that.” Helping families achieve their lifestyle goals (whether that be downsizing or upsizing) is her “modus operandi”. In her community she participates in the Bay View Neighborhood Association that hosts various community events like a concert series called “Chill on the Hill”. She also volunteers at local senior centers to assist senior citizens. As a proud member of the LGBT community, Karen is also a member of The Wisconsin LGBT Chamber of Commerce and sponsors many of their events.

When not working, Karen enjoys long walks by the lake with her lovable dog. She has also been lucky enough to attend some outdoor concerts recently at newly reopened venues. Karen also likes to spend her free time admiring art, attending plays and bike riding. In the future, Karen plans on sticking to what has worked for her throughout her many years in the business. She has found her lane as a solo agent and is the captain of her ship. “A few years ago I was at a bigger company and thought I wanted to build a team.” Her intention remains the same; to provide exceptional, boutique style real estate services through the home buying and selling process in Metro Milwaukee.

To learn more about Karen Block, please call (414) 737-1642 email karenAblock@gmail.com or visit karenblock.com www.

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 16

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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JAMI ERICKSON In her ninth year of business, Jami Erickson still remembers her start as an admin for a real estate company enjoying all the behind-the-scenes stuff essential for that business. She retains that love of all the aspects of her job today, from the smallest detail of setting up the house for showing, to figuring out the marketing of each home. That sense of enjoyment permeates all aspects of her business. She especially loves building relationships with her customers which drove her to get her license and has carried her from being a part of a team to becoming the independent agent she is today.

The city of Madison, Wisconsin is the area she covers, including all the small towns surrounding Dane county. A capital city, Madison is known for being the second-largest city in population in Wisconsin and is located on lands surrounding the four lakes, Mendota, Monona, Kegonsa, and Waubesa. With so many parks and playgrounds, historic landmarks, and several buildings designed by Frank Lloyd Wright, this city is a sought-after location for many of Jami’s customers.

Jami’s love of building relationships drives her business. She forges a bond of trust through her honest, ‘tell it like it is’ approach combined with a deep caring for others. She works hard for her clients with customer service being something she focuses on intensely. She playfully warns her customers, “When you get started with me, you are stuck with me for life. I am not someone who will just sell you a house and move on. I want to be a part of your life.” That personal connection permeates all her real estate transactions.

This personal touch is well received. Jami, as a solo agent had a volume of 6 million last year. She attributes this to a nearly 100% repeat and referral business.

Whether it is for marketing or staying in touch, social media is a vital part of her success. Adding even more Top Agent Magazine

of her personality to her work, she is also a certified home stager. She makes sure the listings show up well with professional photos, custom home plans, and even staging for those that need the help.

Such well-considered touches make it easy for homes to show with a perfect look. It also makes them easier for other agents to market.

The mother of four kids, Jami loves spending time with her family and is a big part of her local community. She loves the Monona area and loves to be active outside on a boat or by a lake. Although a huge reader, she somehow also finds time to spend working on her own home with projects and remodeling. Her future business plans will eventually include a small team. Right now, she is happy to keep doing what she is doing. These things she likes, connecting with people, getting to know them, helping them find the right home, and figuring out all the ways to make each situation work, make this business enjoyable and successful for her.

TO REACH JAMI ERICKSON: MOBILE: (608) 381-3606 EMAIL: jamishouses@gmail.com WEBSITE: jamishouses.com BROKERAGE: Realty Executives Capital City www.

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 20

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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Top Agent Magazine

ZACH OTTEN Zach Otten knows his way around Southeast Wisconsin. Whether on vacation or relocating, visitors can learn about the area’s hot spots and dives through Zach’s video playlists on Facebook.

“When we sell a house, you know, they're always asking where can I go for activities? Where can I go for pizza?” Zach explains. He offers answers through video playlists reviewing attractions by category. “I don't charge anything for it.

It's just free publicity for all these different businesses. And I'd like to highlight the ones that maybe aren't the most well known.” By becoming a resource to visitors, Zach has seen his sales volume soar to $11 million in his third full-time year in the business.

Zach came into real estate on the heels of a career in marketing. He began as an assistant, handling mailings for another agent. Believing in his potential, that agent signed Zach up for real estate classes. After earning his license, he sold properties part time for two years before becoming the second member of the team. On the strength of that collaboration, the group has since grown to include seven agents.

Zach enjoys the freedom real estate offers compared to his previous desk job. “It's very nice to be able to get out and about,” he says. From his own home buying experience, Zach knows the thrill of closing on a property.

The ultimate moment for him is sharing that joy with a client. “When you get to that closing table and see the excitement on the buyer’s face, there's a lot of enjoyment in that. And it's fun to help people. I love this area, so when you have someone that I can help find their own place in the area and see the excitement that it brings them, it's a great experience.”

Zach’s video reviews keep him plugged into the local community around Lake Geneva, a hotbed for tourism.

He likewise creates detailed videos marketing his properties to vacationers in the urban areas nearby. Lake Top Agent Magazine

Geneva is centered only about an hour from Chicago, Milwaukee and Madison. In addition to social media blasts and postcards that go out everywhere, Zach and the team’s Chicago agents target residents of that city.

Events attract tourists year round, and some visitors end up buying vacation homes there. “They come up for a weekend and decide that maybe they want a second home up here,” he says. “That's a large amount of our current deals with Illinois residents living up here part time or full time.”

In the future, Zach would like to be able to serve the all-around needs of buyers in the second home market. He already provides local insight and hopes to soon begin managing short-term rentals in the area.

He foresees building a network that could also manage remodels and long term property management. “I think my end goal is to have a one-stop shop. Whenever I sell a house up here, I can direct my clients to it and they know exactly where to go for the best whatever they're looking for. And on top of that, it's only helping our local businesses as well, which benefits everybody.” With more time in, he also expects to see more referral and repeat business. “Our team is really growing like crazy,” he says. “And it's nice to be a part of a team and to get our name out there and continue to grow.”

To learn more about Zach Otten, please all 815.382.5585, visit homesofwisconsin.com or email zach@starboard-group.com www.

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