INDIANA EDITION
Take My Word For It: COVER STORY
MICHELLE BORDEAU
THE POWER OF TESTIMONIALS & MAKING WORD-OFMOUTH COUNT
MASTERING TALENT ACQUISITION
In Real Estate
MILLENNIAL BUYERS:
Where They Are & What to Know
THRIVING THROUGH THE SLOWDOWN:
What Top Agents Do When Mortgage Rates Are High And Clients Hit Pause
INDIANA EDITION
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MICHELLE BORDEAU
CONTENTS 4) Take My Word For It: The Power Of Testimonials & Making Word-Of-Mouth Count 6) Mastering Talent Acquisition in Real Estate
15) Millennial Buyers: Where They Are & What To Know 20) Thriving through the Slowdown: What Top Agents Do when Mortgage Rates are High and Clients Hit Pause
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Take My Word for It:
The Power of Testimonials & Making Word-of-Mouth Count Ratings, reviews, and testimonials are among the most powerful tools an agent or real estate professional has at his or her disposal. Think of it this way: almost all of us go online to get a sense of dining options, film scores, and product reviews. When it comes to real estate pros, people want the same measure of comfort and advice from those who have already experienced your services. The bottom 4
line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver. With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.
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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do. If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-placed testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.
Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. They dive into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by showTop Agent Magazine
casing stellar reviews and testimonials that shine upon your character and delivery. When pitched by two agents with similar experience and credentials, but only one has the testimonials featuring positive experiences and lasting relationships—wouldn’t you be more inclined to work with the agent who has a proven track record of success?
Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective. If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial. Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.
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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 6
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.
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• 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.
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:
• 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. Top Agent Magazine
• Ensuring Your Brokerage Stands Out:
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.
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• 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. 8
• 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.
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MICHELLE BORDEAU
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Michelle Bordeau — Guiding Northern Indiana Clients Through Every Stage of Real Estate Michelle Bordeau began her career in property management before becoming a real estate agent. As her property management company continued to grow, she realized that earning her real estate license would allow her to better serve clients while expanding the ways she could support them. It gave her the opportunity to help property owners not only manage their investments, but also buy, sell, and grow their real estate portfolios. It also allowed her to better assist tenants who were ready to transition from renting to homeownership. 10 Copyright Top Agent Magazine
Now 15 years into the business, Michelle has built a career centered on helping clients through every stage of their real estate journey. She has an incredible team at MBSR Rentals LLC that supports her property management operations and helps provide exceptional service to property owners and tenants. On the real estate side, she is affiliated with Sunrise Realty, where she works independently as a Realtor while collaborating with her brokerage when needed. This combination allows her to offer personalized attention backed by the resources of both Top Agent Magazine
her brokerage and her experienced property management team. Michelle primarily serves Northern Indiana, including Elkhart, South Bend, Mishawaka, Granger, Goshen, Bristol, Middlebury, Nappanee, Warsaw, and the
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surrounding communities. Through her experience in both property management and real estate, she has seen the opportunities the area offers for homeowners and investors alike. She loves the strong sense of community, the relative affordability of the market, and the chance to help
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Michelle has built a career centered on helping clients through every stage of their real estate journey. She has an incredible team at MBSR Rentals LLC that supports her property management operations and helps provide exceptional service to property owners and tenants. revitalize neighborhoods while building lasting relationships with clients. Michelle believes marketing should tell a story, not simply showcase a property. Every home has something unique to offer, and she works to highlight that through professional photography, strategic social media marketing, MLS exposure, and her company website. Beyond marketing, Michelle believes Copyright Top Agent Magazine 12
her greatest asset is the relationships she builds. She strives to provide honest communication, education, and exceptional service throughout every transaction. For Michelle, client care does not end at the closing table. She stays connected through social media, personal checkins, emails, holiday greetings, and by remaining available as a resource for questions about real estate, investing, or Top Agent Magazine
homeownership. Her goal is to be a trusted real estate professional for life, supporting clients not only through one transaction, but through every chapter of their real estate journey. Looking back, Michelle says she did not realize how rewarding real estate would
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become. If she had known the joy and fulfillment it would bring, she would have started sooner. One thing she would never change is her work ethic and willingness to keep learning. Building strong relationships and treating every client with honesty, integrity, and respect have always been the foundation of her business. If she
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could do anything differently, she would have invested sooner in systems, technology, and building the right team. Giving back is also important to Michelle. She volunteers as a coach for Girls on the Run, helping young girls build confidence, resilience, and leadership skills. As a breast cancer survivor, supporting breast cancer awareness is especially meaningful to her. She also supports the Elkhart
Community Schools Co-op Program, the YWCA, and Motels4Now, helping connect people with safe housing, resources, and real-world opportunities. Michelle is grateful to God, her father Clyde, her family, clients, mentors, and Josh Schirr for their encouragement and support. With a career rooted in service, integrity, and community, Michelle continues to help Northern Indiana clients move forward with confidence.
To learn more about Michelle, please visit: LinkedIn | Facebook | Instagram
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Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there Top Agent Magazine
is one generation that is making big strides in homeownership these days: Millennials. Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about
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a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.
Where do Millennials prefer to buy? Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the
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tech industry. The good news is that you can court Millennial clientele no matter where your service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.
What sort of communication do Millennials prefer? Most Millennials are digital natives, or close to. That means they grew up learning
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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know
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that you’re savvy, available, and understand the value of their preferred method of communication.
Are Millennials ready to buy? It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials may be waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound
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financial position. Likewise, student loan debt has proved a major financial inhibition for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home. Also consider fielding Millennial clientele with the long view in mind. You might be 18
courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen times from their phone. As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.
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Laughs!
Graham Harrop Graham Harrop Cartoons Cartoons
Putting the power of humour to work for you!
Putting the power of humour to work for you! grahamharrop.com
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Thriving Through the Slowdown: Slowdown:
WHAT TOP AGENTS DO
When Mortgage Rates Are High and Clients Hit Pause Written by Jessica Fisher, Top Agent Magazine Publisher
When mortgage rates climb and client confidence stalls, the real estate market shifts into a slower gear. Buyers put their plans on hold, sellers get nervous, and suddenly, those once-hot leads go cold. It’s a cycle every agent knows—but not all navigate it the same way. 20
The most successful agents don’t just wait out slow markets; they work them. They use downtime as runway. Because real estate, at its core, is a rollercoaster—filled with highs, lows, unexpected turns, and thrilling rebounds. And those who understand that are always preparing for the next climb, even when the ride slows down.
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What Agents Should Do in a Slow Market Here’s how top-producing agents maximize their time and mindset when the market cools and clients choose to wait.
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Embrace the Downtime as a Strategic Gift
It’s tempting to view a slow market as a setback—but what if it’s actually a setup for your next breakthrough? Downtime allows you to do the work you often push aside during busier seasons. Think of it as your off-season training. Athletes don’t just play during game time—they condition, study, and strategize during the off-season so they’re sharper when competition returns. The same applies here. • Revisit your business plan. What worked this year? What didn’t? Refine your goals and track your metrics. • Organize your systems. Clean up your CRM, refresh your email templates, and streamline your listing and buying processes. • Take a break—intentionally. Recharging your mindset is productive, too. This industry demands energy, and rest is part of resilience. By shifting your perspective from scarcity to strategy, you’ll find that this “slower” time can actually be your most productive yet. Top Agent Magazine
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Master Your Market and Elevate Your Expertise
In uncertain markets, clients crave certainty. That doesn’t mean you have all the answers— but it does mean you can provide clarity. Use this time to become the agent who doesn’t just show homes, but explains the market. • Deepen your economic knowledge. Understand how interest rates impact buying power and pricing trends. Learn how sellers can use concessions or rate buydowns to create win-win deals. • Get additional certifications. Consider designations like Certified Residential Specialist (CRS) or Accredited Buyer’s Representative (ABR®) to enhance your expertise. • Follow local data weekly. Be able to answer: How many homes sold last month? Are prices holding steady? Where’s the inventory? The more fluent you are in your market’s story, the more confident your clients will be in working with you—even if they’re not ready yet.
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Stay Top of Mind Without Selling
When clients feel uncertain, the worst thing you can do is push. Instead, lean into valuebased marketing. Show up as an advisor—not a salesperson. • Create useful content. Videos, newsletters, or blog posts that break down current conditions show you’re active and informed. • Host no-pressure events. Webinars like “What Buyers Should Know in Today’s Market” or community meetups keep your presence warm and helpful. • Send personal check-ins. Reach out to past clients just to say hello, share a relevant tip, or see how their home is treating them. These moments build trust. So when your client is ready to move, they’ll remember that
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you stayed engaged—not just when the market was hot, but when it mattered most.
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Focus on Relationships, Not Just Transactions
Deals may slow down, but relationships never go out of season. Use this time to deepen your network. • Reconnect with past clients. A note, call, or coffee can spark future referrals or repeat business. • Collaborate with vendors. Stagers, lenders, inspectors—now’s the time to build stronger partnerships and find ways to co-market. • Give first. Recommend local businesses, highlight community events, or offer to help with homeownership questions. Being generous with your time builds loyalty.
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Keep Showing Up— Because the Slow Market Will Turn
History shows it time and again: real estate rebounds. Rates drop, confidence returns, and the clients who were waiting suddenly jump in. The question is—will you be ready when they do? Consistency is your competitive advantage. • Keep posting. Even if engagement dips, stay visible. • Keep learning. Markets shift, and knowledge is your edge. • Keep moving. Host open houses, preview listings, attend broker tours—activity fuels momentum. Agents who retreat during slow periods have to start over when the market wakes up. But those who stay present, focused, and proactive? They’re already ten steps ahead.
Use the Dip of the Slow market to Prepare for the Climb Real estate is a cyclical business. Every slowdown is followed by an upswing. And the agents who succeed long-term are those who accept that truth, prepare through the pauses, and never let external conditions define their value. High mortgage rates might slow your pace, but they don’t stop your purpose. Embrace the down-time. Improve your skills. Stay visible. Strengthen relationships. Because when the market comes back—and it will—you won’t just be back in the game. You’ll be leading it. Top Agent Magazine
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