April 2017 by Featured Agent

April 2017

Fresh start â&#x20AC;&#x201D; Spring home staging tips

What to expect if you decide to become a

land lord

Matthew Norman also featured:

Alicia Graves Lisa Sammataro Edith Schell Dave Strassman

Setting the tone for success

contents professionals 7

Fresh start â&#x20AC;&#x201D; Spring home staging tips

Top 10 Traits of successful real estate agents

Setting the tone for success â&#x20AC;&#x201D; How to set reasonable expectations with buyers and sellers

buyers&sellers

Featured Agent Magazine Phone 888.437.5707 Fax 888.849.3663 contact@featuredagentmagazine.com www.featuredagentmagazine.com 2

What to expect if you decide to become a landlord

Boost curb appeal for under $100

Materials and content included in Featured Agent Magazine and on featuredagentmagazine.com are subject to copyright and may not be copied or reproduced in any part without prior written consent. Featured Agent Magazine is published by Times 3 Publishing Group, LLC. Publisher shall not be liable for any inaccuracy, error, or omission and makes no representations or warranties of any kind, express or implied, as to the information, content, or materials included.

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Matthew Norman

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Alicia Graves

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6Dave Strassman 17

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Edith Schell

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Lisa Sammataro

Visit www.featuredagentmagazine.com to find out how to recommend a professional to be featured, advertise or subscribe. Copyright Featured Agent Magazine

What to expect

if you decide to become a landlord

You’ve found your new home. It’s perfect, and you can’t wait to move in. Yet, even though your new home has all the bells and whistles you’ve been dreaming of, the thought of letting go of your current home feels a lot like having to throw out your favorite sneakers. You know it is time to say goodbye, but it is so comfortable, and familiar… and you are going to miss it.

But what if you didn’t have to let go of your current home? What if you decided to keep it and rent it out? Would it make sense for your situation? Are you cut out to be a landlord? If you’re wondering if becoming a landlord is a smart decision for you, it’s best to first weigh these three considerations carefully. You’ll want to run some basic numbers to determine

Will You Make Money by Renting Your Home? 4

whether you can secure enough rent to cover your mortgage on your home each month. However, there’s a lot more to being a landlord than just collecting rent. Keep in mind you’ll need to continue paying for repairs, taxes, insurance, HOA fees (if applicable), along with absorbing costs of vacancy. If you find that becoming a landlord is going to cost you money each month, it is probably in your best interest to sell your home with the help of an experienced REALTOR.® On the other hand, if the numbers indicate that even with all expenses of maintaining the property factored in, you’re still turning a profit; becoming a landlord may be a very smart decision.

Are You Ready to Deal with Tenants? There are many wonderful tenants, who you’d undoubtedly love to have living in your rental property. There are Copyright Featured Agent Magazine

As a landlord, unless you choose to turn the responsibility of renting your home over to a property management company, the onus will be on you to successfully work with your tenants. available to tenants, should emergencies arise. You’ll need to have time to show the home during vacancies and repair the home between tenants. You must be willing to spend time finding contractors or vendors (unless you’re planning to make repairs, clean, and update on your own). You’ll need to set aside the time to learn to read credit reports, and/or background checks on potential tenants. You’ll also need to become familiar with laws and regulations in your state regarding your responsibilities as a landlord, and the rights that your tenants have while renting from you. So, is becoming a landlord right for you? If you answered “Yes” to the three questions above, keeping your home and renting it out may be a natural fit for you. However, there are still many additional and important items to consider before ultimately deciding whether to sell or rent your home.

also some tenants who can make your life a nightmare. Exceptionally messy tenants for example, may cause you great stress. Noisy tenants who irritate neighbors may also make your life difficult. Tenants who are chronically late in paying rent may cost you sleep. As a landlord, unless you choose to turn the responsibility of renting your home over to a property management company, the onus will be on you to successfully work with your tenants. If you don’t feel ready to handle any of these situations, becoming a landlord is probably not in your best interest. Do You Have Adequate Time to Be a Landlord? Should you make the decision to become a landlord, you must accept that you’re agreeing to make a significant time commitment. If you personally manage your property, you’ll need to plan to be Copyright Featured Agent Magazine

Subsequent considerations may involve analyzing market trends to see if the area where your home is located is appreciating in value, or depreciating. Likewise, you’ll want to crunch additional numbers to determine if you will make a profit if you sell now, and if so, how much of a profit you’ll make. You will want to know if you’ll be taxed on the profit from selling your home, and weigh that against keeping it and renting it. Suffice it to say, many of these financial considerations will be best decided through consulting with a trusted advisor such as your CPA or financial advisor.

If, on the other hand, you answered “No” to any of the three questions above, it’s unlikely that you will find becoming a landlord an enjoyable — or profitable — endeavor. In that case, it’s time to turn over the responsibility of selling your current home to an experienced REALTOR® who can ensure that you get top dollar for your sale. 5

featuredagent Alicia Graves magazine

One of the first things most real estate agents discover is that it’s a career where no two days are ever the same. For some, it’s a tough adjustment. For Fargo REALTOR® Alicia Graves, however, it’s one of the things she loves the most about her chosen career. “I love the people I meet and make it a point to stay in touch with my clients, even after the transaction is over,” she says.

As an agent serving the Fargo-Moorhead area and the surrounding communities, Alicia is proud to be part of Green Team Realty, where her broker is someone she knows well — her mom. “I actually started in the business as her assistant and found I really liked everything about the industry,” Alicia recalls. She has followed in her mother’s footsteps by staying true to her values. “My motto is to ‘play nice in the sandbox.’ Whether it’s clients or other agents, there’s a good chance you’re going to run into the same people a number of times during your career.”

Clients who choose to work with Alicia find she’s an agent who genuinely cares about the experience they have when buying or selling a home. Whether it’s a home inspection, choosing materials for a new build, or simply answering a question that’s keeping someone up at night, she is quick to respond and eager to educate. “I never want to leave anyone hanging. I do my best to guide them through the process,” she says. “If I don’t know the answer, I will always direct them to someone who can provide it and make sure to put them in contact with the professionals they need.”

In an industry that sees many real estate agents come and go within their first few years, Alicia’s nearly

decade-long career is something new agents would be wise to emulate. So what are some of the keys to her longevity and success? “It’s not a part-time job and you need to be flexible and adaptable,” she says. “You’re never bored. People change. The industry “Getting a personal referral from a client always makes me proud. It means clients felt I did a good job for them and feel confident enough to share my name with someone they care about.” changes. The houses change, nothing stays the same and even though I love it, that can be a hard adjustment for some people.” She also cautions new agents not to over-promise and to practice thorough followthrough. “I always tell people to stick with what you know, what you’re good at, and don’t say things that are outside the realm of possibility.”

While staying realistic and positive are keys to weathering the ups and downs of real estate, supporting the community also helps Alicia keep things in perspective. The Green Team chooses a particular charity to work with every year. Past partnerships have included the Homeward Bound Animal Shelter and Habitat for Humanity. This year, Alicia is excited to be assisting the Jeremiah Program, which helps single mothers with small kids get back on their feet through counseling, affordable housing, safe child care and access to higher education.

Alicia has a lot to be proud of in her real estate career, but there’s one thing that means more to her than just about anything else. “Getting a personal referral from a client always makes me proud. It means clients felt I did a good job for them and feel confident enough to share my name with someone they care about.”

Alicia Graves Green Team Realty | 3301 13th Ave S, Suite 102, Fargo, ND office 701.388.3503 | cell 701.866.6035 | AliciaGraves1@gmail.com www.GreenTMRealty.com 6

Fresh start —

Spring home staging tips

Even if the weather suggests otherwise, spring is right around the corner (and has already arrived in many places). With this change of season comes a change in the way you stage and present your listings. Spring is all about showing off a space that looks fresh, clean and inviting. Check out these pro-approved home staging tips for spring.

They don’t call it ‘spring cleaning’ for nothing Spring home staging starts with a deep cleaning. Winter is tough on a home’s interior. There’s been water and dirt tracked in on boots. Dust building up from heated dry air. And clutter accumulating from holidays and other activities. Before you start adding the aesthetic touches, get back to basics and be sure the home is cleaned and freshened from floor to ceiling. Encourage your sellers to overhaul and purge, rather than just stuffing clutter out of sight in closets. Remember, buyers will check closets for storage space Copyright Featured Agent Magazine

and if they’re overstuffed, it appears there’s not enough room for storage.

Turns out, it’s easy being green — Spring is all about new beginnings. This year’s Pantone Color of the Year — Greenery — is the perfect starting point for adding spring color to the home. The fresh hue is inspired by the color of new leaves, and is surprisingly easy to blend with other colors (Pantone calls it ‘nature’s neutral’). Give the home a fresh, trend-ready look and feel by incorporating the color into throw pillows, bed and bath linens and kitchen towels or placemats. Additional colors that will be hot for the season are blush pink, tan, sage and a spectrum of blues — from delicate robin’s egg to rich lapis. When in doubt, bring the outside in — Nothing says spring like something in bloom. Fresh flowers placed throughout the home are always an elegant 7

Spring is such a special time of year. Capture that feeling in your listings by staging them to reflect the promise of the season. You’ll attract buyers who will want to make your listings their new beginning. and upscale choice. But if that’s not in the budget, there are plenty of other ways to bring the outside in. Flowering potted plants are a more affordable and longer-lasting choice. Potted herb gardens are beautiful, fragrant and perfect for a kitchen windowsill. Indoor succulents remain a popular choice and require almost no maintenance. They’re an easy way to add greenery to any room.

From April showers to fresh flowers — While winter is all about scents that evoke cozy warmth — like vanilla and cinnamon — spring’s home scents should be fresh, clean and light. Think of those things that make you take a big deep breath, like laundry drying in the sun, freshly cut grass, or spring’s brightest blooms. Look for candles or oil diffusers in these scents and place them strategically throughout the house for 8

subtle hints of fragrance. Extra points if the candle colors echo the spring color theme.

Don’t forget those finishing touches — Showing homes this time of year is tricky. You might go through two or three weather changes in the same day. But you’ll be ready for them if you keep a fresh welcome mat by the front door, an umbrella holder in the entryway and hang a few Command hooks to hold raincoats or sweaters. Be sure the front walkway stays clean and unobstructed. On cloudy days, turn on lights throughout the house to chase away the gloom.

featuredagent Edith Schell magazine

Beginning a career in real estate while the nation was still in the midst of a recession wouldn’t necessarily seem like a great idea to most people. But most people aren’t Edith Schell, top producing real estate agent at d’aprile Properties.

“Buying a house is a very emotional process. I make sure that I am always there, and always available to walk them through the process, and explain every step of the way,” she says. Her dedication to delivering this type of premiere service is all worth it, considering the rewards she reaps from being a REALTOR.®

“I always knew I would go into real estate. My aunt was a REALTOR® and I loved watching what she did when I was a child,” Edith recalls. Her decision to enter real estate was further complimented by her husband’s successful and 20-year career as a mortgage broker. “We knew we would be able to help one another with referrals, and provide great service to our clients,” she says.

“Real estate is a fun industry. I work hard, but I get to meet interesting people, and there is nothing like that feeling when a client is jumping up and down, excited about buying or selling their house. To me it’s one of the best feelings in the world,” Edith says.

To that end, Edith was perfectly happy to help renters when the market was down, and today, she says that was one of the best decisions she made. “I did a lot of rentals, when I first started. Now, so many of the people I helped to find rental properties have come back and bought their first homes with me. Some of them are on their third or fourth house, and my business is now evenly split between buyers and sellers,” Edith explains.

After three consecutive years as a Top Producer, earning the Silver Key Award in 2014 and 2015, and being named a Platinum Award Winner in 2016, Edith’s star continues to climb. With a business that is almost entirely by referral, each year Edith’s sales have exceeded the previous year, and she plans to continue growing in the future.

Despite the lackluster real estate market at the time, Edith dove headfirst into helping others meet their real estate goals, regardless of their needs or budget. “The housing market seven years ago, was not hot,” Edith says. “But I have always wanted to be a real estate consultant, and advisor. I’m not just interested in selling a home. I want to build relationships for life,” she says.

The reason those first clients continue to rely on Edith, and refer her to others can be traced to the values and principles that guide her business. “I am honest all of the time, even when I have to explain to a client why something won’t work out. They deserve honesty, open communication, and transparency,” she says. In addition, Edith says that being available to her clients when they need her has been fundamental to her success.

“I have always wanted to be a real estate consultant, and advisor. I’m not just interested in selling a home. I want to build relationships for life.”

In fact, those rewarding feelings are second only to the joy Edith gets from spending time with her family. “We have a 10-year-old son, Vincent, and an 8-year-old daughter, Sofia. They are very active in sports, and school shows, so I spend my spare time volunteering at their school or attending their events,” she says. Her family also enjoys exploring all that Chicago has to offer in their spare time. “We also travel a lot and prioritize family time,” Edith says with a smile.

“I hope to build a team, and expand our reach outside of Chicago, and into the suburbs. I really love being the go-to real estate person for people I meet. I love when they ask me what is happening in the market or in specific neighborhoods. I love that they come to me with questions about their homes. I was taught early on to focus on relationships, and become an advisor, and I’m so glad that I followed that advice.”

Edith Schell

d’aprile Properties, LLC | Chicago, IL 773.593.9687 | eschell@daprileproperties.com www.EdithSchellRealtyChicago.com Copyright Featured Agent Magazine

Top 10 Traits of

successful real estate agents

It takes a special person to become a successful real estate agent. Succeeding in the business requires a unique set of qualities and skills that not everyone has. But when they all come together, the result is someone who is perfectly suited to the ups and downs of a life in real estate. These are the Top 10 traits real estate agents need.

Friendliness — As an agent, you have to be able to talk to all kinds of people about a wide range of topics. Being open and friendly is a must for real estate professionals.

Empathy — Agents deal with people at some of the highest — and lowest — points in their lives. Being able to empathize and understand what clients are going through is essential.

Listening Skills — Successful real estate agents are great listeners. It’s an important part of finding out what your clients true wants and needs are.

Sense of Humor — Weathering the ups and downs inherent to real estate is going to be easier — and more fun — for agents who are able to laugh at themselves and maintain a sense of humor when faced with adversity. Tenacity — Great real estate agents possess a mental toughness that may not always be on display, but is definitely there. They are tenacious, committed and goal-oriented.

Desire to Learn — With markets and technology changing at an ever-increasing pace, it’s essential for agents to want to learn more and continue their education throughout their careers.

Assertiveness — You want what’s best for your clients, and sometimes, you’ll have to fight for it. Being assertive while remaining professional is a balancing act the best agents have down pat.

Attention to Detail — When it comes to real estate, the devil really is in the details. When you’re working with contracts and figures, having a good eye for detail is essential.

Honesty — No agent lasts in this business without developing a reputation for honesty and integrity. Real estate agents must be committed to doing the right thing at the right time — every time.

Self-Starter — Perhaps the most important trait successful real estate agents share is the ability to motivate themselves. Without it, agents won’t last long in this business. You have to have the drive and desire to succeed.

Matthew Norman

While many view real estate simply in terms of helping clients buy and sell homes, Tacoma/Bellevue real estate professional Matthew Norman takes it further. He sees it as an opportunity to share his curiosity, passion and excitement for the wealth-building aspect of real estate with his clients to help them purchase an investment that will positively impact their financial future. But surprisingly, real estate wasn’t initially in Matthew’s career plan. “I attended the United States Military Academy and was planning on being an Army officer,” he explains. “But I ended up not passing my pre-commissioning physical because of a heart irregularity.” Returning to Washington, he was faced with the task of choosing an alternate career path. “I started to learn more about real estate, network with other professionals, and realized I could have a really big impact on people’s lives through this work.” 12

Now, Matthew is part of the Gallagher Real Estate Group, and focuses his business primarily in Pierce and King Counties. But he’s happy to help clients wherever they may need him, particularly military families. “Working with them is just a small way I can pay them for back for their service,” Matthew says. As part of a team, he has access to expertise on a number of topics, including purchasing at foreclosure auctions, land development and new construction. “Being part of a team allows each of us to serve our respective clients better and if something isn’t in our direct area of expertise, we have additional resources we can tap into.” Matthew acknowledges that potential clients in his market have almost unlimited choices for representation, which makes creating a point of difference even more critical. “Some agents will offer a reduced

commission to attract clients. But rather than just cutting our commission, we look for opportunities to leverage our skill set as a team,” Matthew explains. One important distinction he cites is working under the mentorship of his team leader, Greg. “He has 25 years of experience and when complex situations arise — and they always do — being able to call on that experience is a huge advantage.”

Before joining his current team, Matthew worked in another brokerage where he soaked up every bit of knowledge possible. “I oversaw hundreds of transaction for other agents. Rather than having to go through those transactions one-by-one by myself, I saw a lot of situations and challenges and learned how to work with different types of contracts.” He also spent nearly three years getting things organized and implementing systems to increase efficiency, Copyright Featured Agent Magazine

efforts that were recognized with the Operations Staff Member of the Year Award.

Being organized and system-driven isn’t the end goal itself, however. They are simply what allow Matthew to be more focused on building lasting relationships with his clients. “I believe if I focus on taking excellent care of people, the rest works itself out,” he says. “I can’t let myself focus on worrying about the commission or a million other distractions. 13

“I truly believe that when a person commits and focuses to bettering themselves, they can better the lives of others. Through challenging myself to serve clients better and add value, real estate has become much more than a job.” can say that all of his business comes as a result of repeat clients and referrals. “Through mentorship I learned the #1 most valuable marketing opportunity that a lot of agents overlook is one’s personal sphere of influence,” he explains. “I’ve built a system of keeping in touch with my sphere to let them know what I’m doing. Whether it’s a database drip campaign, newsletter, or phone call, I am checking in regularly. It just makes sense to take care of the clients you have now, rather than always looking for new ones.”

As a team, Matthew and his colleagues support their community through involvement in the LUNGevity Foundation. “My mentor, Greg’s sister has a rare form of lung cancer, and we are all committed to supporting her,” Matthew says. “We provide monetary donations and do walks, fun runs and other activities. It’s also an opportunity to educate people that 30% of lung cancer patients never engaged in the high risk behavior we usually think of being related to it.”

If you really focus on the relationship, getting to know somebody, understanding what their goal is and what’s important to them, the money comes; referrals come.”

That philosophy has certainly proven true for Matthew. He is one of the fortunate few agents who

As he continues to build his business, Matthew continues to grow, as well. “I love that through all the challenges of building a business, I feel like I become a better person every day,” he says. “I truly believe that when a person commits and focuses to bettering themselves, they can better the lives of others. Through challenging myself to serve clients better and add value, real estate has become much more than a job.”

Matthew Norman Greg Gallagher Real Estate Group | Tacoma/Bellevue, WA 206.226.8799 | matthewnorman@caliberre.com | matthewnorman.me 14

Boost curb appeal

for under $100

You know that one house on the block that always catches your eye as you drive by? It just has that certain something that always makes you look twice and think “what a cool house!” That something is called curb appeal. If you’re getting ready to sell your home, boosting its curb appeal is an important step to help ensure it sells quickly. But even if you’re not selling, why not bump up the curb appeal anyway? You’ll love seeing those special touches every time you return home. Plus, now your house will be the one that has that certain something that gets the neighbors buzzing. Here are several ways you can boost curb appeal quickly and easily. Best of all? Most ring in under $100! Create a Dramatic Door — There’s no easier way to make a statement than with a colorful front door. It stands out in the best possible way and causes people to look twice. The question is, what color? The possibilities are endless and only limited by your imagination (and maybe your HOA). Bold red, hunter green, and glossy black are classic choices. Turquoise, Copyright Featured Agent Magazine

yellow and mint green lend a vintage vibe, while lime green, gray and bright white feel contemporary. If you just can’t decide, download the app Front Door Paint, which allows you to see how different colors will look before you choose. The door makeover doesn’t have to stop with paint, be sure the hardware is looking good, too. You can clean, polish and even paint (using spray paint for metal) what’s already there or add new hardware to complete the new look.

The Numbers Count — If you’re selling your home, clearly visible house numbers are important so prospective buyers know they’re looking at the right house. But more than that, stylish house numbers can enhance the overall look of your home’s exterior. Choose a font and material that complements the architectural style of your house for a clean, cohesive look. Prioritize Plants — Bursts of color from fresh flowers add a warm and welcoming look to the front of your home. You can install window boxes, a vertical

hanging wall planter, or simply cluster flowering potted plants into small groupings. If entry space is limited, you can achieve the same feeling by using hanging planters. If the climate doesn’t allow for summer flowers, or if you prefer a minimalist look, potted succulents are a trendy (and easy care) alternative.

Don’t Forget the Details — Pay attention to the small details that can make a big difference in your home’s curb appeal. Fix or replace torn window screens, keep sidewalk cracks and edges free of weeds and grass, power wash the driveway until it looks pristine, and roll up or put away garden hoses.

Shed Some Light — Exterior lighting is more than an aesthetic issue, it’s one of safety as well. Make sure you have ample illumination by the front door and along the front walkway. If outdoor lighting fixtures are looking worn and weather-beaten, clean them first, then polish or paint them. Line the front walkway with solar twinkle lights or light stakes. It might not seem 16

Quick Fixes No time for a project? Here are five ways to instantly improve curb appeal. • • • • •

Scrub the front door and polish hardware Put out a new welcome mat Clear the front porch light of bugs and leaves Add a grouping of flowering potted plants Pick up trash and yard debris

like much during the day, but at night everyone will notice the beautiful glow.

You’ve Got Mail(box) — A saggy, shabby, weatherbeaten mailbox can downgrade the overall look of your home. If yours is still in good shape, clean it and give it a coat of fresh paint. If it’s seen better days, upgrade to something new. Copyright Featured Agent Magazine

featuredagent

magazine

When REALTOR® Dave Strassman decided to get into real estate five years ago, it wasn’t an overnight decision. In fact, it was something he’d been thinking about doing for a long time. “I had been buying and selling houses for more than 10 years, and the whole time I always found my own properties, the agents never seemed to find them,” he recalls. “So I finally decided to get my real estate license in 2011.”

Since then Dave has gone about growing his business strategically. He initially worked with Century 21, then moved to a start-up agency where he had a 10+ million-dollar first year. That success propelled him to open his own agency, Riverbend Realty Group, in September of 2016. “A client came to me with a building they wanted to sell and suggested I buy it, so I did!”

Dave finds a majority of his business happens in Eau Claire, Chippewa and Buffalo Counties, with an eclectic mix of transaction types, including many land deals and rural properties. “Many people want to get out into the country and I can help them with that,” Dave says. “A lot of agents don’t understand wells, septic systems and other unique aspects of rural properties. I do, so I’m able to help rural property buyers and sellers as well as traditional residential clients.”

Dave Strassman Dave learned early on in his real estate career that a successful transaction means making sure all the details are covered and nothing gets overlooked. “From day one it was taught to me to do things the right way, rather than doing them quickly just to get them over with,” Dave explains. “You have to get it right from the beginning and not leave loopholes in contracts that can come back and be a problem later. When you do things correctly, you’re going to protect yourself and your client the best you can.”

Other agents often ask Dave how he’s achieved his level of success in a relatively short amount of time. Many think there must be some secret he’s keeping to himself, but in reality, it’s about getting back to basics. “It’s really so simple,” he says. “It comes down to treating people how you want to be treated. I work hard for all my clients. I will rush out the door as quickly to show a $50,000 house as I will a $300,00 house.”

Although Riverbend Realty Group is in its early stages, Dave is never one to be content with the status quo and already knows how he would like it to grow. “We want to grow for quality, not quantity,” he says. “Slowly bringing on good, experienced agents will be one of the keys to our success.”

The ability to educate his buyers and sellers on what to expect as they go through the transaction is one of the many reasons clients choose to work with Dave. Whether it’s helping them prepare for an inspection or walking through hypothetical, ‘what if’ scenarios to get ready for what’s next, Dave never leaves his clients wondering where they stand. “A lot of people can give you an example of a bad experience they’ve had with real estate, but I believe if you just treat everyone the way you want to be treated, it makes everything a heck of a lot of easier,” Dave says. “Patience and explaining things in detail go a long way toward giving clients peace of mind.”

Dave Strassman Riverbend Realty Group | Eau Claire, WI 715.456.1500 | dave@riverbendrg.com | www.riverbendrg.com Copyright Featured Agent Magazine

Setting the tone for success—

How to set reasonable expectations with buyers and sellers

REALTORS® wear a lot of hats. As full-time marketers, advocates, consultants, and business owners, every day real estate agents are doing the job of multiple professionals. With demanding schedules, ongoing deadlines, and often late nights, and weekend work — there is a lot to juggle.

Those who do it well have learned that one of the keys to staying organized, keeping clients happy, and managing time for a personal life, is setting reasonable expectations with clients. By clearly laying out what your buyers, sellers and investors should expect from you as their trusted real estate representative, you’ll set a tone for success from the start of your partnership.

Here are smart tips from top-producing REALTORS® for setting reasonable expectations with your buyers and sellers.

Provide a Timeline — By letting your sellers know each week what marketing efforts you’ll be initiating, they will feel confident in your organization, and won’t be as likely to feel the need to contact you if they don’t hear from you for a few days. Likewise, when working with buyers, it’s equally important to provide a timeline of how the buying process will unfold. Providing buyers with deadlines, and expectations for how long each stage of the process will take, effectively empowers them through education, boosting their satisfaction with your overall service.

Share Your Schedule — Real estate can be a 24/7 profession, but it’s still smart to let your clients know your preferred schedule. If you take calls late into the night, let them know. If, however, you return calls and texts received after 8pm the following morning, be sure to let them know that as well. If you try to take certain days off each week, or have weekly evening engagements, make sure your clients are aware that you’ll be unavailable during those hours.

Refuse to Overpromise — It’s unwise to tell a buyer that you can get the seller to pay for repairs or to promise to sell a client’s home within a set period of time. Even if you’re fairly confident that you can accomplish either of these, it’s best not to make any guarantees. It’s much better to have clients who are elated by a pleasant surprise, than it is to console a disappointed client. 18

Provide Worst Case Scenarios — Strange as it sounds, by informing clients of the worst that can happen from the start, you’re safeguarding the relationship by avoiding a bombshell later on down the road. If your seller is insisting on pricing their home at a level that the market won’t support, explain the dangers in doing so. Or when working with buyers, prepare them for the possibility of a home inspection coming back with significant issues, particularly if they are interested in an older home. Establish Clear Communication Methods It sounds simple, but determining which method of contact your clients prefer for communication is often overlooked. From the start, be sure to inquire whether they want to be reached via text, email, or phone calls and how often they would like to be updated. Knowing how your buyers or sellers will respond best to you, and you to them, will go a long way in ensuring that an open dialogue is maintained, and that no items go unaddressed.

Introduce Them to Everyone Involved — If you will be having an assistant, a showing agent, or anyone else contact clients on your behalf, be sure to let them know who each person is and the role they will play. This will prevent your clients from feeling like they are being shuffled around, or confused about why they are receiving calls or emails from your colleagues or team members.

Provide A Clear Picture of the Market from the Start — When it comes to setting reasonable expectations with your buyers or sellers, sugarcoating the market will not do you any favors. It’s important that sellers are informed about comps, and are made aware of trends, or shifts in the market immediately. Likewise, buyers should be educated on precisely what their budget will allow for, using statistics, analysis and data.

Setting reasonable expectations with buyers and sellers is a best practice for keeping your clients informed, aware, and happy with your service from start to finish. As a bonus, you’ll likely find that this process is a win-win for both of you, as you’ll be more likely to stay on target with your own personal and professional obligations and responsibilities.

featuredagent Lisa Sammataro magazine

Lisa Sammataro’s decision to become a real estate agent in Bergen County was born of a desire to work in the area she loves and directly with the people in her community. A former book publicist, Lisa moved to Ridgewood from New York City in 1994. After taking a bit of time off to be with her children and working internationally with a nonprofit on medical mission trips, Lisa recognized the incredible opportunity to be of service that a career in real estate would afford.

“My young family and I moved to Bergen County from Manhattan 23 years ago,” she says. Since that time, Lisa has learned the ins-and-outs of Ridgewood and surrounding communities, not only by living in the area but also by immersing herself in the community. By way of example, she’s currently on the board of the Ridgewood Chamber of Commerce and the Ridgewood A.M. Rotary Club. However, becoming a REALTOR® with Keller Williams Village Square Realty provided an even greater opportunity to help others in her hometown.

“I really love helping people,” Lisa says. To that end, she’s spent years getting to know the best services and service professionals in the region. “I have a lot of resources that I can call on to help clients get to that next stage in life,” she explains.

In fact, Lisa’s specialty lies firmly in helping others get to their next stage — whatever that may be. Although she works with a variety of buyers and sellers, she has niche specializations in assisting first-time homebuyers and working with baby boomers and seniors who are ready to downsize.

“I especially love working with first-time homebuyers. It is such an exciting time for them. They are also understandably nervous. It’s typically their first move to the suburbs from the City, Brooklyn, or Hoboken and

they want to know what the commute is like, what types of community, cultural, and social activities will be available to them. I did the same thing, so I relate to this demographic. I spend a lot of time educating my clients on the home buying process and showing them the community,” Lisa says. Likewise, she loves being able to help baby boomers and elders to sell their homes and downsize, when the time is right. “These are often people who have been in their homes for a long time and really need help with the emotional and daunting process of selling. I enjoy being there for them through this. I really care about my clients, and I will go to great lengths to help them, even if it is beyond the traditional scope of my job.”

Continuing she says, “There are a lot of moving parts in a real estate transaction in New Jersey, and I try to be compassionate and tenacious. I’m very good at troubleshooting and enjoy problem-solving, so my clients don’t need to worry about staying on top of everything. I will do any necessary worrying for them,” she says with a smile. Her love of working with seniors led Lisa to earn her Seniors Real Estate Specialist (SRES) designation last year. She also holds the Certified Negotiation Expert (CNE) and the Certified Distressed Property Expert (CDPE) designations. Lisa’s clients clearly appreciate her above-and-beyond approach to helping in any way she can, as a full 70% of her business comes directly from referrals. She’s also been awarded the 5-Star Professional Award for the last three consecutive years, due to the meticulous service she provides. Similarly, the New Jersey Association of REALTORS® has also awarded her the Circle of Excellence Sales Award for the past several years.

So where does Lisa plan to go from here? She looks forward to growing her team in the future and relishes the idea of continuing to pay forward the guidance she received when she first started in real estate. “I find mentoring new agents to be very gratifying. I would like to help more agents to grow their businesses and become successful in real estate in the future.”

Lisa Sammataro Keller Williams Village Square Realty | Ridgewood, NJ 201.970.8183 | lisasammataro@kw.com | www.bergencountyhomesearch.net Copyright Featured Agent Magazine

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