February 2018 by Featured Agent

February 2018

The perks of purchasing — Tax breaks for homeowners

The great eight —

Habits of successful REALTORS®

Master these

DIY skills

Jennifer Hendry

also featured:

Paul Martis

Top 10

Reasons to love your clients

contents

professionals 6

What to expect — Adding commercial to your real estate business

Top 10 Reasons to love your clients

The great eight — Habits of successful REALTORS®

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t featured cover agent

Jennifer Hendry q featured agent

Paul Martis

buyers&sellers 4

The perks of purchasing — Tax breaks for homeowners

Master these DIY skills

Who’s who in a real estate transaction

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The perks of purchasing —

Tax breaks for homeowners Paying taxes is one of the most complicated duties that today’s homeowners face. From endless forms and complex deductions to adjusted interest rates and more — there are countless rules to govern how homeowners pay their share. What that in mind, what does the average homeowner absolutely need to know when filing their taxes? For starters, keep these easy-to-apply maneuvers in mind as you file to get the most out of your home investment.

Mortgage Interest Costs — American homeowners are able to write off almost the entirety of what they’ve paid in mortgage interest — even for a second home in some cases. To claim your own write-off, keep tabs on Form 1098, provided by your lender. This document details just how much you can deduct from your mortgage interest. While you’re on 4

the hook for your principle mortgage, mortgage interest payments can be cited on taxes to reduce the overall payment due.

An Eco-friendly Tax Break — As a homeowner, you can make the cost-effective decision to update appliances, home systems, and basic features with eco-friendly models. This will not only diminish your monthly energy bill, but will also lower your tax payment. Energy-efficient fixtures such as windows, doors, and insulation can qualify you for a tax deduction. Note: these updates must meet the Energy Star designation in order to be considered for a tax break. Be sure to keep receipts and register these items once purchased and installed, which serve as further proof for your tax deduction. This eco-friendly tax credit counts towards 10% of the products’ cost (though it Copyright Featured Agent Magazine

While the U.S. tax code isn’t an easy obstacle to overcome, there are certainly a few ways you can reduce the burden of property taxes as a homeowner. does not cover installation fees and there are caps for the total credit you can be awarded). Construction Loan Interest for New Build Properties — If you paired with a builder to custom construct your home and took out construction loans in the process, you can write off the interest of those loans. Just as you can deduct mortgage interest payments and potentially deduct mortgage insurance payments, you can also deduct the interest stemming from construction loans. While this deduction only applies to the first 24 months of the loan, it can still provide meaningful relief when filing your taxes. Mortgage Insurance Costs — Certain borrowers are required to pay mortgage insurance, and this Copyright Featured Agent Magazine

monthly payment can add up over time. Here’s the good news: just as you can deduct mortgage interest costs from your tax payment, you may also be able to deduct mortgage insurance costs, reducing your overall payment by a significant share. If your adjusted gross income is less than $100,000 annually, you’ll likely be able to deduct the amount you’ve paid into mortgage insurance. If you make more than that $100,000 cut-off, you may still qualify for a partial reduction.

While the U.S. tax code isn’t an easy obstacle to overcome, there are certainly a few ways you can reduce the burden of property taxes as a homeowner. Keep these strategic tax breaks in mind to limit your tax payout, and your bottom line will enjoy the extra padding in the year that follows. 5

What to expect —

Adding commercial to your real estate business At first glance, selling residential properties may seem to be similar to selling or leasing commercial properties. However, upon inspection, the two fields are extremely different in many ways. All the same, many real estate professionals enjoy the variety and challenge of helping residential buyers and sellers as well as commercial clients. So, if you’re curious about expanding your services to include commercial listings and purchases, here’s what you should expect. You Need Patience While Waiting for a Paycheck — Remember when you first started in real estate and it felt like it took a lifetime to earn that first paycheck? In commercial real estate, you should expect to wait at least as long, and often much longer before you begin generating income. If you’re not able 6

to sustain yourself for at least six months, it’s probably not a great idea to focus all your efforts on commercial real estate.

You’ll Need to Enjoy Numbers — Financial analysis plays a huge role in commercial real estate transactions. From market demographic studies, to break-even ratios, to population growth trends — in commercial real estate, incredibly detailed statistics are often required by clients. If you don’t love numbers, commercial real estate may not be for you.

You May Not Receive the Same Client Appreciation — For many REALTORS,® the most rewarding part of their job is watching clients fall in love with their dream home, or a young family buy Copyright Featured Agent Magazine

Adding commercial real estate to your list of skills, strengths and talents is a big undertaking, but it also has the potential to deliver incredible rewards.

their first home. Gratitude expressed by sellers after you’ve gotten them top dollar for their home can be invaluable. In commercial real estate, the focus of transactions is far less emotional. It’s more about functionality than feelings. Due Diligence Dominates Everything You Do — In residential real estate, due diligence must be conducted to effectively represent your clients, but it’s nothing compared to what will be expected of you in commercial real estate. From understanding zoning laws, to permits, to incredibly complex contracts and leases, you need to love learning and be dedicated to intensive studying if you’re considering branching into commercial real estate. Transactions Take More Time — In commercial real estate, it is not uncommon for transactions to take months and months to complete. Some may even take as long as a year.

Don’t Expect Your Database to Deliver Commercial Sales — Even the most meticulously cultivated residential real estate database isn’t likely to translate into immediate commercial real estate success. Instead, you’ll need to spend time cultivating new relationships with business decision makers. However, that doesn’t mean that you shouldn’t let your existing clients know you’re adding commercial real estate to your repertoire. Any leads you may get from your existing clients are certainly a great place to start, while you begin networking with a new sphere of potential clients. Copyright Featured Agent Magazine

If you decide that you are cut out for trying your hand in commercial real estate, remember to keep in mind the following key tips:

Relationships Still Reign Supreme — Commercial real estate success is largely contingent upon relationships, just like residential real estate. So, remember to follow up, set appointments, respect your clients’ time, and give your all to each relationship you forge.

Invest in Your Training — Attempting to navigate the realm of commercial real estate without training is risky. Consider attending a program such as NAR’s CCIM to get comprehensive training and education in the field of commercial real estate.

Make the Most of Technology — Webinars, podcasts, websites, blogs, and more can be extremely useful in helping you absorb information about commercial real estate, all while you’re continuing to work with residential buyers or sellers.

Adding commercial real estate to your list of skills, strengths and talents is a big undertaking, but it also has the potential to deliver incredible rewards. If you’re still not sure if commercial real estate is for you, it’s always a great idea to speak with those who are succeeding in the field. Consider tagging along on a shadow day, or meeting with different commercial real estate brokers for coffee or lunch, to get an inside perspective into the challenging field of commercial real estate. 7

featuredagent Paul Martis magazine

After concluding his service in the military, Paul Martis went on to earn a degree in urban planning. For the next 15 years, he honed his skills in marketing and sales while working in the steel industry, before pivoting to a role with an airline telecommunications developer where he got his first taste of commercial real estate. There, he gained meaningful experience negotiating commercial leasing deals, bolstering a skillset that would soon prove pivotal. When he made the decision to pursue his real estate license, Paul knew early on that he wished to work with commercial property. Today, he’s carved out a masterful reputation for professionalism, forward thinking, and as a highly regarded industry educator. He has also earned a host of designations and accolades to date, including the coveted Certified International Property Specialist (CIPS), and NAR’S Commercial REALTOR® of the Year recognition, Signature Speakers Bureau, Mainstreet Commercial Ambassador and Coldwell Banker Commercial Diamond Society Team Award. When it comes to his service area, Paul and his capable team go where clients lead, having worked as far west as Ottawa and as far south as Champaign. Over the course of his career, he’s made incisive partnerships with fellow commercial brokers, which he considers his unconventional team of resources. Among them are an accredited land consultant (ALC), a CCIM designee, a (SIOR) broker focusing on large industrial and office spaces, as well as brokers with a diversity of language skillsets — including Mandarin, Urdu, and Spanish. Together, Paul and his network tackle commercial real estate deals far and wide, and his reach continues to grow internationally as he harvests more and more referral partners around the globe.

Today, more than a third of Paul’s business is driven by referral clientele, and largely by agents and other offices who understand his key expertise. Accordingly, his track record as both an agent and a commercial broker is proven, but Paul is also an avid educator. In his earlier days in the industry, he regularly taught classes and seminars aimed at emerging real estate professionals. Today, he’s at the head of an increasingly popular opportunity for professional growth — Newcastle CRE, a commercial real estate education enterprise through which Paul developed a four-day real estate boot camp aimed at residential agents interested in adding a commercial specialty to their services. Not only do his informative classes sell out often, but rights to his boot camp were acquired by the powerful Illinois-based Mainstreet Organization of

REALTORS® in 2017. Using his prior experience in residential sales, along with his insight into multi-family complexes and commercial property on the whole, agents benefit from Paul’s well-rounded expertise and understanding of many sides of the business. What’s more, his ardent commitment to integrity and hard work exemplify the qualities of a leader. “As a commercial REALTOR,® I’m driven by ethics and I’m very mindful of my responsibility,” he says. “I work to ensure that everything I do — from the industrial sector to office leasing or otherwise — is done by keeping my REALTOR® hat on at all times. It’s helpful to have experience both as a REALTOR,® and as a commercial broker. That’s part of what I try to teach in my real estate boot camp.”

Paul also ensures that the learning process is continuous, noting that the industry is constantly evolving, and it serves agents and brokers well to stay ahead of the curve and continue pushing forward. “It’s so important to keep learning,” he says. “The last few years I’ve pressed into international business, and it will continue to be my 2018 initiative to work with Asia’s many communities and markets. As a professional, you have to be willing to step out further and try new things in the industry.” In that vein, Paul has been a champion of emerging technologies as they relate to real estate marketing. Incorporating 3D imaging and floorplans, drone video, and high-quality photography are just a few of the ways Paul has parlayed his experience in residential real estate to his role in commercial brokering — another lesson he highlights in his real estate boot camps. Reflecting on what he enjoys most about his career, Paul cites the variety, diversity, and excitement of his work: “Each day is different,” he says.

To give back to his community, Paul has served on the Aurora, Illinois Board of Directors for Habitat for Humanity, and as part of Naperville Responds to Veterans — a cause close to his heart, and several other nonprofits starting in 2018. In his free hours, Paul most enjoys spending time with his loved ones, traveling, and holds a keen interest in boating, flying, horsemanship, and cycling. Looking ahead, Paul has plans to continue expanding his global reach, fortifying his business through strongly held relationships with fellow professionals the world over. He also plans to grow his team and expand his work and understanding of new cultures. In the meantime, he’ll continue serving the needs of his clients, while educating a new generation of real estate professionals in the process. With decades of experience under his belt and a mindful eye toward what’s to come, the road ahead is bound to be promising for Paul Martis.

Paul Martis

Coldwell Banker Commercial NRT | Oak Brook, IL 630.928.8843 | pmartis@comcast.net | www.NewcastleTeam.net 8

REALTOR® CIPS®

Master these

DIY skills

Among the many responsibilities of owning a home is basic upkeep and maintenance. When caught and taken care of in the early stages, many home repairs are fairly easy fixes. You’ll save yourself plenty of time, money and hassle if you learn to take care of them yourself. Of course, if a problem seems too big to handle on your own, it’s always best to be on the safe side and call a professional. But for those little day-to-day glitches, a few tools and some basic knowledge (plus a quick Google search) are probably all you will need. Here are several basic DIY home repairs and upgrades it makes sense to master:

Those Darn Doors — Whether they’re squeaking, sticking or slamming, chances are there’s at least one door in your home doing one of those things even as you read this. Fortunately, door issues are some of the fastest and easiest to fix on your own. If the door is:

• Squeaking — Squeaky door hinges are a nuisance. To quiet them down, spray WD-40 or rub petroleum jelly into the squeaky joint, opening and closing the door as you do so to work the lubricant in. If that doesn’t do the trick, lift the hinge pins halfway and spray some more WD-40, then slide the pins back in place. Copyright Featured Agent Magazine

• Sticking — Wooden doors are affected by changes in temperature and humidity. They contract in cold, dry winter weather and expand when the heat and humidity rise. Generally, a sticking door will eventually resolve itself when the weather changes. If, however, you have a stubborn door sticking year ‘round, it may be just slightly too large for the jamb. In that case, it will need to be shaved down slightly to fit. Unless you have some basic carpentry skills, that job is best left to a pro. • Slamming — A slamming door can really put a damper on a relaxing evening or a lazy morning sleeping in. To lessen the impact, use peel-and-stick weather stripping on the door stop to absorb the impact.

Water, Water, Everywhere — Did you know the average household wastes approximately 10,000 gallons of water a year due to drips and leaks? And 10% of homes have leaks that waste more than 90 gallons per day? Letting those leaks go is not only wasteful, it increases your water bill. Plus, many major household problems, such as mold growth, start as the result of water going where it doesn’t belong. Here’s how to address some of the most common causes of water leaks: 9

• Faucets — The most common cause of a leaky faucet is a worn-out seat washer. It’s an easy and inexpensive fix just about anyone can master with a little patience. It does vary a bit depending on the type, age and brand of your faucet, so it’s best to search for your faucet’s model number online to find specific instructions. • Toilets — A constantly running toilet can keep you up at night from the sound alone (not to mention calculating how much higher your water bill will be). The cause is most likely a worn or displaced flapper, float or chain — or some combination of those three. There are countless YouTube videos that run down the fixes step-by-step. Usually, they’ll only require a few bucks for parts and less than a half-hour of labor.

• Hose Bib — If you notice your water bill is higher than usual and you’ve checked all the usual suspects inside for leaks, there’s a good chance you have a leaky hose bib outside. It’s usually just a washer that needs replacing, which requires just a few steps and a screwdriver (there are plenty of YouTube videos for this fix, too).

One important thing to note about all these water-related repairs is that you’ll need to know where and how to turn off the water supply to each of these areas before you begin your work.

Pro Paint Prep — Painting is exciting because it can change the look and feel of any room for a relatively small investment. It’s so tempting to just grab 10

the roller, crack open the can and go town. But, if you do, you may not get the results you want. Paint will look better and last longer if you properly prep the surfaces first.

• Clean — It’s not always visible, but walls collect dirt, dust and grime just like any other surfaces in your home. At a minimum, wipe them down with a soft, dry cloth. If you’re feeling really ambitious, (or the walls are visibly dirty), wash them with a solution of laundry detergent and water — about three teaspoons of detergent to one gallon of water. Make sure they dry completely before applying primer.

• Prime — Using primer before painting helps to hide minor imperfections in wall texture, helps paint glide on smoothly and helps ensure you get the true color you’re hoping for. Talk to a paint expert at the home store about which primer works best for the paint you choose. • Odds & Ends — If possible, remove all furniture from the room to give you open space to work and avoid splashing or spilling paint on it. If you can’t move furniture out, cover it with drop cloths. Remove switch plates and cover any sconces, fixtures or decorative trim with painter’s tape.

Learning to do some basic home repairs and upgrades isn’t just a matter of practicality — although saving money and time is great. It’s also a way to deepen the pride you take in your home and fully participate in the experience of being a homeowner. Copyright Featured Agent Magazine

Jennifer Hendry

Jennifer Hendry While she was earning her degree in investment finance, Jennifer Hendry began a part-time front desk job at a prominent local homebuilding company. After graduation, when her employer offered her a job in sales and sponsored her real estate license, Jennifer rose to the occasion. That was back in 2007, and along the way Jennifer has earned incisive experience in the homebuilding and new construction sector, as well as a pedigree in general real estate sales. A little over a year ago, she pushed herself to the next level and partnered with fellow broker Chris Hone to create CrossView Realty. From the outset of her new enterprise, Jennifer knew she wanted to break the mold and make an impact. In their first year of operation, she and her business partner sold 90 homes, generating volume in excess of $20 million. What’s more, she’s carved out a reputation for honest, friendly, and results-driven service that continues to make a mark on the northeast Florida landscape.

While Jennifer primarily serves Duval County — one of the largest in the country — she also extends 12

her service to the areas of St. Johns County, Nassau County, and Clay County. At CrossView Realty, she co-leads a team of six additional agents. An impressive 50% of her business is driven by repeat and referral clientele — a true testament to the level of service she and her colleagues guarantee. “I live by the Golden Rule. I always treat people how I would want to be treated, regardless of price point or type of transaction,” she explains. “Whether you’re buying a $100,000 home or a $5 million home, you’ll get the same professional level of service. Everybody deserves to have a rock star REALTOR® on their side.”

To date, Jennifer’s professional experience has run the gamut, from new-build properties and second homes, to work with first-time homebuyers and investors alike. In the past, she also served in a major leadership capacity as a marketing executive. Her diverse industry insight and professional background affords her an expert’s eye when it comes to buying and selling property, no matter the customer. She Copyright Featured Agent Magazine

passes this value-add along to her customers, recognizing that the transactional process is difficult to navigate without an ally in your corner. “I take pride in my work and stand behind my morals and values,” she explains. “My parents and grandparents owned their own businesses, and I apply those same principles, and that old-school work ethic to what I do.” Beyond her knowledge and diligence, Jennifer never loses sight of the people central to every sale or purchase. “To me, my customers aren’t a number, they’re people. When I work with somebody, I like to learn about them, what their story is, what brought them here,” she says. “Listening and learning about someone helps you find that perfect home. It helps you transform an experience that can be overwhelming and stressful as you guide customers toward what they really need.”

When it comes to prepping listings to sell, Jennifer incorporates her background in marketing to take a comprehensive yet customized approach. Professional photography accompanies all listings, ensuring Copyright Featured Agent Magazine

each home puts its best foot forward. Oftentimes, this results in multiple offers above listing price and moves homes off the market with speed. She also utilizes targeted social media marketing to source ideal buyers. Regardless of the property, Jennifer tailors her marketing strategy to each respective home, adjusting her approach depending on the property’s needs, features, and neighborhood. Whether she’s working with sellers or buyers, Jennifer is conscious of her role as a financial steward and takes this responsibility seriously. “I never forget that I’m working with a customer’s money,” she says. “For instance, even a $1,000 price reduction makes a huge impact on a customer’s bottom line. Whenever we’re negotiating or talking numbers, I’m always operating from my customer’s perspective and considering how it affects their wallet. I try to get creative about where money can be saved and how to put more money in their pocket.”

Beyond her entrepreneurial spirit and people-centric approach to real estate, Jennifer is also service13

oriented. In fact, she and her business partner met on a mission trip. “Service is at the heart of who we are,” Jennifer says. “I love helping first-time homebuyers, someone who’s relocating for work or to be closer to family, as well as customers upgrading to a new home. I strive to help them achieve their goal while making the transaction as tranquil as possible. Of course, I also love a challenge. No two transactions or customers are alike, and I particularly enjoy the experiences that keep me on my toes.” In her free hours, Jennifer loves spending time with her family, especially her two young children — ages two and five. One of her family’s favorite pastimes

“I take pride in my work and stand behind my morals and values. My parents and grandparents owned their own businesses, and I apply those same principles, and that old-school work ethic to what I do.” is to host a backyard movie night. With an inflatable movie screen and a fire pit, Jennifer invites loved ones and customers-turned-friends to bring a lawn chair over for an evening of s’mores and family fun. “Oftentimes, my customers become like family,” she recounts. “Our relationship doesn’t end after a transaction. I want them to know they can always call me, and they do — even those from some of my first closings still reach out to me as a resource. I hope to be part of their lives forever.” As for the future of CrossView Realty, Jennifer has plans to grow her business into one of northeast Florida’s largest and most successful real estate operations — a one-stop shop for residential sales, purchases, property management, as well as commercial projects. Along with her progressive ambitions, Jennifer recognizes and emphasizes the importance of maintaining a boutique-level of attention to her customers. She also has plans to continue developing her office’s growing talent roster. “I always say that we’re only as good as the least productive person on our team, so I’m constantly working to make sure that we continue to cultivate the knowledge and resources needed to be the most effective representatives of our customers and the firm,” she says. With a decade-long career at her back and a determined eye towards what’s to come, prosperity awaits for Jennifer Hendry, her customers, and the team at CrossView Realty.

Jennifer Hendry CrossView Realty | Jacksonville, FL 904.463.2828 | Jennifer@CrossViewRealty.com | www.CrossViewRealty.com 14

Top 10 Reasons

to love your clients

Nearly every real estate professional we talk to tells us the same thing: they love their clients. And why not? Helping people buy or sell homes and invest in their future is one of the most rewarding careers there is. You’ve told us your clients:

Make Every Day Interesting — One of the best things about being a real estate agent is that every day is different. Your clients are the main reason for that. Whether you’re meeting someone new, closing a deal or just catching up with past clients, they make your day fly by.

Expand Your Horizons — Your clients are bound to each have different tastes in music, movies, TV, food, travel and all those things that make life interesting. They can clue you in to the best indie movie, a great new song or that under-the-radar restaurant that’s about to be huge. Help Grow Your Business — Word of mouth is powerful. Your current clients are your best source of referrals. Remember to ask every client to share your name with friends, family and coworkers. You’ll see your business grow!

Haven’t Heard Your Stories Yet — Your friends and family are probably getting tired of hearing those stories about that summer you were a camp counselor or the big-game winning play you were part of. But clients won’t be! Every new client gives you a chance to share your life story one more time.

Make You More Compassionate — Not only do you get to share your life story, you get to hear your clients’ stories, too. Learning about other people’s lives and backgrounds is bound to make you a more compassionate person. Become Your Friends — Very few careers offer the opportunity to create life-long friendships with a diverse range of people. We hear from many agents how their clients become their friends — or even ‘like family.’

Help You Be a Better Agent — Just when you think you’ve seen it all in a transaction, a client throws you a curve ball. But that’s OK. If every transaction was smooth sailing, you wouldn’t have the opportunity to improve.

(Might) Let You Steal Their Jokes — Need some new material? Your clients are sure to have some good one liners and funny stories they’ll be happy to share.

Help You Learn Patience — Real estate is a fast-paced business. But every now and then you get those clients who just can’t make up their minds. Don’t rush them. You’ll both benefit if you can let go and slow down a little.

Are the Reason You Stay in Business — If it wasn’t for your clients you couldn’t be successful in the career you love. And we can’t think of any better reason to love your clients than that. Copyright Featured Agent Magazine

The great eight —

Habits of successful REALTORS® Perhaps you are just getting your start in the real estate business. Or, maybe you’ve been an agent for a while but you’re not experiencing the success you envisioned. And even if you are enjoying great success, there’s always room to take it to the next level, right? Whatever your current situation, take some time to review the following habits. They are the proven practices highly successful agents we talk to on a daily basis rely on to stay at the top of their game.

Establish a Morning Ritual — One thing we hear time and time again from the most successful agents is how they have an established set of practices they use to start their day. Whether it’s a pre-dawn cup

of coffee combined with quiet meditation, or sweating it out at the gym (or some of both), starting each morning the same way helps set the stage for a more productive, less stressful day.

Ask for Help & Utilize Resources — Every individual agent is essentially the owner of their own small business. That doesn’t mean you have to go it alone, however. Turn to your managing broker, fellow agents and other professionals, such as mortgage lenders and title agents, to help you learn about the intricacies of different types of transactions. Additionally, start making an effort to utilize assistants and other resources to keep your workload manageable.

agents make continuing education a priority. They see the value in learning everything they can about the many different aspects of real estate. And they understand that designations add credibility and help them present to clients as a trustworthy authority.

Establish Boundaries — Many agents pride themselves on being available to their clients 24/7. While it’s certainly advisable to make clients a priority, you can do so without sacrificing every moment of your personal life. Setting up reasonable boundaries on your time, such as not taking calls during your family’s dinner hour, is healthy and allows you to create a more realistic work/life balance. Schedule Your Days — Most agents we talk to tell us how important it is for them to schedule their time, even when they’re not seeing clients. Setting aside time for essentials tasks, such as lead generation and follow-up, will help ensure you have a steady stream of leads in the pipeline.

While it’s tempting to do everything yourself to retain control, keeping up that pace can lead to burnout.

Develop a Business Plan — Many agents get started in the business with no real road map for where they’re going to go. They get a running start by relying on friends and family for business, but once those transactions come and go, they’re at a loss for what to do next. Savvy agents get started with goals in place that go beyond their immediate sphere of influence. Continue Education & Pursue Designations Earning your license may feel like the end of a process, but it’s really just the beginning. Successful Copyright Featured Agent Magazine

Make Work Enjoyable — Every job has its good days and bad days. But when you make a conscious effort to have a good time every day, the bad days will be few and far between. Successful agents we talk to all make it a point to mention how much they love being in real estate. Some agents love meeting new people, others love staging and marketing listings and we’ve even talked to some agents who are passionate about doing paperwork. Whatever it is you love most about being in real estate, be sure to do as much of it as possible.

Become a Force for Good — Getting involved in the community through volunteering and monetary support serves a number of worthwhile purposes. It creates outstanding networking opportunities and helps you to establish a reputation as someone who cares about the communities that support your business. Plus, it just feels great to give back!

There is no magic formula for real estate success. But when you combine your own unique personality and skills with these best practices, you’ll find every day is® REALTOR just a little easier, more productive and more enjoyable. CIPS® 17

Who’s who

in a real estate transaction If it’s your first time buying a home, or even if you’re experienced but haven’t bought or sold in a while, you might not be familiar with (or remember) all the people who are involved in a real estate transaction. There are more than you might think! Remember the classic Sesame Street segment “These Are the People in Your Neighborhood?” It’s kind of like that! With that tune in mind, these are the people in your real estate transaction:

REALTOR® or Real Estate Agent — These terms are often used interchangeably, but they mean different things. A licensed real estate agent is a professional licensed by the state to represent parties in the transfer of property. A REALTOR® is a licensed real estate agent who has taken the extra step of becoming a member of the National Association of REALTORS® (NAR), and also belongs to their state and local associations. Just remember that not all real estate agents are REALTORS.® 18

Listing Agent — If you’re selling your home, you may work with a listing agent. A listing agent is a REALTOR® (or real estate agent) who specializes in selling property, and does so under a contractual agreement known as a listing agreement.

Home Stager — Your listing agent may choose to use a professional home stager to get your home market-ready. A stager is someone with a background in design who is skilled at making the inside of the home look its best to encourage a quick sale.

Buyer’s Agent — If you’re purchasing a home, you will probably work with a buyer’s agent. A buyer’s agent is a real estate agent who specializes in helping house hunters find the right property and negotiating the terms of purchase.

Transaction Coordinator — If you’re working with a high-volume agent, they may have a transaction Copyright Featured Agent Magazine

The terms REALTOR® and Real Estate Agent are often used interchangeably, but they mean different things. a real estate attorney. In some states, an attorney is required to conduct real estate closings. But even if it’s not a requirement in your state, you may want to retain a real estate attorney’s services for difficult or complex transactions. It’s always helpful to have another set of expert eyes to draw up and review contracts.

Insurance Agent — Homeowner’s insurance is a requirement of homeownership. The insurance agent will help you determine the coverage you need and help you find a policy to fit those needs.

coordinator as part of their team. A transaction coordinator’s job is to process listings and transactions under contract.

Loan Officer — Loan officers work for banks, credit unions, or other financial institutions. They help home buyers figure out the types of mortgages available to them and are responsible for educating consumers on the terms of their loan.

Appraiser — An appraiser works on behalf of the lender to determine how much a property is worth. The decision is based on the condition of the property as well as data regarding other similar sold properties in the same neighborhood. The appraiser’s findings are subjective; two appraisers may come up with two different values on the same property.

Real Estate Attorney — Depending on where you live, you may or may not require the services of Copyright Featured Agent Magazine

Escrow or Closing Officer — It’s a good day when you get to meet the escrow or closing offer, because that means your transaction is almost complete! This non-biased third party works with all sides to facilitate the successful closing of a real estate transaction. The closing officer collects the purchase money funds from the buyer and lender, along with the settlement costs from each party. They then disburse the funds according to the HUD-1 Settlement Statement and record all necessary documents to transfer ownership of the property.

Title Agent — The title agent paves the way for a title insurance policy to be issued by conducting a title search on a given property to ensure it has a clean title. In some states title agents are also able to manage the transfer of real estate.

Now that you know who all the players in a real estate transaction are, you’ll encounter fewer surprises as you go through the home buying or selling process. You may not encounter every one of these people, but it’s good to know who they are. Remember, they are all in business to help you. So if you have questions or concerns at any time while you’re buying or selling your home, be sure to speak up. These real estate professionals want to help you have a smooth, pleasant and worry-free transaction.

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