February 2019 by Featured Agent

February 2019

Master these DIY

home skills

The right match â&#x20AC;&#x201D; How to choose a brokerage

Sophia Yazaryan-Cosola

6 Unexpected things that affect

home values

contents

professionals 13

Top 10 Reasons to love your clients

The right match â&#x20AC;&#x201D; How to choose a brokerage

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

t featured cover agent

Sophia Yazaryan-Cosola

buyers&sellers 4

6 Unexpected things that affect home values

Master these DIY home skills

Whoâ&#x20AC;&#x2122;s who in a real estate transaction

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6 Unexpected things

that affect home values

Preparing your home to go on the market is a major undertaking. But despite your good efforts and best intentions, there are things that could be decreasing your home’s value that are all too easy to overlook. Use this rundown as a guide when you’re preparing your home for sale to help ensure all your preparation efforts pay off. Here are six unexpected things that could decrease your home’s value: Neglected Flooring — It’s only natural to be more concerned about what’s at eye level than what’s underfoot. But worn, stained, or damaged flooring can be a red flag to prospective buyers. They worry that if that’s neglected, other parts of the home may be suffering neglect, too. At a minimum, make sure 4

carpets are newly cleaned, repair or replace chipped tile and buff and polish wood or laminate flooring. If there is extensive staining, damage or wear, it will be worth it to have the flooring replaced before listing your home.

Lingering Odors — There’s a series of commercials for a popular air freshener that talks about being ‘nose blind,’ meaning, it’s all too easy to become accustomed to your home’s unique aroma. Others, however, will notice if your home has any lingering odors from pets, cooking or, in older homes, that ‘old house’ smell. While not a deal breaker, it can be a turn-off to potential buyers and distract them from the many wonderful qualities your home possesses. To be sure your home Copyright Featured Agent Magazine

here and there will still give the home personality without feeling overwhelming.

Forgettable Curb Appeal — Even if your home looks like a million bucks online, buyers will be instantly attracted or repelled when they see your home in person for the first time. Forgettable — or memorable-for-thewrong-reasons — curb appeal can knock down the value of your home. You don’t want curb appeal to scream, but it shouldn’t whisper either. Choose a feature to highlight, whether it’s a boldly painted front door color, a walkway lined with seasonal flowers or a cluster of potted plants in colorful containers by the front door. Remember, your buyers are looking at a lot of houses. One memorable, first-impression feature can really make your home stand out in a buyer’s memory.

Outdated Appliances — Make no mistake, buyers will take note of the brand and condition of kitchen appliances. They don’t necessarily have to be brand-new and chef-approved. But they do have to be spotlessly clean and in good working order. That means all stove burners are working, the oven is clean and properly calibrated and the refrigerator and freezer run efficiently and are clean as a whistle, inside and out. If your appliances need frequent repair or never look quite clean enough, it will be worth the investment to replace them before listing the home.

smells fresh and clean, ask a trusted friend who doesn’t visit often to come over and give it the sniff test. Ask them to be honest (and hopefully tactful) about any odor issues you need to address.

Trendy Décor — You’re super-proud of that DIY Mason jar chandelier hanging in the kitchen (and you should be!), but its appeal might not translate to buyers. Overly trendy décor can be distracting, and cause some buyers to have a hard time envisioning the space decorated to their taste. If you’re one who stays on top of all the latest home design trends, evaluate each room with a critical eye. Remove and pack away anything extremely taste-specific and save it to decorate your new home. A few accents Copyright Featured Agent Magazine

Overlooked Details — You’ve probably gotten used to your home’s little quirks, like that one light switch that never seems to work quite right or having to jiggle the handle after flushing the toilet. However, these minor inconveniences can stand out as major red flags to potential buyers. Not because they’re a big deal in and of themselves, but because they may assume that if you’re willing to overlook those details, there may be other, more important things you haven’t wanted to spend the time or money to fix. Thoroughly audit every room in your home to ensure everything is in its proper place and functions as intended.

You never get a second chance to make a first impression. That’s certainly true when potential buyers view your home. Don’t leave anything to chance. Give potential buyers every reason to fall in love with your home and make a top-dollar offer.

Master these DIY home

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. 6

skills

• 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: Copyright Featured Agent Magazine

“Learning to do some basic home repairs and upgrades isn’t just a matter of practicality … It’s also a way to deepen the pride you take in your home and fully participate in the experience of being a homeowner.” • 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 will bill 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 Copyright Featured Agent Magazine

the roller, crack open the can and go town. But, if you do, you’re not going to 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. 7

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.® 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 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. 8

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 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.

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. Copyright Featured Agent Magazine

Sophia Yazaryan-Cosola

Not many REALTORS® can claim they learned to fix a roof at the age of 12, but Sophia Yazaryan-Cosola can. Growing up, her parents bought a number of investment properties, and she would spend her weekends with her dad, looking for potential new properties and working on the ones he already had. “That started my love of homes that has never gone away,” Sophia says.

She has translated that lifelong love into a successful, 14-year real estate career helping homebuyers and sellers throughout King and Pierce Counties. Sophia approaches the business with a “clients come first” philosophy. “I’m very protective of my clients, I like to make sure that they are fitted with the right lender, home inspector, contractor, landscaper and any other vendor they might need,” Sophia says. “With buyers, I want to make sure everything is good with the houses we’re looking at. I walk them through the whole process of purchasing a home to give them that comfortable feeling.” 10

Her sellers receive the same level of VIP treatment, along with the benefit of her talent for home design and staging. “I stage all my listings with furniture, pictures, as well as kitchen, home and bath décor to make them stand out,” she says. “I have three storage units full of staging items. When you walk into one of my listings, I want it to look and feel like a home. Being market ready is the key to receiving an offer in a timely manner. I like to have my listings preinspected so that we won’t have any surprises.”

Here’s what one of Sophia’s clients had to say about what it’s like to work with her: “Sophia is a rare agent who blends professionalism, real estate expertise, and interpersonal skills into her service. In addition, Sophia maintains ongoing communication so you always know what to expect and where you are in the process. From the beginning, I thought Sophia was going to be the best real estate agent for my needs. She wasn’t only the best agent, she was the perfect agent.” Copyright Featured Agent Magazine

“I love my clients! I love homes and architecture. I am completely fascinated by how homes are put together. I really feel so blessed to do what I do.” Honesty also plays a key role in how Sophia conducts her business, and it’s one of the reasons a majority of her business comes from referrals and repeat clients. “I’m very honest with my clients, and I think it’s why they keep coming back to me. I really believe that if you stay honest and true to yourself and your clients, everything will turn out great in the end.”

With more than a decade of success in the real estate industry, it’s not surprising that people thinking about becoming an agent often seek out Sophia for her advice. “The first thing I tell people, to be successful in this industry you need to be a full-time agent. There needs to be 100% focus on real estate so that you can really concentrate on your client and their needs,” she states. “I also think it’s important to have at least six months of savings so you can pay the bills as you’re getting started. That way, you can give your full attention to your clients and marketing and not be worried about that first commission.” Copyright Featured Agent Magazine

Additionally, Sophia is one of the mentors in her John L. Scott office, which gives her the opportunity to counsel and work with recently licensed new agents. “I start by focusing on the basics to make sure they understand the contract and addendums, but I also go beyond that,” she explains. “They also need to understand what to look for while showing homes, such as the roof and siding condition, or if a house can be purchased with FHA financing or a conventional loan. We also go over title and escrow and the roles they play in real estate,” she continues. “Training and shadowing someone is so important when you’re first starting out.”

Over the years, Sophia has received a number of awards from John L. Scott. While she’s grateful for each one, there’s one piece of recognition she received that stands above the rest. “The one I’m most proud of is one that was given to me by my clients,” she recalls. “They took me and my husband out to

dinner to celebrate the sale and purchase of their homes with several of their friends and they actually had an award made for me that said ‘Real Estate Agent of the Year.’ I couldn’t stop crying when they gave it to me. That’s the one I cherish the most. Many people don’t realize the hard work that goes on behind the scenes and if I’m doing my job correctly they never should.”

Giving back to the community is also something that touches Sophia’s heart. She supports the American Cancer Society and Relay for Life as a way to thank the organization. “I will always be grateful to the them because when my brother was battling cancer they helped us out a lot,” she says. “I created ‘Bracelets for Life’ by making beaded bracelets with a ‘hope’ charm to raise money and I donated 100% of the proceeds to the Relay for Life. I also plan on helping in 2017 with the Night of Hope Gala.” She also participates when her whole office makes an annual dinner at the local Ronald McDonald House, and Sophia and her husband adopt a few families every Christmas,

providing gifts and gifts cards for food and other necessities.

When asked what she enjoys the most about being in real estate, Sophia can’t choose just one aspect. “Honestly, it’s everything,” she says. “I love my clients! It’s the memories that I know my clients create. I really feel so blessed to do what I do.”

Sophia Yazaryan-Cosola John L. Scott | Covington, WA 253.653.5699 | sophiac@johnlscott.com | www.sophiac.johnlscott.com 12

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. You 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 right match —

How to choose a brokerage As a real estate agent, one of the most important decisions you can make is choosing the brokerage where you will hang your license. It’s a decision that will play a major role in your success as an agent. And unlike a traditional employer/employee dynamic, you will actually be interviewing brokers to decide which one is the right fit for you. Whether you are a newly licensed real estate agent, or a mid-career professional who is ready to make a change, here are the topics you’ll want ask questions about when choosing a brokerage. Education, Training and Development — Studying for your real estate license is just the beginning of your education as a real estate agent. Ongoing education, training and development will help you grow into a confident, successful real estate professional. 14

Find out about the types of education and training the brokerage offers. Are there in-house training opportunities? Will they pay for you to attend outside classes, seminars and events? Is there an annual continuing education requirement? The answers to all these questions will show you how much stock the brokerage places in ongoing education. If you find the training and education opportunities lacking, keep looking for a brokerage that offers a more robust program.

Commission, Leads and Benefits — Don’t hesitate to ask about the commission split, how and who generates leads and what additional benefits the brokerage offers. Find out if you will be considered an employee or an independent contractor, and whether that classification affects how you are compensated and what benefits you receive. Copyright Featured Agent Magazine

work area? Is the noise level manageable or distracting? Do the agents and other employees seem positive and motivated, or are they withdrawn and disengaged? Your own observations will tell you a lot about the culture and how you will potentially fit into it.

Advertising and Marketing — Part of what will determine your success as a real estate agent is how well you are able to market yourself and your properties, and the brokerage you choose will have a hand in that. Be sure to devote time to reviewing your potential brokerages’ marketing materials, including their websites, printed materials, radio and television ads and signage. Are they up-to-date and attractive? Well-written and free of typos and grammatical errors? Are they interesting and attention-grabbing without being over-the-top?

Honors and Awards — If you’re someone who enjoys friendly competition and is motivated by shooting for well-defined sales goals, you’ll want to choose a brokerage that has a structured awards system in place. In addition to a feeling of personal accomplishment (and bragging rights), being able to include honors and awards in your personal marketing materials shows potential clients you’re a high achiever. Reputation and Reviews — Sites such as Zillow, Trulia and Yelp make it easier than ever to assess whether or not the brokerage you’re considering is well thought of in the community. In addition to doing online research, see if there’s an opportunity to speak with other agents in the brokerage. That’s going to be the most accurate way to determine if the brokerage lives up to its promises.

Culture and Environment — If you’ve ever had a job you hated — regardless of what industry it was in — you know how miserable that can be. One of the many perks of a career in real estate is not spending eight hours a day behind a desk. But there will still be times when you’re spending a good chunk of time in the office, so it will be important to find one that feels right to you. Will you have your own desk space or Copyright Featured Agent Magazine

Community Involvement — One of the lesserdiscussed benefits of a career in real estate is how much you can make a difference in the communities you serve. Most national brokerages have established community service initiatives in place that provide a number of opportunities for agents to give back. Many smaller, boutique brokerages, which often have extremely strong community ties, also offer their agents the chance to help causes they care about. Becoming involved in the community is a wonderful way to network and spread the word about your business, while doing something positive for others.

When choosing a brokerage, don’t be afraid to ask questions and talk to current agents. The more information you gather, the better chance you have of choosing a brokerage that matches your personality and values to help you reach your real estate goals. 15

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