March 2017 West Coast

March 2017

Host an open

house

that gets results

Top 10 Questions to ask

your agent

Sophia Yazaryan-Cosola also featured:

Michelle Acosta

The pros and cons of trying to time

the market

contents

professionals 9

Play it safe — Security tips for real estate professionals

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Productivity boosters — Get more done every day

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Host an open house that gets results

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

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t featured cover agent

Sophia Yazaryan-Cosola q featured agent

Michelle Acosta

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buyers&sellers 4

Weighing your options — The pros and cons of trying to time the market

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Get the look — Avoid (or fix) these common decorating mistakes

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Top 10 Questions to ask your agent

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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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Weighing your options —

The pros and cons of trying to time the market

In many circles, when conversations about buying and selling homes arise, the concept of “timing the market” invariably emerges. Some people will swear by the practice, citing example after example of instances where buying low and selling high has worked for them, or for people they know. Others will say that timing the market is not only impossible, but that the best time to buy or sell is when you’re ready to buy or sell. Period.

So, what is fact and what is fiction? Can the market be accurately timed, so as to mitigate spending and maximize profit? Or are those who seem to have an uncanny knack for buying when homes are at their lowest price, and selling them at the highest points, just incredibly lucky? Unfortunately, despite entire books being devoted to the practice of learning how to time the market, it’s most certainly not an exact science. But like most things in life, there are definite 4

pros and cons to trying to time the market. Here’s a look at some of them.

The pros of trying to time the market

Ensures Education — If you’re attempting to time the market, you’re going to have to do your homework. You’ll need to monitor home values, interest rates, FED rates, neighborhood appreciation/ depreciation, inventory levels, and more. Overall, this works to your benefit, as you’ll be learning something new nearly every day, which can only help you to become an even savvier buyer or seller in the future.

Knowledge is indeed, power.

Protects Your Pocketbook — Being mindful of what the real estate market is doing certainly increases your likelihood that you’ll get a better deal than if you completely omit market conditions from your Copyright Featured Agent Magazine

Can the market be accurately timed, so as to mitigate spending and maximize profit? Or are those who seem to have an uncanny knack for buying when homes are at their lowest price, and selling them at the highest points, just incredibly lucky? mortgage interest rates drop to their lowest, can lead to missed opportunities to invest, or to become a homeowner. Holding out for just one more price reduction or decrease in interest rates may cause you to lose out on an incredible deal.

Missed Opportunities to Make Memories Waiting too long to buy or sell, in effort to time the market can ultimately cost you valuable time. Instead of taking the profits from a home sale and purchasing a new home when conditions are favorable, you ultimately may miss out on awesome opportunities to make new memories in your home. Consider that buyers who attempt to time the market perfectly may miss the chance to celebrate special occasions and milestones in a new home.

investment strategy. Generally speaking, making an effort to time the market, although not failsafe, will make you a more informed buyer or seller, thereby increasing your likelihood of securing better pricing, terms, concessions, or conditions.

Puts You in a Position of Power — Whether you’re a potential buyer in a down market, or a seller in an up market, you have a lot more bargaining power during decidedly lopsided markets. Subsequently, as a buyer or seller, you will have far more leverage in an unbalanced market than during periods of relative equilibrium/neutrality in the real estate market.

The cons of trying to time the market Potential for Letting Great Properties or Profits Pass You By — Trying too hard to wait to buy until home prices hit rock bottom, or when Copyright Featured Agent Magazine

Market Stability Is Never Guaranteed — It’s long been said that the only constant in life, is change. That’s undeniably true when it comes to the real estate market. There is no guarantee that interest rates, or home prices won’t change on a dime. The inherent unpredictably of the real estate market means that even the most well-laid plans for buying or selling are not immune from potential and/or substantial market swings.

Although there are benefits and potential pitfalls to consider when deciding whether to try your hand at timing the market, one irrefutable fact remains. An investment in a home is a significant undertaking. For the overwhelming majority of people, it will be one of the biggest financial decisions of our lives. As such, deciding to buy or sell is not something most people will want to go into alone, or haphazardly.

With the help of an educated REALTOR,® a skilled mortgage professional, and guidance from other trusted advisors such as your CPA or financial advisor, conducting due diligence before making any decision just makes sense.

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featuredagent Michelle Acosta magazine

All successful businesses start with a brilliant idea. When Michelle Acosta decided to join her husband, Art, in real estate, they paid close attention to the rapid changes that were happening in the industry and saw an opportunity to create something different. “We wanted to create a hybrid of a traditional brokerage and a flat-fee brokerage,” Michelle explains. And with that idea, The Associates Realty Group was born.

To say agents found the hybrid brokerage idea appealing would be an understatement. Open just under two years, they currently have approximately 175 agents, and that number continues to grow. “The agents are drawn to the combination of a flat-fee model, combined with the support and training they would get in a traditional brokerage,” Michelle says. “That training includes up-to-the minute tips for using social media and a monthly technology training where we’ll review new apps or talk about best practices for using Zillow, Trulia and Yelp.”

Michelle also shares her marketing savvy with the team, and takes pride in the company’s online and print marketing. “Along with residential, we have agents who do commercial, some focus on leases and some work with REO properties. I still have a few REO accounts of my own,” Michelle explains. “The bottom line is that no matter what type of real estate we’re focusing on, we are always looking out for the best interests of our clients.”

A values-driven company, Michelle explains that she and Art prioritize God, family and finance, in that order.

“We definitely live that and focus a lot on our own and our agents’ families,” Michelle says. “One of the reasons we decided to go with the flat-fee model was so the agents could earn commission and put a lot of that

back into their business and back into their families.

We encourage agents to take a significant portion of their commissions and put it back into their business and their marketing.”

“The bottom line is that no matter what type of real estate we’re focusing on, we are always looking out for the best interests of our clients.”

As someone who is regularly training and developing agents, Michelle says that anyone considering a career in real estate needs to be comfortable with technology.

“It’s so much of what this business is now. You have to be able to understand the consumer, understand Millennials and understand technology.” Additionally, she stresses the importance of positivity and staying in touch with the human side of what can sometimes be a transaction-focused business. “I believe that what you put out, you’ll get back,” Michelle says. “You might lose some on one and win some on another but overall, if you’re positive and kind, you’ll get out of this business what you put into it.”

Michelle is understandably proud of the business she and Art have built together. “This has been our brainchild, our baby. We’ve put a lot of ourselves in this business to grow it the last two years and that’s something I’m very proud of.” As proud as she is of the business, her family is an even greater source of pride. “I have two small children — one in pre-school and one in kindergarten, and I volunteer at their schools at least two days a week.”

For Michelle and everyone at The Associates Realty Group, the future appears filled with possibility. “We feel very strongly about the potential of our business model,” Michelle says. “Our plan is to continue to grow The Associates and empower our agents to take control of their careers.”

Michelle Acosta The Associates Realty Group | Anaheim Hills, CA 949.521.0781 | michelle.acosta@live.com | www.michelleacostarealestate.com 6

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Get the look — Avoid (or fix) these

common decorating mistakes

You don’t have to be (or hire) an interior decorator to create a beautiful home that’s warm and inviting.

Your own style, taste and imagination should dictate your decorating choices. But there are some common mistakes that can undermine the best home decorating intentions. Here are some of the most common ones, and how you can avoid them — or fix them if you’ve already gone down that path.

Shift Out of Neutral — Neutrals can be a great, basic backdrop. But when you put together an entire room of neutrals without some color to break it up, you run the risk of a room that looks too sterile, plain and frankly, a little boring. Fortunately, adding color is one of the easiest and most fun parts of decorating. You can paint a wall or trim, add solid color or print decorative pillows and throw blankets, create a grouping of colored candles and of course, add colorful framed wall art. If you’re still convinced neutrals are the only choice, there are other ways to add interest to the room.

Try varying the tones and strength of the dominant shade, incorporating textures like velvet, corduroy or Copyright Featured Agent Magazine

linen or even adding splashes of a complementary metallic finish like warm copper or cool chrome.

Hang ‘Em (not too) High — You want to make your ceilings appear higher, so you hang your pictures up closer to them. Mission accomplished, right? Not exactly. Hanging pictures much higher than eye level won’t fool anyone. It will just look like you didn’t judge eye level correctly. A better solution is to add elements to the room that the eyes will naturally follow in a height-enhancing vertical line. Try a large urn with stalks of bamboo, a tall potted tree, or a sleek standing lamp. Placed in corners of the room, these elements will trick the eye into the illusion of higher ceilings.

Where’s the Rug? — Have you ever been served what appears to be a small amount of food on a huge plate? It might be that the portion size is thoroughly adequate, but the scale of the plate can make it appear woefully unsatisfying. The same principle applies to selecting rugs. A too-small rug in a large space just looks off, and can diminish the effect of an otherwise 7

lovely room because all people can focus on is that oddly tiny rug. Generally speaking, a rug should be large enough to reach the legs of all the surrounding furniture (and it’s fine if it’s larger than that).

D.I… Why? — There’s nothing wrong with adding personality to your rooms by incorporating decorative elements you’ve made yourself. But keep in mind that when it comes to DIY, a little goes a long way.

That coffee table made out of recycled palettes topped by glitter-enhanced Mason jar vases featuring bouquets of tissue-paper flowers might not come off as whimsical as you’d hoped. To avoid giving your rooms the look of an arts-and-crafts studio, stick with a single DIY accent piece per room.

Break up that Perfect Match — When shopping for furniture, it’s easy to fall into the trap of thinking all the pieces have to match to complete the room (and your salesperson will certainly encourage that thought).

The truth is, overly matched sets of furniture tend to make a room look dated and unimaginative. Plus, it 8

ends up being a waste of money. Certain pieces will inevitably wear out and need to be replaced or recovered before others do. You will be better off choosing individual pieces of furniture that you like, and selecting one unifying theme to tie them together, think scale, design era or color. This allows you to easily mix and match pieces as needed, both within the room and throughout the house.

In the Spotlight — There’s no doubt overhead lighting is practical and convenient. But relying on that as the sole source of light in your rooms can leave them feeling too cold and commercial. Be sure to add some table and stand lamps for a softer, more inviting glow. Also, consider adding dimmer switches so you can control the brightness level of overhead lighting.

Decorating your home doesn’t have to be stressful.

Following these simple guidelines will help your good taste shine through and allow you to create attractive, comfortable rooms you and your family can live in and truly enjoy.

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Play it safe — Security tips

for real estate professionals

It might not be something you think about often, but keeping yourself safe, both in person and online, should be a priority for every real estate professional.

It’s important to consider not only your physical safety, but also the security of the sensitive information you work with every day. Here are several safety precautions you can take to protect yourself in the real and virtual worlds.

Physical Safety

Chances are, you will go your whole career without encountering someone who wishes to do you harm.

But working in a business where you’re consistently meeting new people, it just makes good sense to watch out for your personal safety. These tips will help: Stay Alert & Aware — We all have a tendency to stay glued to our screens, but doing so in public can Copyright Featured Agent Magazine

compromise your safety. When you enter any new surroundings, take a break from scrolling to do a quick mental inventory of who you see, what they’re doing, the general layout of the room and where the exits are.

Taking a few moments to familiarize yourself with your surroundings can help you make decisions more quickly if needed.

Share Your Whereabouts — When you leave the office, make sure at least one colleague knows where you’re going, who you’re meeting and what time you expect to be back. Send a quick text to let them know when you arrive safely, and again when your meeting is over. Also keep your electronic calendar up-to-date and easy to view so colleagues know where and when to expect you.

Ask for I.D. — Ideally, meet with new clients for the first time in the office. While they’re there, make

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a copy of their driver’s license or another photo I.D. to have on file. If they’re hesitant to share it with you, that could be a red flag.

Avoid Oversharing — All good relationships evolve over time. The first meeting with a new prospect isn’t the time to divulge highly personal details or logistical specifics, such as your home address.

There will be plenty of time to learn more about each other as the rapport develops.

Lead from Behind — When showing homes, let your clients go ahead of you while you guide and direct them from behind. It helps you keep track of where they are in the home at all times and minimizes the possibility of being caught off guard by someone coming up behind you.

Be Prepared — Take a self-defense or martial arts class. Carry a personal alarm and pepper spray. Do whatever you have to do to make sure you feel safe and confident when going about your job. And if you ever feel like your personal safety is threatened, get out of the situation immediately. If it’s a false alarm, a little embarrassment is the smallest price to pay.

Cyber Security

If it seems you hear about a new cyber scam, hack or security breach every day, it’s because there’s no end to the ways criminals have learned to exploit our reliance on technology. Unfortunately, it’s not possible to ensure the absolute safety and security of online information.

These tips, however, will help you be more aware and spot potential issues before they become a problem.

Be Picky with Passwords — The days of using ‘password 123’ for all accounts on every platform is long gone. Experts agree that the more complex the password is, the better. Many platforms now require more intricate passwords, but even if it’s not required, choose passwords that include a combination of upper- and lower-case letters, numbers and symbols, preferably in random, meaningless order.

Get Wise to Phishing Scams — Phishing scams go all the way back to the days of the Nigerian prince promising to fork over his inheritance in ex10

Safety Quick Tips • Keep your phone charged at all times • Travel light; carry only what you need • Never text or take notes while driving • Avoid showing houses after dark when possible • Establish a panic phrase to use with colleagues on the phone or via text

change for a small fee. And now that they’ve gotten much more clever, even the savviest online users have fallen for them. Just remember to never respond to an unsolicited email asking for personal details such as SSN, bank account information or credit card numbers.

Even if an email appears legitimate, it’s worth the extra time it takes to pick up the phone and verify who is requesting the information and why they need it.

Don’t Fall for Adware — Adware and malware scams trick you into doing the dirty work for the bad guys. An ominous-looking pop-up ad claiming your computer’s security has been compromised will appear, instructing you to download software that will fix the problem. If you proceed with the download, you will be installing malware on your computer that could do anything from tracking your keystrokes to wiping out your hard drive. In some cases, these ads will lock up your computer and literally hold it for ransom until you call a number and provide bank account information for thieves to drain your account. If one of these ads appears, close out of it immediately (without clicking on anything) and restart your computer. If you have reason to believe your computer has been compromised in any way, seek the assistance of an IT professional.

Rather than thinking about personal and online safety as separate and distinct issues, incorporate these practical tips into your daily routine and they will soon become second nature. Your clients, colleagues and everyone who cares about will be happy you did.

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Sophia Yazaryan-Cosola

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.”

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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.”

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“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.”

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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

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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 14

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Top 10 Questions to ask your agent Buying or selling a home is one of the most significant financial transactions most people will ever be involved in. So it follows that choosing a real estate agent to help reach those goals is one of the most important decisions anyone can make. Surprisingly, though, many people don’t spend the time they should or ask the right questions of their buyer’s or listing agent.

They might say that they prefer to ‘go with their gut’ or just ‘have a good feeling’ about someone. While it’s certainly important to feel a connection and develop a rapport with your agent, there are several pertinent questions you should also ask. This isn’t necessarily the complete list, but will give you a good start and generate some revealing information.

5 Questions to ask a Listing Agent

Are you a full-time agent? Many agents, especially those new to the business, get started by practicing real estate part time. There isn’t anything inherently wrong with that, but be aware that agents who aren’t fulltime may not be as focused on your listing as you would like.

Have you worked with homes in this price range? A competent agent should be able to sell a home regardless of listing price. But it’s ideal to have an agent who regularly works with homes in the same range as your home. They will have unique insights into the market and the buyers who are looking for homes just like yours.

How will you market this listing? Your home won’t sell if no one knows about it. Agents today have more marketing options than ever and should be able to answer this question quickly and thoroughly. If they don’t seem to have a concrete plan in place, keep looking.

How do you communicate with clients? This isn’t necessarily a trick question, per se. But the best answer is for the agent to ask back, “How would you like me to communicate with you?” An agent should tailor their communication style and frequency to your preferences.

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What is your average days on market? Simply put, days on market means the length of time a listing appears on the Multiple Listing Service (MLS) before it sells. While a number of factors affect this, agents with a lower than average number of days are pricing and marketing their listings effectively.

5 Questions to ask a Buyer’s Agent

How often do you work with people like me? Whether you’re a first-time homebuyer, starting over after divorce or widowhood, upsizing, downsizing or relocating to a new city, every buyer has unique needs. Find a buyer’s agent who has plenty of experience working with people in your situation.

May I speak with some of your past clients? Reading online reviews can shed a lot of light on how an agent’s past clients feel about them, but it doesn’t tell the whole story. Even if you don’t actually plan to speak with past clients directly, an agent’s enthusiastic or reluctant answer to this question can tell you a lot.

How many homes have you found in this neighborhood? The more familiar an agent is with the area you want to live, the better chance you have of finding a home you’re going to love. There’s a good chance they’ll know about homes that are about to come on the market but aren’t yet listed.

Do you work with a network of professionals? Connected agents should have a network of professionals ready and waiting — from lenders and title agents to contractors and painters. If they can’t offer solid referrals, keep looking for an agent who can.

How do you win a bidding war? There isn’t a single correct answer to this question; it’s more about how prepared the agent is with an answer and whether or not they have a plan in place to handle this inevitable situation.

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Productivity boosters —

Get more done every day

Maybe you’re just starting out in the real estate industry or your career is already established, but you’ve hit a plateau. Whatever the case may be, it’s always good to step back and re-evaluate your business practices and find ways to improve or increase productivity. Oftentimes it takes stepping out of your comfort zone and going through some challenging growth phases to propel you to the next level in your business. Ever heard the saying, “A ship in the harbor is safe, but that’s not what a ship is built for?” Don’t be afraid to take chances and make changes. Here are some ways you can shake things up and increase your productivity:

Build a Team — If you’re an individual agent, ask yourself: are you able to give your clients the very best service by handling every aspect of business by yourself?

Sure, you’re an expert at finding the perfect fit for your client and negotiating a deal, but what about marketing, lead generating, or maintaining social media accounts?

Each can require quite a bit of time and expertise, now might be a good time to let go and let others use their talents so you can focus on what you do best.

Be the King or Queen of Follow-up — It’s not only critical to follow up with potential clients or industry professionals to expand your database, it’s equally important to keep in touch with the contacts you already have. Reach out to them even if it’s just to say hello and update them on what’s happening in the market. It’s a great way to stay on their radar. If an opportunity arises or a property comes on the market, they’ll think of you first.

Prioritize Your Day — Do you ever feel as though you constantly have your nose to the grindstone only to discover you haven’t really accomplished much?

Scheduling time for specific tasks throughout the day is much less daunting and can be extremely beneficial in boosting efficiency. Set aside an hour or two in the morning for returning phone calls and emails, then be done with it. Your next block of time can be dedicated to listing appointments, showings, or meetings with clients.

End the day by finishing up paperwork, researching marketing strategies, or making your to-do list for the Copyright Featured Agent Magazine

next day. It’s amazing how much can be accomplished when you have a plan and stick to it.

Use Social Media to Your Advantage — With more than 1.65 billion active users on Facebook every month, you simply cannot afford to not utilize it.

However, make sure you’re using it efficiently to get the most out of your posts. Posting on certain days of the week — or even specific times of day — can garner more likes and shares. And remember, quality over quantity is what you should aim for when posting.

Share things that will be useful to your clients, such as a link to your most recent blog post on how to pack for a move, or photos and information about an upcoming open house.

Further Your Education — Think of your business as a software program that requires updates.

Just as technology advances and programs need a little tweaking here and there, your business also needs to evolve with the current market trends and changes in the industry. Participating in continuing education in areas such as negotiating, home inspections, and real estate law ensures your clients peace of mind and keeps you ahead of the competition. Obtaining designations is another way to make yourself stand out in the crowd. Becoming a Certified Relocation Professional makes sense if the area you serve is a haven for retirees or has a large military population. The GREEN Designation is beneficial in places where clients are more environmentally conscious. Network with colleagues to see what trends are on the horizon, then take action to be at the forefront of those changes.

Take a Day Off — It might seem counter-productive to take time off when you’re trying to grow your business, but it can actually be just what you need to achieve success. Time away from work can improve your mental state, performance, and productivity. You also run the risk of eventually burning out when there’s a lack of work-life balance. So make the decision to turn off notifications on your phone, pack a bag, and head out for the weekend to re-energize and get your creativity flowing again.

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Host an

open house

that gets results It’s become popular in real estate circles to say that open houses don’t work, or are a waste of time, or that buyers aren’t interested in them because they can find out everything they want to know about a property online at 2 am in their pajamas. But if that were true, why would the top real estate search websites offer the option to search by open house date? The truth is, even the most comprehensive, technologically advanced virtual property tour can’t replace that magical, intangible, ‘OMG this is IT’ feeling a buyer gets when they walk into a home and know it’s the right one for them. And the only way to get that feeling is to give them the opportunity to be in the home.

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Whether you’re an open house pro or just starting out, there are always new ideas you can try to take your open house game to the next level. Let’s take a look at several ways to host an open house that gets results:

Stage it Like a Pro — As you’re preparing the house, focus on the Three C’s: Clean. Clutter Free.

Curated. The home should be spotless from top to bottom, with no lingering cooking odors or pet smells. Get rid of or pack away clutter to enhance the appearance of space and openness. Create interesting groupings of furniture, wall art, and accessories and use them to guide potential buyers’ eyes through the Copyright Featured Agent Magazine

There are always new ideas you can try to take your open house game to the next level.

3-5 pm instead. You’ll catch buyers toward the end of the day when they’re getting serious about evaluating all the homes they’ve seen. And while most agents opt to host weekend open houses, you can stand out by doing weeknight ‘Happy Hour’ open houses. You’ll catch curious commuters on their way home from work, which will be a nice diversion from their daily drive. Serve light snacks and sparkling non-alcoholic beverages to enhance the after-hours atmosphere.

Another option is a mid-morning ‘Coffee Break’ open house, which is the perfect time to catch stay-at-home moms and dads on their way home from dropping the kids at school.

Lock it Up — Everyone benefits from a safe event.

Ask all attendees to show ID and sign a guest book.

Ensure they’re escorted as they tour the house. And ask the owners to remove or lock up valuables and medications. Recruit another agent or friend to be your backup, in case things get too busy to keep track of where everyone is in the home at any given time.

space. Strategically placed fresh flowers instantly add a feeling of luxury and sophistication.

VIP Preview — Neighbors are naturally curious, so why not take advantage of that and reward their interest with a first look? Invite them over an hour before the public viewing for a preview. They will appreciate the gesture and become some of your best word-of-mouth advertising, not to mention think of you favorably when the time comes for them to sell.

Changing Times — Rather than the usual earlyto-mid- afternoon time slot, shift a few hours and try Copyright Featured Agent Magazine

Ask for Feedback – Ask potential buyers leading questions as you’re touring the home: “What do you love about it?” “Is there something you’d like to change?” Offer written comment cards for them to fill out, as well. Everyone loves to give their opinion and you’ll get valuable insights that will help you sell the property.

Make it Memorable — Even if potential buyers decided the home isn’t right for them, be sure everyone leaves happy. Give guests something they can use during their home search such as a small notebook, business card holder, or a high-quality neighborhood map with key areas like schools, shops, and restaurants highlighted — all branded with your information, of course.

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