ARIZONA 6-20-22

ARIZONA EDITION

Embracing Smart Homes: DOES NEW TECHNOLOGY REALLY INCREASE HOME VALUE? FEATURED AGENT

HOLLY WAXMAN

Business Growth Hack: ABSORB

YOUR CLIENTS' STRESS!

COVER STORY

JODIE MACE HOW TO MAKE YOUR COMMUTE PRODUCTIVE

UNCOMMON CONTACT: CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA

ARIZONA EDITION

HOLLY Top WAXMAN Agent Jodie Mace The beautiful thing about children is7that they dream big. They don’t know what’s impossible, so anything and everything is possible. Holly Waxman’s children helped her see the possibilities in her real estate career. “I have a daughter and a son who are both inspirational and big parts of my life,” she says. “My value to raise children with a strong work ethic encouraged me JODIE MACE to work with many clients to purchase and sell their homes or investment properties.”

keepagent them inform works 16 as a solo with

for them.” She tap really go above an representing people the area of a the homes they need.”

Gold Canyon, Arizona.

Lori Blank & Associates, LLC

Ever mindful of h lifestyles, time After working for years in herthe family’s ® off, w has paid aviation business, ents REALTOR Jodie HOLLYMace WAXMAN repea decided she coming wanted tofrom do something much more customer-facing. ers. “I am alwaysHer th passion has alwaystobeen with bringworking much valu people and she’s good it — spreading of at purchasing or Holly has combined that inspirationCONTENTS with positivity to both herhome clientseasy and her withcomas lessons learned and earned to become a munity. Three years ago, she went into compassionate, knowledgeable 4) EMBRACING SMART profes18) BUSINESS GROWTH real estate full-time, selling 19 homes HOMES: DOES ABSORB YOURwill always come The customer sional.

“I believe it isNEW good to have passions HACK: and to in her first year and a half and realizing CLIENTS' ISTRESS! like most theinopportunity lead TECHNOLOGY by example. “MyREALLY education was not only learned what a great fit sheiswas realty. Todayt INCREASE HOME VALUE?but life experiences ple and families and help them in real estate school and university she works as a solo agent representing the 22) UNCOMMON CONTACT: says.

“My goal is to. make that helped develop strong skills to be the best version area ofshe Gold Canyon, Arizona.

14) HOW TO MAKE CONNECTING WITH of myself and realtor,” she says. “I work with my heart, or sell a win for you.” Holly YOUR COMMUTE CLIENTELE THROUGH Whileher Jodie is still relatively to the team, servicing thenew commun my soul and my mind.”

PRODUCTIVE SOCIAL MEDIA industry, a lot of people of she the already market.has“Really carin referring business to her. “If you’re supKnowledgeable about market conditions and wanting future clients.” posed to be working with someone, it’l what is best for my client, Holly has served the greater happen naturally,” she says. Jodie conPhone | Fax 310-734-1440 Phoenix area310-734-1440 for twenty years.

“I have been living in centrates on building the relationships mag@topagentmagazine.com www.topagentmagazine.com Scottsdale, Phoenix and Paradise| Valley my whole that come to her and doesn’t worry abou portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine adult No life, but I’m very familiar with other areas. the rest.

Whileof published she doesn’t focus is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy materials, Top on busiAgent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

The other agents I have working with me are, as well,” ness far from home, she will occasionally To subscribe or change address, send inquiry to mag@topagentmagazine.com. she says. sell a home elsewhere if her clients need Published in the U.S.

it. “I’ve sold in Mesa, Queen Creek Chandler, Casa Grande, Queen Valley Holly doesn’t work alone, giving credit where credit Topshe Agent Magazine and Sun City West,” explains. is 2due. “I have a terrific team of people that I’m very

grateful and honored to work with,” she says. “What

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 4

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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JODIE MACE

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Top Agent Jodie Mace works as a solo agent with Lori Blank & Associates, LLC, representing the area of Gold Canyon, Arizona.

After working for years in her family’s aviation business, REALTOR® Jodie Mace decided she wanted to do something much more customer-facing. Her passion has always been working with people and she’s good at it — spreading positivity to both her clients and her community. Three years ago, she went into real estate full-time, selling 19 homes in her first year and a half and realizing what a great fit she was in realty. Today, she works as a solo agent representing the area of Gold Canyon, Arizona.

While Jodie is still relatively new to the industry, she already has a lot of people referring business to her. “If you’re supposed to be working with someone, it’ll happen naturally,” she says. Jodie concentrates on building the relationships that come to her and doesn’t worry about the rest. While she doesn’t focus on business far from home, she will occasionally sell a home elsewhere if her clients need it. “I’ve sold in Mesa, Queen Creek, Chandler, Casa Grande, Queen Valley, and Sun City West,” she explains.

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To spread the word about her business, Jodie regularly hosts open-houses for her listings as well as her colleagues. Her marketing includes both traditional press as well as social media, but if you really want Top Agent Magazine

to learn about her, the best way is to pick up the phone and have that first conversation. Jodie’s calm demeanor and practical attitude helps her tackle problems head-on, whether you’re on the buyer or seller side.

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Jodie’s philosophy is to take each day as it comes and let her business unfold the way it is meant to. No matter where real estate leads her, she loves being able to work with people and make a difference in their lives.

Jodie strives to live her life by helping people in every way that she can. With the brokerage she works for, Lori Blank & Associates, LLC, she has been involved with numerous charitable events. These include their Shred-A-Thons as well as a special event last year called The Taste of Gold Canyon where everyone came together to support the local restaurants after they were hit by the pandemic.

Around the holidays, Jodie is a part of a caroling group that rides around playing music from from the back of a decorated trailer to bring cheer to the community.

On a more personal level, she buys gift cards from local coffee shops and gives them out to strangers with the message to pass on the gesture and support each other. When she has the time to herself, Jodie loves going to Apache Lake writing and has a newly found love of golf.

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She’s married to her high school sweetheart. They’ve been together for 29 years and have two kids and two dogs named Bo Duke and Daisy Duke.

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Jodie’s philosophy is to take each day as it comes and let her business unfold the way it is meant to. No matter where real estate leads her, she loves being able to work with people Copyright Top Agent Magazine 11

and make a difference in their lives. “Whether we’re selling or buying a house, it’s a stressful process,” she says. “I ask myself, how can I

turn this around and bring laughter into the situation? I try to do my best to bring love and comfort into my clients’ real estate journeys.”

To learn more about Jodie Mace call 480-215-3935, email jodiermace@gmail.com or visit capturingyourdream.com www.

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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HOLLY WAXMAN The beautiful thing about children is that they dream big. They don’t know what’s impossible, so anything and everything is possible. Holly Waxman’s children helped her see the possibilities in her real estate career. “I have a daughter and a son who are both inspirational and big parts of my life,” she says. “My value to raise children with a strong work ethic encouraged me to work with many clients to purchase and sell their homes or investment properties.”

Holly has combined that inspiration with lessons learned and earned to become a compassionate, knowledgeable professional. “I believe it is good to have passions and to lead by example. “My education was not only learned in real estate school and university but life experiences that helped develop strong skills to be the best version of myself and realtor,” she says. “I work with my heart, my soul and my mind.”

Knowledgeable about market conditions and wanting what is best for my client, Holly has served the greater Phoenix area for twenty years. “I have been living in Scottsdale, Phoenix and Paradise Valley my whole adult life, but I’m very familiar with other areas.

The other agents I have working with me are, as well,” she says.

keep them informed and negotiate well for them.” She taps into her network, “to really go above and beyond to try to find people the homes and give them time that they need.”

Ever mindful of her clients’ needs and lifestyles, the time she invests in her clients has paid off, with half of her business coming from repeat and referral customers. “I am always thinking and networking to bring much value and make the process of purchasing or selling for my clients home easy with a streamlined system.”

The customer will always come first for Holly. “What I like most is the opportunity to meet wonderful people and families and help them start new beginnings,” she says. “My goal is to. make the property you buy or sell a win for you.” Holly plans to keep growing her team, servicing the community and staying abreast of the market. “Really caring for my clients and future clients.”

Holly doesn’t work alone, giving credit where credit is due. “I have a terrific team of people that I’m very grateful and honored to work with,” she says. “What we look for is just working with nice people and trying to find them nice homes.”

She and her team always focus on the people. “I do a lot of condos and single family homes. I’m probably known for just doing what’s best for the client,” she says. Holly uses her relationships to provide superior service. “(We give) the clients a real red-carpet service, an expertise. And, trying our very, very best to 16

To learn more about Holly Waxman, please call 602.388.0319, visit HollyWaxmanHomes.com, or email HollyWaxmanHomes@gmail.com www.

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 20

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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Laughs!

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Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, Top Agent Magazine

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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