Colorado 4-2-17

COLORADO EDITION

5 LIFE LESSONS FOR REAL ESTATE PROS from the 'Architect' of the Beatles 6 habits of HIGHLY PRODUCTIVE AGENTS FEATURED AGENTS

RYAN DILLON JOE REED COVER STORY

KIMBERLY WILLS

5 Top Agent Tips and Questions for CHOOSING YOUR LISTING AGENT

COLORADO EDITION

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KIMBERLY WILLS

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RYAN DILLON

JOE REED

CONTENTS 4) 5 LIFE LESSONS FOR REAL ESTATE PROS FROM THE 'ARCHITECT' OF THE BEATLES

15) TOP AGENT TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING AGENT

20) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS

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5 Life Lessons for Real Estate Pros from the ‘Architect’ of the Beatles

By Carla Cross, CRB, MA What in the world do the Beatles have to do with real estate pros success? A lot, I think. We’ve all heard of Paul, George, Ringo, and John—but, does the name “George Martin” ring a bell? Maybe. Martin was the record producer who discovered and molded the Beatles, adding his classical musical background to the Beatles’ creativity to produce the Beatles’ unique and ever evolving sounds.

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As a musician myself, I’ve always marveled at how the Beatles put classical musical aspects into their rock ‘n roll. Well, guess what?

They didn’t do it by themselves—they melded their How are talents with Martin. George Martin just died at age 90, and many articles are being written about his you keeping collaboration with the Beatles. As I read these your business articles, I was thinking, “These life and performance fresh and lessons are absolutely applicable to us real estate professionals.” So, here are five life and performance exciting? lessons we can learn from their association:

• Keep improving your team until you are working with the best.

Martin urged Beatles’ manager Brian Epstein to replace drummer Pete Best with Ringo Starr, who he felt was a better drummer. Is your team the strongest it can be? Who’s holding you back? Who’s hindering your best performance? Who do you need to replace? I know, as an emsemble musician, you never play any better than your worst player!

• Start every listing, buyer and training presentation with an attention-getting ‘hook’.

Starting with the ‘hook’: Martin suggested Paul McCartney replace the first verse of Can’t Buy Me Love with the ‘can’t buy me love’ intro.

That’s the hook, and we never forget it, do we? Do your listing/buyer and training presentations start with something attention-getting, or do you ‘ease into’ your presentation with banal comments like ‘I’ll keep this short’ or ‘we’ve got a lot to cover’. Stop being banal and get creative with your opening (we practice this in my Instructor Development Workshop and I teach this in The Ultimate Real Estate Trainer’s Guide).

• Take your presentation apart and rebuild it with new elements.

You know the great ballad Yesterday (see, you’re humming it in your head!). But, did you know McCartney originally sang it with just acoustic guitar accompaniment? Martin added a string quartet, and that’s how that mellow, full, ethereal sound was created. Have you gone outside your comfort zone with your presentations? Have you gotten some coaching to polish and improve?

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• Think outside the box—for a change.

Martin took his classical music background and added Souza marches and a calliope to Sgt. Pepper’s. But, he didn’t just add them—he cut the tapes in pieces, turned them upside down, and switched the phrases to provide a somewhat chaotic, yet captivating music. Are you thinking outside the box? What have you done for the first time this year? What have you done differently? How are you keeping your business fresh and exciting?

• No one succeeds alone.

As you can see from these examples, Martin’s genius and the Beatles’ creativity resulted in something that had never been heard before—and will never be replicated again. But, what would they have been without each other? The Beatles would have been just another English rock ‘n roll group, and Martin would have been just another successful record producer.

They melded their talents and were both flexible and adventuresome in trying new approaches.

Who’s your partner in success? Real estate agents like to think they do it all on their own. But, studies show that virtually no one succeeds alone.

Yes, someone may be the ‘front man’ (or woman), but there’s a partner behind the scenes, making everything better.

Remember to thank that partner now and then. It could be your manager, the owner, a trainer, a coach—or your family.

Now, take these five life lessons to make your real estate career even more spectacular!

Copyright ©, 2016 Carla Cross. All rights reserved.

Carla Cross, CRB, MA, is an international speaker, writer, and coach, specializing in real estate management. Her Leadership Mastery Coaching program is unique in the industry. A National REALTOR® Educator of the Year, Carla was recently named one of the 50 most influential women in real estate. Join Carla’s Community and receive special offers and free resources. Contact Carla at 425-392-6914 or http://www.carlacross.com.

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KIMBERLY WILLS Top Agent Magazine

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“Kim Wills is a shinning STAR in real estate, she has deep knowledge of her industry and cares intensely about the well being of her clients.”

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KIMBERLY WILLS Kimberly Wills entered real estate with deep knowledge and direct experience in matters not usually mastered by new agents. “I was a managing partner of a 1,000-acre piece of raw ground and went through the planning and zoning processes in preparation for a mixed-used development back in 2000,” says Kimberly, a Managing Broker at Cherry Creek Properties in Elizabeth, Colorado. “It was a terrific way to get involved with real estate and I decided to get my license,” she says. “There was a steep learning curve of information most real estate agents don’t have firsthand knowledge of,” such as particulars around water, zoning, soils and environmental issues.

Though she is an independent agent, Kimberly puts a great deal of energy into mentoring other agents. “I’ve created a team atmosphere 8Copyright Top Agent Magazine

here at the Elizabeth office of Cherry Creek Properties,” she says. “We don’t operate formally as a team, but I’m all about empowering agents to be their best.” Kimberly inspires agents to uphold the impeccable customer service she enjoys providing. “I go to huge lengths to make my customers happy and I remain there for them after the closing as well.”

Kimberly makes a point of staying in touch, but steers away from focusing on business. “I send monthly emails and share information on local organizations or home trends and ways to maintain your home.” She will also pop by or take clients to lunch. “I create relationships, not just transactions.”

Kimberly also insists on being upfront with clients, not holding back any reservations she may have. “I don’t want anyone to get into something that six months or a year or more from now they may regret,” she says. “I make sure they know everything that’s going on in Top Agent Magazine

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the area and all the pros and cons.”

Clients appreciate that they can trust Kimberly to represent them completely in finding the best house for their needs or in listing and marketing their property. A Colorado native, Kimberly

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“There is no adequate way to describe Kim in one sentence, she is simply OUTSTANDING as a Realtor and as a person.”

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also offers extensive knowledge of the area she serves along the front range, from Arvada to Colorado Springs, with a focus on Elbert and Douglas Counties.

For listings, Kimberly conducts considerable social media marketing in addition to targeted marketing to identify buyers. “I analyze if there’s a particular market where buyers will be coming from,” she says, explaining that she lists a good amount of horse properties, golf course properties and waterfront properties. She won’t take a one-size-fits-all approach. “I look at each property individually and Copyright Top Agent Magazine Copyright 10

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determine where its biggest buyer pool is and how I will reach them, individualizing my marketing plans accordingly.”

The joy of real estate for Kimberly lies in the privilege of helping people start new chapters in their lives, whether buying or selling. “It can be a very stressful time in their lives, so I like to be there to relieve them of that stress Top Agent Magazine

and make it as enjoyable as possible,” she says. “I want to create positive experiences when helping people in their new adventures.”

Her helpfulness also extends to her office’s participation in community endeavors. This year, she is encouraging her office to have an even greater involvement in their communities.

“We’re going to try to help out as a group at least once a quarter in addition to our individual Copyright Top Agent Magazine 11

efforts,” she says, noting that she personally supports many local charities, women’s shelters and schools.

Looking to the future, Kimberly is motivated to continue growing her branch while training and mentoring agents. “I teach classes every week at our office, as well as in both Denver and Colorado Springs; it’s all about giving back

and helping develop agents. My goal is to help create the most educated and best agents in the state.” She has even become a go-to source for agents outside her office, and even outside her company, who trust her advice when working on properties in her areas of expertise. “There’s enough business for everybody, so whatever my part is in helping other agents, I’m happy to do that.”

To learn more about KIMBERLY WILLS, visit KimberlyWills.REALTOR, email house2home@me.com or call 303.916.1933 www.

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The Team at Apex Restoration & Roofing is proud to congratulate

Kimberly Wills

on being featured for the state of Colorado in Top Agent Magazine!

Apex Restoration & Roofing 7332 S. Alton Way, Suite 13K, Centennial, CO 80112 Office: (303) 691-5035 ApexDenverRoofing.com www.

Colorado Realtor’s Choice for Timely Roof Certifications, Roof Repairs, and Roof Replacements Top Agent Magazine

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The Henderson Insurance Agency is proud to congratulate

Kimberly Wills

on being featured for the state of Colorado in Top Agent Magazine!

7385 E Peakview Ave Centennial, CO 80111 Office (303) 706-1000 | Mobile (303) 717-5800 | Fax 303-799-1228 www.thinkhia.com Email curt@thinkhia.com

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: Top Agent Magazine

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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RYAN DILLON For Ryan Dillon, real estate has always been a part of life. “Back in 2000, I purchased a property to live in while I was in college,” Ryan says.

“I ended up fixing it up and selling it, which quickly evolved into a small fix and flip business.” His family also owns property in northern Colorado which they developed. Between the development and entitlement process of that property, mixed with his real estate investing experience, Ryan was well positioned to jump into the industry. It wasn’t long before he decided to pursue a career as a real estate agent.

Today, Ryan works with Madison & Company Properties with his own team. Serving the Denver area, around 60 percent of his business is made up of referrals, and 40 percent are repeat clients. With a loyal following and a solid reputation in the region, his business is continuing to grow.

Ryan has closed over $37 million worth of real estate transactions since 2012, and last year he received the Madison & Company Golden Key Award for closing over $10 million in sales. Many of these sales were single family homes, condominiums, and investment properties like duplexes and small apartment buildings.

Ryan currently co-owns and manages seven rental properties in Denver. As an investor himself, he is able to offer an insider’s view about the market and share his personal experience with his clients.

“I think what sets me apart is my local knowledge. I was born and raised in Denver,” he says. “It’s also my integrity, honesty, and transparency.” Ryan truly wants people to enjoy working with him. With a caring demeanor, it is not difficult for him to please his clients. “I have a good synergy with people. I can read them well and that’s probably why it works. It’s the relationships that I’ve built over the last 15 years that have allowed me to stand out in this business,” he says.

This deep network of relationships is also a differentiator for Ryan when it comes to marketing. Ryan can leverage his relationships in order to source off-market properties for his clients.

As Ryan expands, he will continue to love every minute of his work. “I just enjoy the process of helping someone who might think that owning a home is unattainable. I enjoy showing my clients the steps to follow in order to achieve their goals.” As he looks towards the future, Ryan plans to maintain his reputation as a trusted resource in real estate. “I’m here to help. I want to make buying and selling real estate as enjoyable and stress free as possible.”

Ryan is a true Denver native and plans to call Denver home indefinitely. He currently lives in West Denver with his wife and golden retriever and they are expecting their first child in the spring. Ryan also stays active in the community through sponsoring sports programs at his high school as well as volunteering with youth soc-

For more information about Ryan Dillon, please call 303-489-3211 or email ryandillon@madisonprops.com. Or visit his website at RyanDillonProperties.com www.

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 20

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova21

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 22

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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JOE REED Joe Reed’s business is defined by his tireless objective to remain on the cutting edge, adopt the latest technology and set the standard for the highest level of excellence in service.

If something can be done better, Joe Reed will find and implement the tools to do so. As Grand Junction, Colorado, REALTOR® since 2004, the past two years have represented some of Joe’s greatest changes and growth. In 2015, he revamped his team with the goal of aligning even more closely with the principles and values of RE/MAX. “We are very fortunate to work for such a wonderful franchise,” says Joe. “RE/MAX provides the perfect outlet for us to offer the best to our clients.”

That level of service is extremely important to Joe and his six-member team, which includes three other agents and two full-time assistants who serve Western Colorado in Grand Junction. “Our motto and our goals are right in line with the RE/MAX brand and franchise.” RE/MAX goes above and beyond for its agents, he explains, so that agents like those on The Joe Reed Team can go above and beyond for their clients.

“This year I made the Chairman’s Club and the Hall of Fame for RE/MAX International,” says Joe. “I don’t take those honors for granted.” Joe knows that his success is not only due to hard work but to his focus on his client’s needs. “For buyers, we tell them that once they’re pre-approved and point out what they want, we’ll take care of the rest.”

For sellers they implement a very aggressive marketing plan.

In addition to leading-edge technology, they hire a professional photographer for every listing, regardless of price. “It could be a $50,000 home or a $5 million home. We also use a profes-

sional writer for our descriptions and utilize every online outlet including heavy social media marketing.” The team owns a 3D Matterport system and they’re innovating with virtual staging this year. “Our houses tend to sell for at least 96% of list, usually 97-98%, and they sell relatively quickly,” he says. “People are happy with that and they have fun with us.” Joe and team pride themselves on removing the hassle from the process.

“When the reviews come in saying that we went way beyond what people expected and that they enjoyed the process, that means a lot to me,” says Joe. “I like being able to help people.”

He explains that part of his team’s success is that their methods are rooted in having a good time with clients, getting people laughing and getting to know one another. Because their clientele tends to be on the younger side, they stay in touch in person and on social media, building connections that last.

Looking toward the future, Joe is happy with the current size of his team. “This team is really dynamic. They’re all relatively new agents.” It has been exciting for Joe to help them start their careers, to see them do well and to keep exceling under his guidance. While in 2017 they aim to nearly double the $19.3 million in sales they had in 2016, they will do so by taking advantage of the resources already have onboard and by exploring new markets such as commercial. In addition, Joe plans to find new ways for them all to give back to people in need. Previously the Western Slope Chairman of the Board for March of Dimes for five years, Joe built the chapter from the ground up and earned a 2014 Philanthropist of the Year award for Colorado and Wyoming in the process. “There’s always new opportunity to give back.” Given how he always finds the latest technology and provides the most innovative service, if there’s a way to give back even better than he has, Joe will find it.

To learn more about Joe Reed, visit thejoereedteam.com, email joe@thejoereedteam.com or call 970-270-7505 www.

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