COLORADO 10-16-23

COLORADO EDITION

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TIPS TO GET NEW CLIENTS COVER STORY

DEANNA WOLFE

IS BRANDING THE WAY TO TAKE YOUR BUSINESS TO THE NEXT LEVEL? FEATURED AGENTS

Uncommon Contact: CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA

ALEX GARCIA RUTHIE GRAINGERSTARR

Untangling the Bidding War: A BUYER'S & SELLER'S PERSPECTIVES

COLORADO EDITION

ALEX GARCIA

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DEANNA WOLFE

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ALEX GARCIA

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RUTHIE GRAINGER-STARR

At age ten Alex Garcia and his family lived in a rental property in Greeley, Colorado. Their landlord was John Simmons, an entrepreneur whom Alex admired and respected from afar. Alex did not know it then, but Simmons would become a mentor and friend who would play a pivotal role in changing his life. “Mr. Simmons helped our family out a lot,” Alex recalls. “I got to see behind the scenes how he handled his business; how he carried himself. He was an amazing role model.”

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4) 5 TIPS TO GET DEANNA NEW CLIENTS WOLFE 14) UNCOMMON CONTACT:

RUTHIE G

to build a career and a business that allowe positively impact my family and my comm He called Simmons immediately and sat do had a conversation with him. “I realized ou ities were perfectly aligned, and that getti real estate made sense for me.”

In 2021 Alex joined Simmons at C3 Rea Solutions, a prominent Northern Colora estate agency serving Greeley, Loveland, F lins, Johnstown, and the surrounding are

Ruth’s approach 18) IS BRANDING THE WAYto her w After graduating fromTO Greeley West TAKE YOUR“IBUSINESS TO in High ethics. am a no-nonsen School, Alex went to college 65 miles THE NEXT away in Boulder. There he earned a bach- LEVEL? the unnecessary and focus

CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA

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elor’s degree in finance and accounting and landed a job as a financial analyst for Prologis, an industrial real estate developer. He returned to Greeley, got married, and settled down. But when his first daughter Noa Grace was born it affected him deeply. “That changed everything With fora profound passion for her region me,” he confessed. “Especially my goals people who live in it, Ruth Grainger-S and mindset. It made me realizethe the importance of community and family. I wanted

22) UNTANGLING THEnot one to s currency, she’s BIDDING WAR: A BUYER'S & SELLER'S PERSPECTIVES

has made her mark as a real estate ag A third-generation cattle rancher and Copyright Top Agent M ond-generation REALTOR®, her root Phone 310-734-1440 | Fax 310-734-1440 Teller County run deep. Ruth spent her e mag@topagentmagazine.com | www.topagentmagazine.com years in her father’s real estate office, abs No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine the intricacies of the trade. is published by Feature Publications GA, Inc. Although precautions are taken toing ensure the accuracy of published materials, Top “I knew f Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. a young age I wanted to be an agent,” she To subscribe or change address, send inquiry to mag@topagentmagazine.com. plains. After earning her license in 2006, Published in the U.S. made great strides, and in 2021 she sta her own company, Gold District Realty. W Top Agent Magazine a large portion of her business coming f repeat clients and referrals, Ruth’s experti

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5 Tips to Get New Clients

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If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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DEANNA WOLFE

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Top Agent Deanna Wolfe with Compass real estate serves an extensive service area, spanning the greater Denver area and beyond.

When Deanna Wolfe was laid off from her high-ranking position at a large cable company, she took the opportunity to explore a career in real estate. It turned out to be one of the best decisions she’s ever made.

The year 2002 saw her fully transition from IT to real estate, carving her niche in new home sales for half a decade. Deanna’s journey, marked with persistence and a knack for reinvention, ultimately landed her a place in the esteemed Compass real estate firm.

When it comes to what sets Deanna apart as a real estate agent, one might point to her extensive service area, spanning the greater Denver area and beyond. Yet her true distinction lies in the unique bond she forges with her clients, a factor that has resulted in a thriving network of referrals.

“I make sure that I intelligently counsel everybody,” Deanna says. She provides an informative and empowering experience in each transaction, taking the time to know her clients, and inviting them into her life as much as they welcome her 8Copyright Top Agent Magazine

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into theirs. Even beyond the real estate transactions, she maintains these relationships, leveraging modern digital tools like Instagram and Facebook, as well as the traditional modes of communication like calls, texts, and emails. At the heart of her practice, Deanna’s focus remains on delivering excellent customer service and

thorough education, enabling her clients to make the best real estate decisions.

Crafting an appealing narrative for each home she lists, Deanna presents her properties “in the best possible light,” using a range of high-quality marketing tools. She is meticulous about the pricing, staging,

Crafting an appealing narrative for each home she lists, Deanna presents her properties “in the best possible light,” using a range of high-quality marketing tools.

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She is meticulous about the pricing, staging, professional photography, and floor plan renderings she utilizes, knowing the significant role they play in the selling process. professional photography, and floor plan renderings she utilizes, knowing the significant role they play in the selling process.

Additionally, she utilizes the power of social media to showcase her listings, ensuring her clientele and wider audience remain updated about her active presence in the business. Despite handling an impressive average of $12-$15 million Copyright Top Agent Magazine 10

in transactions per year, Deanna remains deeply invested in each individual sale. “I take that very seriously,” she explains. “I handle the transaction as if it were my own money, so I am very careful and make sure they understand everything.”

Deanna’s commitment to her community extends beyond her professional pursuits.

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She actively participates in various REALTOR® communities around Castle Rock, contributing her expertise and learning from her peers in these collaborative gatherings. When not immersed in real estate or community activities, Deanna enjoys savoring a meal on the patio with loved ones, sipping wine, or exploring Castle Rock on her new electric bike. Deanna also enjoys scuba diving, golfing, hiking, and practicing yoga.

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Looking forward, Deanna has a clear vision for her future in real estate, one characterized by continuity and lasting dedication to her clientele. For at least another 20 years, she plans to carry on as a solo agent, personally managing every detail of her clients’ real estate transactions. Above all, she takes immense pride in the loyalty of her clients, attributing her success not just to her annual production, but to the enduring relationships she has formed.

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For more information about Deanna Wolfe, please call 303-886-8010 or email deanna@deannawolfe.com, visit her Facebook, Instagram, or LinkedIn https://www.facebook.com/DeannaWolfeRE

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https://www.instagram.com/DeannaWolfeRE/

https://www.linkedin.com/in/deanna-wolfe-173a6b7/

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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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ALEX GARCIA

At age ten Alex Garcia and his family lived in a rental property in Greeley, Colorado. Their landlord was John Simmons, an entrepreneur whom Alex admired and respected from afar. Alex did not know it then, but Simmons would become a mentor and friend who would play a pivotal role in changing his life. “Mr. Simmons helped our family out a lot,” Alex recalls. “I got to see behind the scenes how he handled his business; how he carried himself. He was an amazing role model.”

After graduating from Greeley West High School, Alex went to college 65 miles away in Boulder. There he earned a bachelor’s degree in finance and accounting and landed a job as a financial analyst for Prologis, an industrial real estate developer. He returned to Greeley, got married, and settled down. But when his first daughter Noa Grace was born it affected him deeply. “That changed everything for me,” he confessed. “Especially my goals and mindset. It made me realize the importance of community and family. I wanted 16

to build a career and a business that allowed me to positively impact my family and my community.”

He called Simmons immediately and sat down and had a conversation with him. “I realized our priorities were perfectly aligned, and that getting into real estate made sense for me.”

In 2021 Alex joined Simmons at C3 Real Estate Solutions, a prominent Northern Colorado real estate agency serving Greeley, Loveland, Fort Collins, Johnstown, and the surrounding areas at a

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time when the economy was still teetering from the effects of COVID-19. Unfazed, Alex got off to a phenomenal start. In his first full year, he completed 10 transactions, a remarkable achievement for a rookie, and is on track to complete 19+ transactions in 2023.

He believes the relationships he has built and nurtured through the years are key components to his early success. Because of the depth and breadth of those relationships, he estimates that 80%-90% of his clients come from referrals.

The fact that C3 is a top-tier agency doesn’t hurt either. Their marketing efforts are all first-class, a fact not lost on Alex. “In my opinion, C3 is the gold standard for marketing our area. We do everything possible to market our properties, including syndicating, social media, email marketing, brochures, professional photography, video shoots, and staging.”

An unabashed family man, Alex loves spending time with his wife and their two daughters. “My wife is a huge reason why I am able to succeed,” he says. Alex also enjoys watching and playing basketball. He played basketball at Greeley West, coached there for four years, and still plays in several men’s leagues. He gives back to his community by coaching and mentoring youth, and by serving on the local Board of Realtors.

Alex has lofty goals for the future, and predictably, they involve growing his business and lifting his community. His success in real estate will allow him to deepen his roots in Greeley, make a great living for his family, and make a huge difference in his community. “My parents were immigrants and they didn’t really know anything about real estate,” he explains. “I have an opportunity to help people like them understand and take advantage of the process and build generational wealth for their families. I love what I do. Real estate has been an amazing vehicle for me, and I don’t plan on leaving it, ever.”

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For more about Alex Garcia, please call 970-646-1619, email agarcia@c3-re.com or visit alexgarcia.mycolohome.com www.

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Is Branding the Way to Take Your Business to the Next Level?

Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet.

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. Top Agent Magazine

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals.

Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap.

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or Top Agent Magazine

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites.

If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take.

But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised.

If done right, soon you’ll become an in-demand agent whose name is synonymous with success!

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RUTHIE GRAINGER-STARR

Ruth’s approach to her work is transparent and grounded in ethics. “I am a no-nonsense person,” she explains, eliminating the unnecessary and focusing on the raw truth. Honesty is her currency, she’s not one to sell a dream if it’s not based in reality.

With a profound passion for her region and the people who live in it, Ruth Grainger-Starr has made her mark as a real estate agent.

A third-generation cattle rancher and second-generation REALTOR®, her roots in Teller County run deep. Ruth spent her early years in her father’s real estate office, absorbing the intricacies of the trade. “I knew from a young age I wanted to be an agent,” she explains. After earning her license in 2006, she made great strides, and in 2021 she started her own company, Gold District Realty. With a large portion of her business coming from repeat clients and referrals, Ruth’s expertise is 20

clear. This isn’t just real estate for Ruth, it’s about preserving the legacy of her family, five generations strong in the heart of Colorado.

Ruth’s approach to her work is transparent and grounded in ethics. “I am a no-nonsense person,” she explains, eliminating the unnecessary and focusing on the raw truth. Honesty is her currency, she’s not one to sell a dream if it’s not based in reality. “If my clients tell me they want a property, and it’s their dream place, I will do everything in my power to make sure it happens, but I won’t sell them on a dream that isn’t realistic for them.” Ruth Top Agent Magazine

views transactions as more than business, for her, they’re relationships. “My clients call me and ask me for help even after the deal is done,” she says. Beyond her professional duties, Ruth’s personal touch, like texting, calling, or even dropping by with a plate of cookies for elderly clients, truly sets her apart. In a world filled with fleeting interactions, Ruth’s dedication to being “a good neighbor” ensures her clients always feel valued.

After working with Ruth, buyers and sellers love to spread the word about her. One recently said, “Ruth and her team are incredibly knowledgeable about the area. I would recommend her team for your all real estate needs. I have never had any problems with them and they are on top of all the transactions and paperwork.”

Ruth is always seeking ways to give back.

From helping host free community meals to donating meat from her cattle ranch to local food banks, her contributions are felt by many.

Additionally, she aids in securing grants to further support those in need. Away from her duties, the great outdoors beckons her. Whether it’s tending to her cattle ranch, hunting, fishing, or gardening, Ruth relishes every moment in nature. On bad weather days, you’ll find her immersed in a good book or baking.

In the next few years, Ruth sees a flourishing future for her business, aspiring not only to grow but to become the trusted hub for real estate in her region. She wants every client to feel they’re entering a space of genuine camaraderie and understanding. Ruth’s journey is about fostering a warm environment where community news and casual chats are as commonplace as property discussions. “I love being able to help others and make people happy. It’s the best part about what I do.”

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For more about Ruth Grainger-Starr, please call 719-648-2288 or email graingerstarr@gmail.com

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a Top Agent Magazine

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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