COLORADO 11-6-23

COLORADO EDITION

By the Numbers:

5 WAYS TO

TRANSFORM RENTERS INTO OWNERS

Understanding the True Value of Square Footage

MAKE SOCIAL MEDIA MARKETING

FEATURED AGENT

SALLYNN DURAN

Your Calling Card

COVER STORY

JIM BRUNSWICK

COLORADO EDITION

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SALLYNN DURAN

Sallynn Duran, a vibrant forc in the world of real estat traces her journey back to powerful source of inspiratio helping others. “I worked fo a school district as a homele liaison, working with homele and foster kids,” she explain It was this experience th JIM BRUNSWICK SALLYNN DURAN ignited her passion for real estate, as she witnessed th pressing need for permanent housing and the potenti for education to bridge the gap between homelessne and homeownership. After being laid off, she was left a crossroads: go back for her master’s degree, or embar on a new career path in real estate, where she cou CONTENTS still help people. She chose the latter, and Sallynn no enjoys a thriving business.

4) MAKE SOCIAL MEDIA MARKETING YOUR CALLING CARD

15) BY THE NUMBERS: Once she decided to enter realTRUE estate herself, Sallynn UNDERSTANDING THE mission was clear: to help people realize how attainab VALUE OF SQUARE FOOTAGE homeownership could be and to be the guiding educ

tor they needed. Her niche is first-time homebuyers.

6) 5 WAYS TO TRANSFORM 22) TOtheOVERCOME don’tHOW just want sale; I want my clients to be educate on building wealth throughFEARS real estate,” she emphasize RENTERS INTO OWNERS YOUR WORKPLACE Sallynn has been serving the Denver metro area for th past five years, gaining an intimate knowledge of th region. A Colorado native, “born and raised,” she say “I’m pretty familiar with all areas.” With a solid 95 pe Phone 310-734-1440 | Fax 310-734-1440 cent repeat and referral business, Sallynn is already the big leagues when it comes to closed transaction mag@topagentmagazine.com | www.topagentmagazine.com Her annual volume last year was an impressive $12 mi No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top lion, with steady 20 percent growth year over year.

Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by What sets Sallynn apart? She shares her secrets: “I’ its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. huge on customer service and meeting clients whe Published in the U.S.

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they are,” she points out, “being understanding of the mindset, educating them on rates, down payments an Magazine different programs availableToptoAgent them.”

She takes th time to educate her clients thoroughly, even if the

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Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence 4

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and Top Agent Magazine

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 6

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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JIM BRUNSWICK Top Agent Magazine

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Top Agent Jim Brunswick of Grand Junction, Colorado, leads The Brunswick Team with RE/MAX, which houses five buyers agents and two full time administrators.

Jim Brunswick of Grand Junction, Colorado, leads a successful real estate business by diligently handling the macroeconomics of the industry while simultaneously emphasizing the power of the individual human psyche. “Every person I meet is an opportunity to add a friend – it’s never about the deal, and when there is a deal happening, it’s never about me. It’s not my money, and 10 Copyright Top Agent Magazine

that’s not what I’m there for. If you educate people and give them all the tools and information available, folks will generally make sound business decisions for themselves.

That’s the path for a long term, sustainable business.”

Prior to formally entering real estate, Jim enjoyed a career in the building industry. “I Top Agent Magazine

was managing a truss and wall facility,” he recalls. “I just found I needed a change, and I already had a lot of contacts with builders in the community, so I jumped right in.”

Since that decision eighteen years ago, Jim has steadily built his enterprise by servicing the entire Western Slope of Colorado, and

he individually maintains a book of business that is over eighty percent repeat and referral clients.

Today in 2023, Jim leads The Brunswick Team with RE/MAX, which houses five buyers agents and two full time administrators.

The Brunswick Team averages two hundred annual transactions, bolstering their collective database by employing various hand-tailored drip campaigns designed to inform past clients about the current state of affairs.

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We use all of the big marketing platforms to get our listings out there, but I do all of my own photography because it’s important to control the first impression of the front of a home.

They average two hundred annual transactions, bolstering their collective database by employing various hand-tailored drip campaigns designed to inform past clients about the current state of affairs. “Our updates are specific to each individual client,” Jim exudes. “It’s never my job to talk anybody Copyright Top Agent Magazine 12

into or out of anything. Real estate will sell itself because everybody needs a place to live. I teach my agents not to focus on what the news says, or what’s going on in the global industry – all of that is outside of our control. We focus on the problem at hand, and the people right in front of us.”

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As a testament to this methodology, Jim has distilled his approach to marketing down to the narrowest window of human attention possible: one and a half seconds. “There’s a lot of psychology involved if you’re doing it right. We use all of the big marketing platforms to get our listings out there, but I do all of my own photography because it’s important to control the first impression

of the front of a home. Everything about our lead photo convinces a person to tap instead of swipe – there’s just no substitute for the right presentation.” By cultivating a digital footprint that casts a broad network while simultaneously leveraging impulsive human behavior, Jim has already mastered the marketing formula that will be at the vanguard for years to come.

With his position cemented in the industry, Jim is excited to continue growing his team to broaden his impact in Grand Junction and beyond.

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With his position cemented in the industry, Jim is excited to continue growing his team to broaden his impact in Grand Junction and beyond. He already sits on the board of REALTORS® and his local HOA, and he and his wife are regular volunteers at both the CDA (Colorado Discover

Ability) and their church. “We’re heavily involved in our community all the way around. I’m looking to transition more agents to the listing side, but no matter how seasoned we get, we’ll always value our reviews over the number of transactions we complete.”

Contact Jim Brunswick at 970-640-4322 or email jim.brunswickre@gmail.com

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n Called “below grade spaces,” basements

and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n Did you know the space inside closets

and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

n When recording square footage, ANSI

actually suggests performing measurements from a property’s exterior—though this method does not account for the

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thickness of exterior walls, which could skew square footage numbers. n Just like below grade spaces, a garage, a

pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take.

room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage.

n First, you’ll need a few things to get started,

n As you go measure throughout the home,

including a tape measure that can measure at least 100 ft., graph paper, and a pencil.

n Next, choose a room to start measuring

wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.

n From there, draw out the wall you measured

and measure the remaining walls in the

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using your own system to scale, you will construct a failsafe floorplan.

Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.

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SALLYNN DURAN Sallynn Duran, a vibrant force in the world of real estate, traces her journey back to a powerful source of inspiration: helping others. “I worked for a school district as a homeless liaison, working with homeless and foster kids,” she explains.

It was this experience that ignited her passion for real estate, as she witnessed the pressing need for permanent housing and the potential for education to bridge the gap between homelessness and homeownership. After being laid off, she was left at a crossroads: go back for her master’s degree, or embark on a new career path in real estate, where she could still help people. She chose the latter, and Sallynn now enjoys a thriving business.

Once she decided to enter real estate herself, Sallynn’s mission was clear: to help people realize how attainable homeownership could be and to be the guiding educator they needed. Her niche is first-time homebuyers. “I don’t just want the sale; I want my clients to be educated on building wealth through real estate,” she emphasizes.

Sallynn has been serving the Denver metro area for the past five years, gaining an intimate knowledge of the region. A Colorado native, “born and raised,” she says, “I’m pretty familiar with all areas.” With a solid 95 percent repeat and referral business, Sallynn is already in the big leagues when it comes to closed transactions.

Her annual volume last year was an impressive $12 million, with steady 20 percent growth year over year.

What sets Sallynn apart? She shares her secrets: “I’m huge on customer service and meeting clients where they are,” she points out, “being understanding of their mindset, educating them on rates, down payments and different programs available to them.” She takes the time to educate her clients thoroughly, even if they aren’t ready to buy immediately. She is an involved agent, attending home inspections and closings, ensuring her clients have the support they need throughout the process.

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Sallynn’s community involvement is another testament to her commitment to making a positive impact. She partners with nonprofits like Servicios De La Raza, serving the Latina community in Denver, where she hosts her first-time homebuyer classes. “Building that relationship with a non-profit in Denver that helps and benefits and has resources for my community makes people feel more comfortable,” she says.

When she’s not working tirelessly to assist her clients, Sallynn enjoys quality family time. “Hanging out with my kids is a priority,” she says. With three boys actively involved in sports, weekends are often filled with basketball and football games. She also loves supporting local businesses. As for the future of her business, Sallynn is eager to expand her horizons. She’s on the lookout for a virtual assistant and plans to delve into investment properties, working with flippers to find off-market properties and assist in the design process.

She’s also exploring partnerships with big developers in the area and will continue her work with affordable housing projects in Denver.

For Sallynn the greatest payoff is the thrill of helping her clients realize wealth through real estate. As she puts it, “Seeing that excitement on their faces when they learn how to build wealth through real estate brings me great joy.”

Contact Sallynn at 720-243-6784, email Sallynncolorado@gmail.com, or visit sallynncolorado.com http://

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, Top Agent Magazine

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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