GEORGIA 9-26-22

GEORGIA EDITION

INCORPORATING CHARITABLE GIVING

5 WAYS

TO TRANSFORM RENTERS INTO OWNERS IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

IN YOUR REAL ESTATE PRACTICE

WHY MILLENNIALS ARE NOW THE HOTTEST SEGMENT OF THE BUYERS MARKET

COVER STORY

CANDI McCLAMMA

GEORGIA EDITION

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CANDI MCCLAMMA

CONTENTS 4) INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

18) IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

14) 5 WAYS TO TRANSFORM RENTERS INTO OWNERS

20) WHY MILLENNIALS ARE NOW THE HOTTEST SEGMENT OF THE BUYERS MARKET

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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CANDI McCLAMMA

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After nineteen years as a licensed REALTOR®, Top Agent Candi McClamma serves the metro Atlanta area by leading The All Points team of Compass, bringing a thorough understanding of commercial real estate to her growing team of agents.

Candi McClamma of Alpharetta, Georgia, leverages a service oriented approach and a passion for entrepreneurs everywhere to lead the All Points Team of Compass in the Atlanta Metro. The depth and breadth of her business knowledge, both within and out of the real estate industry, ensure that she can provide unparalleled service to her clients and the agents on the team. “My goal is simple: I want every agent to grow and succeed without limits. Whether they want to go into a team leadership role, or just build their book of business or shift into a new area, I want them to be the absolute best and grow into whatever they can vision. Our unique business model helps with that, 8Copyright Top Agent Magazine

and it helps us collectively tackle emerging markets.

Our team structure allows us to provide top-level service and knowledge to each and every client”.

Originally, Candi embraced her entrepreneurial spirit in earlier years through ownership and operations of a boutique lodge and restaurant in the North Carolina mountains. She served in many areas of the travel and tourism industry including a position on the Tourism Development Council which mainly spearheaded marketing and promotions for the resort area. Candi states, “ the popularity of the restaurant and lodge for destination weddings and events was the original Top Agent Magazine

reason I got a real estate license. I wanted to manage vacation rentals to provide more lodging for guests attending events and income for second homeowners.

The need expanded into eventually not just property management but in sales as well.” Her enterprise was so successful that, in 2013, she sold the lodge and restaurant and is currently licensed in GA, NC, and FL. “The lodge was one of the most colorful, interesting places, surrounded by entertaining people. The High Country, in general, is just gorgeous and I remain grateful for those experiences!”

Today, after nineteen years as a licensed REALTOR®, Candi serves the metro Atlanta area by leading The All Points team of Compass, bringing a thorough understanding of commercial real estate to her growing team of agents. “I would say we’re a bit of a hybrid. We’ve got all of the great things that Compass has to offer, but we’ve made our niche as well. With twenty-seven diverse agents, some just getting started and some who are established and work off referrals from their own sphere, we can handle anything. Our diverse combination of different backgrounds and work experiences allow for a collaborative environment which ultimately serves our clients at the highest level.” Individually, Candi Top Agent Magazine

cleared $17 million in volume for 2021, and her team already boasts ninety-five closed transactions (totaling $40 million in volume) at the halfway point of 2022. “For me, everything is referral, and I have a strong background in commercial real estate, so I enjoy working with clients on commercial real estate investments as well. But our team is multi-faceted.

We enjoy working with new agents who take advantage of lead generation, assisting with open houses, and the continuing education provided. Then we can coach and mentor them; help them build that foundation of referrals. I adore seeing the team succeed.”

Candi echo’s the Compass’s CEO’s mantra that “No one succeeds alone” and is the first to credit not just the team members but also the team’s leadership figures; Nadine Baker, Elliot Blasser, Kimber Lambert, and Toni Roberts. Each of the team’s leadership members is integral to the success of The All Points Team as well as orchestrating the top level of service provided to not only our clients but team members.

Nadine Baker serves as a team leader and trainer to the All Points agents. Her corporate background in sales and leadership training has given her the foundation that she uses to help both new and seasoned Copyright Top Agent Magazine9

members of the team. “The main focus of our coaching program is to provide robust education and training for our agents so that they feel confident throughout the real estate process as they continue to grow their business. This is achieved through guidance and support with up-to-date technology training, solution selling, and customer experience value driven principles. It doesn’t matter if a team member has only had their license for 6 months or 10 years, we want to make sure that we are giving our agents every opportunity to thrive in an ever-changing industry. Since every transaction is unique, it is our mission to make sure that all of our agents feel as though they have the necessary resources to provide a positive customer experience for our clients”.

firms. Elliot says “ I can wholeheartedly say the All Points Team is unlike any other real estate group.

By creating an environment that not only services our residential buyers and sellers but also supports those looking to expand on their real estate goals whether into or out of investment grade assets, we’ve devised a niche for ourselves to drive the best points from every facet of the industry. Through leading market guidance, strategy, and resources in which one would find a major acquisition or disposition firm, combined with the ethics and consistent touch service of a residential style agent, All Points is positioned to set the new gold standard of best business practices in the commercial and residential real estate market”.

Team Lead, Elliot Blasser, brings a unique perspective to All Points where he is blending his experience as a Commercial Real Estate Advisor and residential Realtor experienced in multiple markets and

Kimber Lambert, Director of Operations, maintains the role of Compliance Officer and Manager of the Administrative Support Team. “I have always had a desire to serve mixed with an insatiable need to

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learn”, says Kimber. Real Estate was a natural fit for Ms. Lambert. “I wanted to help in a way that would have a direct impact on my community while using my talents to stay three steps ahead of the game. I thrive on helping others do the same. When Candi approached me about moving into our Director of Operations Role it felt like a prayer answered. Now I could train my team to best serve our agents at a level of support very few in our industry ever experience. I, like so many in our field, had to learn from the mistakes I made along the way with, at times, all of the accountability and very little guidance or support. We are transforming what it means to work in Real Estate as a Team Member and welcome anyone with a servant’s heart, gritty work ethic, and desire to flourish!”

Rounding out the leadership group is Toni Roberts, team lead, coach, and listing specialist. Toni states “ One of our team’s top priorities has always been how Top Agent Magazine

we can best serve our clients. The All Points Team has several solutions we can offer our sellers based on what their home selling goals and needs are. One example is our COMPASS Concierge program. This is a great solution if a seller wants to sell their home quickly and for top dollar. The COMPASS concierge program allows us to offer upfront, interest free capital to the client for them to be able to make repairs, update their home, remodel, or even stage.

Our agents work hand in hand with the seller and their contractors to advise them on the best way to utilize their COMPASS concierge budget to ensure a bigger return on their investment”.

The most important value that Candi imparts to her team is a deeply held belief in the privilege of home ownership: “Regardless of the price point of the home, real estate is a luxury. Being able to provide that white glove level of service to everyone is extremely rewarding.” Everything that she strives Copyright Top Agent Magazine 11

for is built upon this cornerstone, and her dedication to this concept fuels her ambition. “This is an industry where you can genuinely make a difference in people’s lives and still make a living. Because of my hospitality background, I guess I’ve always seen this as working in the service industry, instead of sales.”

When she’s not mentoring and coaching, Candi lives a life that is “all things water: I practically live on Lake Lanier. I’m an avid boater, I like to paddleboard and kayak, and if I’m craving speed, I’ll take the Sea-doo for a spin.” She shares her passion as a member of the Lake Lanier Association, organizing clean-up efforts and boater safety education sessions.

For more about Candi McClamma and The All Points Team please call 828-260-1866, visit allpointsteam.com www.

or email her at candi.mcclamma@compass.com

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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 14

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.

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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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Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in 18

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

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The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless transTop Agent Magazine

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

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Why Millennials Are Now the Hottest Segment of the Buyers Market

and How You Can Attract Them to Your Home There are many factors when it comes to knowing how to sell your home to the Millennial generation. Millennials are becoming an important part of the buyer market, and to fail to cater to their needs will cut you off from a large and important segment. But, why have Millennials all of a sudden become interested in buying houses when they were perfectly content to rent for the rest of their lives?

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A number of factors contribute to what has recently made Millennials the hottest segment of the Buyers market. One factor is the improved job outlook for Millennials. Millennials took a serious blow during the recession.

Unemployment in this group soared to 14 percent, compared to the 9.6 percent for the population as a whole. But, in recent years that number has been decreasing, with unemployment for Millennials being 9.3 percent this past year.

Rising rents are also contributing to making Millennials more interested in purchasing homes now. Rents have risen so much that buying a home now just makes more sense. Half of all renters spend more than 30 percent of their income on housing. Millennials are becoming increasingly stressed over the constantly increasing financial obligation to something that isn’t even theirs to own.

The near-historic low mortgage rates are luring Millennials towards purchasing a home with their promise of affordability. When compared with the skyrocketing rental rates, buying a house looks even more enticing.

Another factor helping Millennials get over the hump of purchasing a house is the lower down payment requirements. Fannie Mae and Freddie Mac are now offering new loan programs that require as little as a 3 percent down payment. This may just be the last push the Millennials needed to turn toward buying a home rather than rent.

So, now that we’ve established that Millennials are finally joining the Buyers market, the next thing that it is important to understand is what exactly Millennials are looking for in a home. What kind of floorplans do they prefer? What locations are they interested in? Here are some of the essentials that Millennials are looking for in a home: • Updated Kitchens and Baths: Almost everyone wants to buy a

home with new kitchen and bath fixtures, but this is especially true for Millennials Buyers. Millennials are going to spend most of their savings on the down payment and furnishings, leaving little room to update the Kitchen and Bath, which are also the most expensive parts of a home to

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update. Millennials who are on a budget simply won’t have the money to sink into those areas. An updated Kitchen and Bath is sure to bring in a younger crowd.

• Big Kitchen with Open Floor Plan: For Millennials, the kitchen has

become the room where they hangout in addition to the family room. This is why having an open space that can transition easily from the kitchen to the TV room is high on the list of things Millennials are looking for in a home. Along a similar vein, Millennials are attracted to an open floor plan rather than one that compartmentalizes the home. This has to do with how Millennials entertain. Millennials want their guests to flow through the rooms and mingle together, rather than be sectioned off in different rooms.

• Home Office: More than 13 million Americans now work from home,

and if you look at the trend, that number is only going to increase as the time goes on. With technology steadily increasing, more Millennials than ever have the flexibility to work from home. But, the home office isn’t just for someone working from home full time. Having a separate space dedicated to work helps people concentrate and focus on work while they are at home. They can separate themselves from the activities going on around the house and have a quiet space where they can set up their workday, plan a presentation, hold a meeting on Skype, or even pay bills.

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• Less Maintenance: Many Millennials work different schedules that

don’t conform to the 9 to 5 workday, as well as full social calendars. This doesn’t leave them much time to clean a big house. Lawn services and low-maintenance front yards are particularly appealing, as they take less responsibility to still keep the curb appeal high.

• Energy-Efficient Appliances: Millennials have been educated on

keeping the Earth clean from the time they were born. They want to do their part to help the environment and appreciate the long-term cost savings that come with it. Energy-efficient appliances and greener ways to heat and cool the home might end up being the tipping point that makes them choose one house over another.

• Hardwood Floors: Millennials don’t have the time or patience to clean

dirty carpets, especially those that own pets. Hardwood and laminate flooring is easy to mop up if there’s been a mess. The more time they can conserve, the better.

• Good Location: Millennial buyers are looking for homes that are in

proximity to public transportation and have a good walking score. Young Millennial buyers without children are more likely to want a location closer to the action of the city, while Millennials with children would prefer more residential areas.

• Technology: Technology rules the Millennial’s life. They do work on

their computers through an Internet connection and solely use cellphones for communication. They are going to ask about how strong the cell service is and about the Internet service provider. While these amenities are out of the seller’s hands, Millennials are still going to ask these questions, and you will need to know how to answer them.

Knowing what Millennials are looking for in a home will ultimately help you make the necessary changes that will attract these buyers to your home.

Since they are the a serious segment of the market now, updating your home to fit their needs will lead to more buyers and better offers. So, get with the times and embrace the Millennial buyer.

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