BEYOND CLEANING AND DECLUTTERING: What Improvement Expenses Make the Most Sense?
What Sellers Want From You As Their Real Estate Agent
AARON SCOWCROFT
Laughs!
How to Cut Down on Digital Distractions and Up Your Productivity
As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message—
it can feel impossible to untangle yourself from the worldwide web.
As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then
get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.
Focus on one digital task at a time.
While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any. Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.
Give yourself a curfew.
In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.
Mute social media notifications
and create dedicated check-in times instead.
Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.
Keep your inbox organized.
While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority. That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.
Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.
Welcome Home: Working with Relocators in Transition
People stage moves for all sorts of reasons. From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?
For starters, envision the big picture. Relocators have extra obstacles between them and
their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be
exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.
Create a full-scale timeline for you and your client that makes expectations clear.
Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation. Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.
Attune your communication style so that nothing goes overlooked or miscommunicated.
Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.
Be a local resource with vetted recommendations and vendors on-hand.
Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations. Have a contractor who can get a head-start on home projects while clients make the move?
Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.
Think outside the box when weighing variables.
Relocations aren’t your typical transaction. You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away? Are there time zone differences to factor in?
If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.
There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.
AARON SCOWCROFT
As the co-founder of Northern Vermont Realty Group, Top Agent Aaron Scowcroft is crafting a new narrative—one that moves beyond transactional business to focus on meaningful connections.
Aaron Scowcroft isn’t your typical REALTOR®. In fact, he’s on a mission to change the way the industry is perceived. “Real estate isn’t just about what the consumer sees through HGTV or Bravo,” he says.
“We’re not sitting around in pinstripe suits making millions of dollars hand over fist and not engaging with our communities.” For Aaron, real estate is personal. It’s about relationships, trust and a deep
commitment to his community in northern Vermont. As the co-founder of Northern Vermont Realty Group, Aaron is crafting a new narrative—one that moves beyond transactional business to focus on meaningful connections.
Aaron’s real estate career began in 2015. Working as a mortgage loan processor, he learned a lot about housing and
how mortgages worked, sparking a curiosity in him to pursue his real estate license. Aaron was raising young children and working in the restaurant industry when COVID-19 hit. The restaurant doors closed, he says, and life changed. “We
suddenly had to home-school a bunch of kids, and it was a blast,” he jokes. This challenge pushed him to transition from part-time to full-time REALTOR® in 2019. Fast forward a few years, and Aaron now leads a thriving company with five agents
Serving the northern half of Vermont—a region known for its close-knit communities and small-town vibe—Aaron’s team thrives on personal connections. “Everybody knows everybody here,” he explains. “Your reputation goes a long way.”
and a growing reputation for personalized, world-class service.
Serving the northern half of Vermont—a region known for its close-knit communities and small-town vibe—Aaron’s team thrives on personal connections. “Everybody knows everybody here,” he explains. “Your reputation goes a long way.” This focus on reputation is reflected in his client base: 80
percent of Aaron’s business comes from repeat clients and referrals. “Not being part of a corporate entity doesn’t mean you don’t get a high level of service,” he adds.
One of his proudest achievements is an oversized Little Free Library outside the Georgia Market, built in honor of two local educators. Aaron worked with various local business owners who donated their expertise,
time and money collaboratively to get this built and established. “The community responded in such a positive way,” he says. “It honestly tears me up sometimes.” Aaron is also passionate about literacy for children and stays involved with his local library. For him, these efforts are not just
acts of service but a way to foster a sense of connection and trust.
While his agency focuses on residential properties and land, Aaron’s ultimate goal is to reshape how real estate is conducted. “Our vision is to try to change the
perception of how real estate business should be conducted, and it all starts at the relationship level,” he says. Aaron is clear about the type of agents he wants on his team: “We do not want transactional agents in our firm,” he explains. “We’re looking for people who share the same passion for trust and relationships that my business partner (David Graves) and I do.”
Despite opening Northern Vermont Realty Group as recently as August 2023, Aaron is optimistic about the future. His goal isn’t just to grow the business; it’s about changing the game. “There’s a need for people to do honest work and do it because they like to, not just because they’re trying to pay their bills. We’re here for the journey, for the relationships and for the chance to make an impact. And that’s what makes it all worth it.”
Beyond Cleaning and Decluttering:
What Improvement Expenses Make the Most Sense?
Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.
Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress
neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.
Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.
Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?
In general, some improvements are required, others are low-cost and others pay for themselves
with lower time on the market, competing offers or higher sale price.
Landscaping & Exterior
First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.
While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.
Walls, carpets, ceilings and trim
Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it. “I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.
Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.
Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings! A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.
Kitchens and baths
Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.
Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.
Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.
MASTERING TALENT ACQUISITION IN REAL ESTATE
The ability to draw in and keep exceptional agents forms the backbone of any thriving brokerage. The art of follow-up stands at the forefront of transforming potential interests
into concrete assets for our teams. Below, we delve into the strategic nuances of follow-up, showcasing its role as a critical differentiator in securing the industry’s best.
• Fostering Memorable Connections:
The initial meeting lays the groundwork, but it’s the diligent follow-up that cements a solid relationship. A personalized email or call after the first interaction not only reiterates the benefits of joining your team but also highlights your brokerage’s dedication to building meaningful connections.
• Showcasing Commitment to Agent Success:
Continuous engagement post-meeting signals to prospective agents that your firm is invested in their career trajectory. This level of dedication showcases a supportive environment where agents’ growth and success are paramount.
• Clarifying Doubts and Building Confidence:
Utilize follow-up interactions as a platform to address any hesitations or queries. Engaging in open dialogue ensures that expectations and values are aligned, paving the way for a mutually beneficial partnership.
• Ensuring Your Brokerage Stands Out:
In a landscape where elite agents are pursued by numerous firms, staying actively engaged through follow-up can keep your brokerage at the forefront of their minds. Highlighting your unique offerings and culture through consistent communication underscores why your firm is the ideal choice.
• Highlighting Paths for Professional Development:
Follow-up conversations are golden opportunities to outline the developmental prospects within your firm. Elaborating on mentorship programs, educational workshops, and career progression plans can tip the scales in your favor.
• Elaborating on Brokerage Values and Culture:
Post-meeting, candidates often seek deeper insights into your brokerage’s ethos and community. Follow-up communications are perfect for sharing success stories and the supportive network that defines your brokerage, aiding them in making an informed decision.
• Respecting Communication Styles:
Recognizing and adapting to a candidate’s preferred method of communication tailors a more personalized and effective followup. This adaptability not only respects their preferences but also fosters a stronger rapport.
• Smooth Transition to Onboarding:
A strategic follow-up process seamlessly bridges candidates to the onboarding phase, setting a positive tone for their integration into your team. This smooth transition is crucial in cultivating a productive and harmonious work environment from the get-go.
In conclusion, the power of follow-up in recruiting real estate agents cannot be overstated. It is not merely a formality but a strategic and essential component of the recruitment journey. Brokers and agencies that prioritize effective and consistent follow-up demonstrate a commitment to their agents’ success and position themselves as attractive destinations for top-tier real estate talent. In a field where relationships are paramount, unlocking success often begins with the simple act of following up.
WHAT SELLERS WANT FROM YOU AS THEIR REAL ESTATE AGENT
Although sellers’ individual preferences may differ, they often share a set of expectations and needs when it comes to what they seek in their real estate agents. Here are the top six things sellers often want:
1List Price Expertise and Market Knowledge
Sellers want their agents to have a thorough understanding of the local real estate market. This includes providing an accurate and realistic pricing strategy for the property based on current market conditions, comparable sales, and other relevant factors.
2 Reliable and Effective Communication
Sellers appreciate real estate agents who maintain open and transparent communication throughout the entire selling process. This includes providing regular updates on the status of the property, relaying feedback from potential buyers, and being responsive to the seller’s inquiries.
3 Strong Negotiation Skills
Sellers expect their real estate agents to be skilled negotiators who can secure the best possible deal on their behalf. This includes negotiating the sale price, handling counteroffers, and navigating any potential challenges that may arise during the negotiation process.
4 Marketing Knowledge
A strong online and offline marketing strategy is crucial for selling a property quickly and at a desirable price. Sellers value agents
who can effectively market their homes through various channels, such as online listings, social media, professional photography, and traditional advertising.
5 Strategic Guidance and Support
Sellers seek agents who offer strategic guidance throughout the selling process. This includes advising on the best times to list the property, suggesting improvements or staging techniques to enhance the property’s appeal, and providing insights on market trends that could impact the sale. They value an agent’s ability to navigate the complexities of the real estate market, offering support and expert advice to make informed decisions and ultimately achieve a successful sale.
6 Transparency and Ethical Standards
Trust is a key factor in the real estate relationship. Sellers want an agent who is professional, trustworthy, and acts in their best interests. This includes maintaining confidentiality, adhering to ethical standards, and demonstrating a commitment to providing excellent service.
Remember, individual preferences can vary, so it’s essential for real estate agents to communicate openly with their clients to understand their specific needs and expectations. Building a strong, trusting relationship is crucial for a successful real estate transaction.
