NORTH CAROLINA 7-11-22

NORTH CAROLINA EDITION

COVER STORY

STEFANIA ARRIETA

ADDING VALUE TO LISTINGS

& the Advantage of Identifying Neighborhood Amenities

Creative Meditation for the Real Estate Professional THINKING OF LISTING? Nine Ways to Get Ready

7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

NORTH CAROLINA EDITION

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STEFANIA ARRIETA

CONTENTS 4) ADDING VALUE TO LISTINGS & THE ADVANTAGE OF IDENTIFYING NEIGHBORHOOD AMENITIES

15) SMALL YARD? BIG STATEMENT: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

6) 7 REASONS WHY YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

19) THINKING OF LISTING? NINE WAYS TO GET READY 22) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

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Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school 4

district ranking and local property taxes, have you ever considered the under-the-radar amenities that drive buyers and bidding wars? To derive the highest value from a listed home, you need to paint a complete picture of the area in which you’re selling. With that guiding principle in mind, let’s consider a few modern amenities and how they add drastically to your bottom line.

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Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites.

A little can go a long way: restaurants, coffee shops, and entertainment

Know thy history: creating a narrative of the neighborhood

Everyone has a favorite take-out spot, coffee shop, or neighborhood watering hole. Identifying the key players in an area—such as restaurants, nightlife, and entertainment hotspots—will create a livable picture that prospective buyers can latch onto. Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. While a cute coffee shop down the street may seem like a bonus instead of a foundational amenity, you never know what kind of homebuyer you might net if you include the cozy characteristics that make a house a home.

As humans, we’re drawn to narratives. Sales pitches and marketing campaigns hinge on an alluring storyline. That’s why understanding a neighborhood’s history can frame and contextualize a property to great effect. After all, buyers aren’t just drawn to sturdy foundations and bedroom counts; they like to imagine their lives unfolding inside those four walls.

Get a sense of the area’s historical timeline, architectural style, noteworthy community members, and the like. Conveying this intriguing information to buyers helps them connect more personally with a property, while understanding the holistic picture of their potential new home.

From here to there: public transportation and commuter access While this rule may not apply to all properties, considering access to public transportation is a major draw for today’s buyers. Especially amidst the more eco-conscious Millennial segment eager to buy within city limits—knowing public transportation access points and schedules can add serious value to listed properties. Also, think outside the box: do nearby thoroughfares boast dedicated bike lanes? Are there plans to expand rail lines to the area in the future? Deliver a confidant picture of the area’s public transportation access and prospective buyers will trust your expertise.

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While it is always good to cover the basics of school districts and property values, it is even more useful to expand your knowledge base and bring a warm, human element to locational knowledge. Not only will you appeal to a younger demographic of homebuyers who values this strategic information, but you will also broaden your understanding of your service area at large. Think of it this way: a neighborhood is far more than a collection of homes on a block. A neighborhood is about atmosphere, access, and a sense of community. If you authentically appeal to this guiding truth, and buyers will surely rise to the occasion.

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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STEFANIA ARRIETA

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Top Agent Stefania Arrieta serves sellers/buyers in her hometown (Denver), all of Lake Norman & surrounding towns.. Her motto? “No Matter what happens in life be good to people, being good to be people is a wonderful legacy to leave behind.” of the local market, with deep rooted personal and business connections, she knew how valuable she could be. With so many new comers moving to the south eastern part of the country, she knew her services would be vital to any seller and buyer in this historical competitive market. Her strong work ethic and ability to nurture meaningful relationships made her confident in her capabilities and her value to her clients. Just like the quote “she believed she could, so she did” well she did it! In her first year, she had 13 total transactions, 4.3 sales volume and she is well on her way to double those numbers for year 2; highly impressive for a rookie with no sales experience!

After 8 years in the dental field, COVID hitting, a craving for change and a want for more, Stefania quit her 8-5 and took a risk. Fueled by faith, encouragement, prayer, and support from her boyfriend, family and friends, she decided to make a drastic career change and embark on a new journey in Residential Real Estate serving her hometown (Denver), all of Lake Norman & surrounding areas. Stefania never thought sales was her arena, and the risk of being dependent on commissions to make a living was scary at first.

April 1, 2021 marked the first day she began her journey as a full-time realtor. She knew it was a huge risk, but at the same time a monumental point in her life; she was all in.

Being raised in Lincoln County, having a vast knowledge 10 Copyright Top Agent Magazine

Stefania did not come from a wealthy family, but they instilled in her the value of hard work, morals, values, and always going after what you want. She was raised to believe anything is possible as long as you work for it and believe in yourself. No handouts or excuses. “The only person that can change the trajectory of your own life is you, no one else.”

Her faith is important and a factor to her success, it’s what keeps her grounded and has always been her guiding light.

A considerable part of her success is the relationships she builds and maintains, passion for her community, and being her authentic self. Real estate is a relationship-built business and being able to form organic connections with people is essential. This came naturally because personal and professional relationships mean the world to her.

She prides herself in knowing that the foundation of her business is built on those beautiful relationships and connections that she has and continues to make. Her motto is “no matter what happens in life, be good to people, being good to people is a wonderful legacy to leave behind.”

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She knows the career is not for everyone. It’s very stressful, juggling a lot of things all at once, with crazy hours and always having to be available. But it’s the most gratifying career she’s ever had. The fact that every day she helps clients achieve their dreams and accomplish their real estate goals is impactful.

Selling or buying a home is one of the biggest financial decisions a person makes in their life and she does not take that lightly. Stefania carries that weight and ensures client needs are not only met but exceeded. In the grand scheme of things, she loves changing people’s lives and opening opportunities for them.

A lot of her business comes from deep rooted relationships and being a local to the area, but the other portion is from new comers. They have a great experience when she closes on their homes, and that leads to them referring their family or friends in the area that want to sell or want to move.

Stefania becomes their local resource full of knowledge and experience, validating that she is the person who can get the job done for them.

Social Media is huge right now. We have the capability of reaching millions of people from all over the world and Stefania takes full advantage of it, with listings advertised on all of her social media pages and to local community groups in her area. “There’s also strength in being a part of RE/MAX EXECUTIVE… a powerful brand with a presence in over 110 countries and territories. The RE/MAX network’s global footprint is unmatched by any other real estate company and the fact that RE/MAX agents worldwide sell more real estate than any other brand speaks volumes,” to not only her, but her clients as well.

When it comes to her real estate business, it’s very important to Stefania to support her community and local businesses.

From her engraver, to closing gift baskets, to business cards, everything she touches is done locally. She has committed herself to sponsor the East Lincoln High School athletic program, which means a lot to her as it was the high school she and her boyfriend attended.

This year marks the 8th year Stefania has sponsored a family from Levine Children’s hospital for Christmas. Giving back has always been a passion of hers and it makes her heart happy. She remembers when holidays could be stressful times for her parents financially and her goal is to alleviate some of that stress from parents who are already dealing with a child in critical condition and bring some happiness and hope into their lives. Every year she’s amazed at what Copyright Top Agent Magazine 12

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was accomplished and her heart explodes with the amount of people wanting to help and the turnout at delivery. It truly takes a village, and every year family, friends, co-workers, friends parents, local businesses, complete strangers, reach out to her. The responses are overwhelming sometimes, but she is truly grateful and thankful for ALL who participate & help her with every aspect of this sponsorship.

When Not Selling Real Estate

Stefania enjoys quality time with her boyfriend, their fur baby Moose, family and friends. She enjoys the simple things in life, “a home cooked meal and a bonfire and I’m one happy girl.” When feeling a little adventurous you can find her in one of the many great local spots enjoying a nice dinner. Her faves include Sports Page, Joey’s and Safari Miles or you may find her at LKN brewery, listening and dancing to some live music.

She enjoys weekend getaways to the beach or the mountains and loves traveling to explore different parts of the US and the world.

Stefania is bringing the first ever professional rodeo to Denver NC, partnering up with retired professional bull rider and now rodeo promoter JR Drake, JR’s Pro Rodeo Stampede- July 15th -16th.

They expect over 6000 spectators over two nights.

There will be local vendors for shopping, great food and the prize giveaway of a Yeti tundra 75 hard cooler filled with coupons/gift cards from the local businesses that are a part of the rodeo. Public response has been overwhelming and it will be a family event no one will want to miss. Cowboys and cowgirls from all over the country will participate for a chance to get to into finals. “J.R.’s Pro Rodeo Stampede-Denver NC” on Facebook has all the details and info.

Home Sweet Home – The Carolinas

Stefania loves her small town, the people, community, the local businesses, going to the grocery store and running into someone you know, the back roads, football Friday night, the warmth and hospitality of the southern culture and the food. It’s a great place to live and an even better place to raise a family. The schools are great public or private, with low taxes, endless job opportunities, and in close proximity to the Appalachian Mountains or the beach. The weather, beautiful quaint towns and Top Agent Magazine

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quality of life make the area a coveted, peaceful place to call home near North Carolina’s biggest man-made lake (Lake Norman) with 520 miles of shoreline. As a lifelong resident small-town girl, Stefania finds it rewarding to help people transition to the place that raised her. She is beyond grateful and proud to represent the area as their local go-to real estate professional and assist in a complex market that requires a true professional stepping in to guide them every step of the way.

Small Town, Big Dreams

Stefania dreams big and has many aspirations and goals she wants to accomplish. She wants to run her own very successful brokerage which will consist of very seasoned agents who are driven, go getters, dreamers and hustlers. She wants to open opportunities for them and inspire them to shoot for the stars, letting them know their dream life, career and income are possible and she wants to be an intricate part of that journey. “It is very easy to get caught up in the competition of the business, but putting that aside and working together with

other agents is the way to make transactions come together in the most stress-free way possible.” To Stefania there’s plenty of business to go around and she believe when you uplift and support one another, you will be blessed tenfold. She wants to build a real estate empire that her future children can be proud of and say my mom built that. She wants her children to know that women can build empires and do everything and anything they set their minds to. At the end of the day, she’s just a small-town girl determined to make her dreams come true and create a life that she knows is possible and that she deserves. She loves her people and her community where she was raised and where her future children will grow up, attending the same schools, taught by the same teachers. Stefania truly feels so blessed, proud and happy to be a representative of all the goodness and riches her territory brings to sellers and buyers of all walks of life as the local go-to Real estate professional. “The only way to do great work is to love what you do.” Stefania believes this to her core and truly enjoys what she does.

For more info, call 704-913-6685 or email StefaniaRemaxExecutive@gmail.com . .

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with Top Agent Magazine

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods 16

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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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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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite 22

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening Top Agent Magazine

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try:

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For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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