SOUTH CAROLINA 5-2-22

SOUTH CAROLINA EDITION

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THINGS SUCCESSFUL PEOPLE NEVER DO ANNAMARIE CONGEMI ALISSA LIGHTMAN SARAH ELLEN LACKE

RECONSIDER REFERRAL-ONLY When Planning For The Future

THINKING OF LISTING? NINE WAYS TO GET READY

How To Speed Up FIRST-TIME HOMEBUYER TRANSACTIONS

FEATURED AGENTS

COVER STORY

ANNE NEWSOME

SOUTH CAROLINA EDITION

Area Sp

SARAH ELLEN LAC

ALISSA LIGHTMAN ANNAMARIE CONGEMI

Maybe it was been the fact Alissa Lightman has always fas- that she moved Her love of teaching al 7 17 22 25 a lotGrowing as a child, cinated with around real estate. up,living in five diftraining tomorrow’s rea ferent states.

Maybeand it was the fact that she was surrounded by relatives sionals. Alissa has devel successful people who discussed program for new agent her mother is in realtheestate. Or maybe importance ofit owning the she loves helpcondense the learning c is just real the estate, fact that benefits of investing and understanding them everything they n ing people.

Whatever the reason, Sarah the market. As soonLacke as she seemed had the ophit the ground running a Ellen destined to get into portunity to enroll in real estate classes serve their clients. It’s all the real estate business…even if she in 2016, she jumped on it. Since then, Alissa wishes she’d had took a few detours along the way.

Alissa has built a successful, multi-miling out. While she still ANNE NEWSOME ANNAMARIE CONGEMI ALISSA LIGHTMAN SARAH ELLEN LACKE lion dollar sales team with Realty One with clients, a large part o Sarah Ellen has always Group Dockside, a top brokerage in the had a passion is offering real estate cla realCarolina estate, area eventhatif she’s that proud isn’t how Myrtle Beach,for South ing to build a strong team of future ag Annamarie Congemi’s experience sets her apart and said, ‘Now there’s something to be part of. Her for learning everything shepassion always made a CONTENTS living.

She she initially among South Carolina REALTORs®. Starting as and enjoy, interacting with people can about realobtained estate extendsreal intoestate a lovelicense of educatAlissa’s team is active in supporting in North a newher home sales agent as a builder’s representa- teaching’. And once I got started i ing4) others which has become an essential parther of20) her from community donating 1% of profitsma to Carolina in has 2004, after graduating I would have done it many, tive, she gone on to launch own brokerage RECONSIDER 8 THINGS work over the years.heading Their annual fundraiser is an event th years ago.” a team 13 agents. onto that REFERRAL-ONLY WHEN SUCCESSFUL PEOPLE friends send UNC-Chapel Hill.of But that Tack first stint inherthe business for veteran families in need and may roles as broker in charge of 45 agents, and personPLANNING FOR THEabout FUTURE NEVER DO in the right to grow my only lasted a year.

“I just wasn’t South moving Carolina, or whb ally serving as 600 clients in her career, The Lightman Group servesas amany desirable, luxury of homeGreenville, improvements, place in itmy life,” saidAnnamarie’s Sarah “Ifood was young isclothing. based,and offers mountain and isthat safe to say experience isand area South Carolina includes HorryEllen. and The Wild Westview ga 14)ofHOW TO SPEED UP 23) THINKING OF industrywas to homebuyers, “It ha exhaustive.

“Those different types of variances With a busy not ready to run my own business.

The passion Georgetown Counties.

This area includes a 60that also provides a great opportunit FIRST-TIME HOMEBUYER LISTING? NINE WAYS as well as leadership I think makes me stand dogs (inclu there butfrom the others,” timing was wrong.”

Soroleple Sarah Ellenincluding took clients mile stretch of beach known as the Grand Strand together and co TRANSACTIONS TO GET READY out she says.

Whatever Sarah herdestination career down a with few different paths.

Shenot worked for Alissa and is a tourist filled golfher resorts, she’s working, lovesEllen to tr Annamarie plays, however, focus is on helping people. restaurants, shops and attractions. team trips SouthoperAmerica, can Europe andaw t break the Charlotte BobcatsAlissa’s in broadcasting andingame works with newer, high-end housing developments she as hasadreams of traveling the glo her family a ations, with East Coast Entertainment booking In fact, the opportunity to serve others drew suchPhone as Grande Dunes as| Fax well as rental second getting to know new people and diB 310-734-1440 310-734-1440 ular basis. agent, worked for and several years thethen agent into real estate in the first place.in financial serhome properties inAt neighborhoods like Surfside. these adventures. first,the she real pinned her hopes on becoming mag@topagentmagazine.com |estate www.topagentmagazine.com her kids’ sp vices. But business wasthrough still calling her ThisNoniche market is among Alissa’s favorites and a doctor.

Through life’s twists and turns, portion of this issue mayso be reproduced in anyshe manner whatsoever without prior Carolina consent of the publisher.

Top Agent Magazine for sure,” sa name, in 2013 got her South license she found in real estate another opportunity is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top a subjects she especially likes to teach. and joined Carolina One in Charleston. Her ultimate goal was to work at a small boutique firm, so in 2017 interact with people in a serving way,” she she landed at as Smith Real Estate. The rest, as loves most about her apoint, realSpencer says.work “At some Iestate looked agent. at real estate She enjoys connecting people and sharing her they say, with is history.

Agent Magazine cannot to be held responsible for opinions expressed or factshad supplied serve her community.

“I always thisby its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. thing where I wanted to service people, or in the U.S. emphasis ThisPublished educational is part of what Alissa

expertise to help prepare them to make good deci-

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Twain said? never have have found

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 4

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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ANNE NEWSOME Top Agent Magazine

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Top Agent Anne Newsome serves the Midlands region of South Carolina, including Columbia, West Columbia, Lexington, Chapin, Irmo, and Elgin.

Detail-oriented and thoughtful, Anne Newsome has a passion for guiding clients through everything that comes their way during the course of a real estate transaction. “Buying or selling a home can be a very challenging process,” Anne explains. “Emotion is a big part of a real estate transaction, and having a degree in Psychology helps me understand what people are thinking and feeling—not only 8Copyright Top Agent Magazine

my client, but also the people on the other side of the transaction.” It’s this insight and compassion that help Anne find solutions to any real estate problem that leave everyone happy.

Anne serves the Midlands region of South Carolina, including Columbia, West Columbia, Lexington, Chapin, Irmo, and Elgin. The area appeals to a wide range Top Agent Magazine

of people, finding popularity with retirees from the north as well as millennials and everyone in between. Many military families call the area home as well. “Our area has been called ‘The Most Military Top Agent Magazine

Friendly Community in America,’” Anne says. “Roughly 1/3 of my clients have been active duty or military veterans, and I enjoy serving those who have served our country.”

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“Our area has been called ‘The Most Military Friendly Community in America,’” Anne says. “Roughly 1/3 of my clients have been active duty or military veterans, and I enjoy serving those who have served our country.”

Clients give Anne high marks for her strong interpersonal communication skills and the way she keeps them in the know through the entire process. “My focus is very much on relationships and quality,” Anne explains. “I will always be completely honest and forthcoming with my Copyright Top Agent Magazine 10

clients. I want them to ask questions and be very involved. For example, I send clients a draft of the listing description and show them a sampling of the listing photos.”

When it comes to marketing, Anne invests a great deal of thought and effort into Top Agent Magazine

ensuring that a listing will look its very best when it goes live. She hires a professional photographer for every transaction who helps bring out the distinctive charm of a home. “My photographer has a very good eye for creativity,” Anne says. “I like to capture a couple of creative shots with my listing photos just to give a different perspective and give the listing a warm, inviting feel because when someone is looking online for a home, it really needs to catch their eye.”

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For Anne, just as important as the transaction itself is what she can learn from it.

“I’m always interested afterwards in what my clients have to say about their experience,” she says. “I know I can learn from every person and every transaction. One client said he liked that I always have a contingency plan, and I’m always trying to see ahead. If we make this decision, where is that going to lead? That helps my clients because then they can best weigh the pros and cons of which way they want Copyright Top Agent Magazine 11

to go. Ultimately it’s their decision, but they benefit from my experience and ability to see what’s beyond.”

Anne’s favorite part of real estate is being able to have a positive impact on people’s lives. “I love being able to help people reach whatever goal they have,” she says. “I also

love the stories that come out of real estate.

Every house and every transaction has a story, and I really enjoy being involved in such an important and meaningful event in somebody’s life. There’s nothing like being able to help people find a home, and getting to see the joy they have when they’re finally able to do it.”

To find out more about Anne Newsome, please call 803-493-1853, email AnneofLRE@gmail.com or visit zillow.com/profile/Anne%20Newsome

https://anne.columbia.unitedrealestatesc.com/blog/108/7+Ways+to+Make+Your+Home+Smell+Good+Before+Showings www.

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 14

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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ANNAMARIE CONGEMI Top Agent Magazine

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ANNAMARIE CONGEMI

Annamarie Congemi’s experience sets her apart among South Carolina REALTORs®. Starting as a new home sales agent as a builder’s representative, she has gone on to launch her own brokerage heading a team of 13 agents. Tack onto that her roles as broker in charge of 45 agents, and personally serving as many as 600 clients in her career, and it is safe to say Annamarie’s experience is exhaustive. “Those different types of variances as well as leadership I think makes me stand out from others,” she says. Whatever role Annamarie plays, however, her focus is on helping people.

and said, ‘Now there’s something I think I can do and enjoy, interacting with people and serving and teaching’. And once I got started in 2005, I wished I would have done it many, many, many, many years ago.”

Greenville, South Carolina, where her agency is based, offers mountain views and booming industry to homebuyers, “It has a little bit of

In fact, the opportunity to serve others drew the agent into real estate in the first place.

At first, she pinned her hopes on becoming a doctor. Through life’s twists and turns, she found in real estate another opportunity to serve her community. “I always had this thing where I wanted to service people, or interact with people in a serving way,” she says. “At some point, I looked at real estate 18

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everything,” Annamarie says. Nestled between Atlanta and Charlotte and three hours from the Atlantic coast, Greenville also presents Annamarie with ample opportunities to serve her community outside of work. She serves on a community service committee of the Greater Greenville Association, where she participates in a number of fundraisers for community outreach. She also volunteers with her church and heads a Sunday school class and takes part in inner city outreach there.

Outreach falls right in line with Annamarie’s real estate marketing strategy. She posts listings on sites such as MLS, Zilllow and Realtor. com. Those listings also get a boosted post on social media to increase exposure. For all the digital marketing, though, Annamarie gets a kick out of sharing her listings face-to-face with neighbors. “I love to do an open house,” she says. “I generally go in that neighborhood and talk to the neighbors in the neighborhood about the open house and invite them to come tour the home in case they know someone who’s looking to sell.” Sometimes the client is won with the simplest act. “I answer my phone,” she says. Clients appreciate her responsiveness and market knowledge so much so that referrals and repeat customers make up most of her business.

Annamarie left behind her brokerage to better serve more clients on a one-to-one basis. She continues to connect buyers and sellers while sharing experience with other agents as a mentor. Already she has begun mentoring her son, a junior agent with her agency. Extending that effort, she plans to find other agents whose careers she can boost with her knowledge.

“Whether they would be on my team or just associate with me, I really still enjoy that part,” she says. “I still have intentions of servicing as many clients as I can, helping as many people as I can.”

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For more about Annamarie Congemi, please call 864-542-5302, email annamarie@soldbyannamarie.realtor or visit soldbyannamarie.realtor www.

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

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DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

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THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

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THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

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REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working Top Agent Magazine

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

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GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

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PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

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THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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Area Specialist ALISSA LIGHTMAN Alissa Lightman has always been fascinated with real estate. Growing up, she was surrounded by relatives and successful people who discussed the importance of owning real estate, the benefits of investing and understanding the market. As soon as she had the opportunity to enroll in real estate classes in 2016, she jumped on it. Since then, Alissa has built a successful, multi-million dollar sales team with Realty One Group Dockside, a top brokerage in the Myrtle Beach, South Carolina area that she’s proud to be part of. Her passion for learning everything she can about real estate extends into a love of educating others which has become an essential part of her work over the years.

The Lightman Group serves a desirable, luxury area of South Carolina that includes Horry and Georgetown Counties. This area includes a 60mile stretch of beach known as the Grand Strand and is a tourist destination filled with golf resorts, restaurants, shops and attractions. Alissa’s team works with newer, high-end housing developments such as Grande Dunes as well as rental and second home properties in neighborhoods like Surfside.

This niche market is among Alissa’s favorites and a subjects she especially likes to teach.

This educational emphasis is part of what Alissa loves most about her work as a real estate agent.

She enjoys connecting with people and sharing her expertise to help prepare them to make good decisions. When she works with prospective investors, she takes the time to understand their goals and helps them to create a sound strategy with a full knowledge of the process. This is especially important in an aggressive market where buyers need to be prepared in advance and ready to act when opportunities arise.

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Her love of teaching also extends into training tomorrow’s real estate professionals. Alissa has developed a one-year program for new agents that helps to condense the learning curve and gives them everything they need to know to hit the ground running and be ready to serve their clients. It’s all the information Alissa wishes she’d had when just starting out. While she still works directly with clients, a large part of Alissa’s work is offering real estate classes and coaching to build a strong team of future agents.

Alissa’s team is active in supporting veterans in the community donating 1% of profits to local charities.

Their annual fundraiser is an event that raises money for veteran families in need and may cover the cost of home improvements, moving or basic needs like food and clothing. The Wild West gala is a fun event that also provides a great opportunity to bring people together including clients and colleagues. When she’s not working, Alissa loves to travel. With past trips in South America, Europe and the Middle East, she has dreams of traveling the globe and enjoys getting to know new people and different cultures through these adventures.

To contact Alissa call 843.957.4812, email alissalightman@gmail.com or visit alissalightman.com www.

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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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SARAH ELLEN LACKE Maybe it was the fact that she moved around a lot as a child, living in five different states. Maybe it was the fact that her mother is in real estate. Or maybe it is just the fact that she loves helping people. Whatever the reason, Sarah Ellen Lacke seemed destined to get into the real estate business…even if she took a few detours along the way.

Sarah Ellen has always had a passion for real estate, even if that isn’t how she always made a living. She initially obtained her real estate license in North Carolina in 2004, after graduating from UNC-Chapel Hill. But that first stint in the business only lasted about a year. “I just wasn’t in the right place in my life,” said Sarah Ellen. “I was young and not ready to run my own business. The passion was there but the timing was wrong.” So Sarah Ellen took her career down a few different paths. She worked for the Charlotte Bobcats in broadcasting and game operations, with East Coast Entertainment as a booking agent, then worked for several years in financial services. But the real estate business was still calling her name, so in 2013 she got her South Carolina license and joined Carolina One in Charleston. Her ultimate goal was to work at a small boutique firm, so in 2017 she landed at Smith Spencer Real Estate. The rest, as they say, is history.

Charleston area real estate last year and is on target to hit $20 million in volume this year. It also helps that roughly 75% of her business comes from repeat clients and referrals. “I am very straight forward, very honest and my clients really appreciate that,” explained Sarah Ellen. “I am also competitive, which is key in this kind of market. In the end though, it isn’t about the transaction or the money for me. It is all about the people. I truly enjoy helping people and building those relationships. I am as much a problem solver and therapist as I am a real estate agent. Many of my clients become my friends…and those friends send me new clients, which helps me continue to grow my business.”

With a busy career, two children ages 7 and 5, and two dogs (including a 160 pound Great Dane “puppy”), Sarah Ellen doesn’t have a lot of free time. When she can break away from the hustle she enjoys boating with her family and friends and she hits the gym on a regular basis. But most of that “free time” is devoted to her kids’ sports and school activities. “It is a busy life for sure,” said Sarah Ellen. “But what was it that Mark Twain said? ‘Find a job you enjoy doing, and you will never have to work a day in your life.’ I am lucky to have found what I love.”

Sarah Ellen counts the entire greater Charleston area as her market, including Summerville, North Charleston, Mount Pleasant, James Island, John’s Island and all of the beach communities. “This is such a stunning area – who wouldn’t want to live here,” asks Sarah Ellen rhetorically. “We have a charming, historic downtown, wonderful restaurants, excellent boating, and great beaches. What’s not to love?”

With that kind of enthusiasm and love for the area, it is easy to understand why Sarah Ellen sold $17 million in Top Agent Magazine

Contact Sarah Ellen Lacke at 843-607-4330 or email sarahellen@smithspencer.com

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