TEXAS EDITION
Top Agent Tips and Questions for
CHOOSING YOUR LISTING AGENT
BY THE NUMBERS:
Understanding the True Value of Square Footage COVER STORY
ALICIA TREVINO
Why Delegating is the Key to
LONG-LASTING SUCCESS THERE GOES THE NEIGHBORHOOD: How to List High When Neighbors Are a Nuisance
TEXAS EDITION
7
ALICIA TREVINO
CONTENTS
ALICIA TREVINO
4) TOP AGENT TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING AGENT
16) WHY DELEGATING IS THE KEY TO LONG-LASTING SUCCESS
ALICIA TREVINO
13) THERE GOES THE NEIGHBORHOOD: HOW TO LIST HIGH WHEN NEIGHBORS ARE A NUISANCE
20) BY THE NUMBERS: UNDERSTANDING THE TRUE VALUE OF SQUARE FOOTAGE
Phone 310-734-1440 | Fax 310-734-1440 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S.
2
Top Agent Magazine
mailto:mag@topagentmagazine.com
Top Agent Magazine
3
Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers. Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent. During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 4
Top Agent Magazine
Will you please describe your sales experience and local network?
Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce. Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.
You’ll learn a lot by listening to How will you market the property? Each agents’ opinions. Top Agent has a unique set of online or local
marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however. You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours. What factors influence your list-price recommendation? Before an-
swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price. They’ll also educate you on how best to balance both market time and list price relative to sales histories your area. Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’
opinions on your home’s sale potential with or without some improvements. Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.
How will you help with staging? Some Top Agents will pay for part or
all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches. Top Agent Magazine
5
What attributes of the property will you want to highlight? Each Top
Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!
What is your approach to Open Houses? How many agent-only Open
Houses will your Top Agent want to host? How many truly Open Houses? Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.
Who will be our primary point(s) of contact from your office? This
important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client. Either approach is wonderful; you get to decide what suits you. Now, let’s list! 6
Top Agent Magazine
ALICIA TREVINO Top Agent Magazine
7
Top Agent Alicia Trevino operates with a tightly-knit group called Alicia Trevino International, consisting of her own family and one dedicated showing agent. They cater to clients in East Dallas, Mesquite, Sunnyvale and beyond. A true trailblazer, Alicia Trevino first stepped into the world of real estate in 1989, serving as an interpreter for her non-English speaking mother-in-law during a home tour. This marked a pivotal moment in history, as Hispanic representation within the industry was virtually non-existent at the time. Today, with an impressive 32-year tenure under her belt, Alicia is not only a seasoned veteran, but also one of the top agents in the industry. She was the first REALTOR® in Texas to practice the team concept back in 1991. Transitioning through various stages of her career, Alicia now operates with a tightly-knit group called Alicia Trevino International, consisting of her own family and one dedicated showing agent. They cater to clients in East Dallas, Mesquite, Sunnyvale and beyond. Remarkably, around 80% of her business stems from repeat clients and referrals, a testament to Alicia’s unparalleled service. Alicia’s approach to real estate is a blend of old-fashioned customer service and contemporary technological savvy. She embodies the 8Copyright Top Agent Magazine
Top Agent Magazine
essence of trust and excellence, prioritizing customer service above all else. “We really strive to make you feel like family,” Alicia says. Staying connected with past clients is a challenging endeavor, but Alicia leverages her well-known name and active social media presence to maintain visibility. She’s also
Top Agent Magazine
embraced technology to systematically follow up with clients. Yet, even without these modern tools, Alicia has built a high-profile reputation in her community. “We built a building... my name is outside. And so there’s a lot of name recognition, it’s a high-profile area,” she explains.
Copyright Top Agent Magazine9
Alicia’s approach to real estate is a blend of old-fashioned customer service and contemporary technological savvy. She embodies the essence of trust and excellence, prioritizing customer service above all else. “We really strive to make you feel like family,” Alicia says. When it comes to marketing her listings, Alicia focuses on where she can reach the most buyers. “I do a lot of Facebook advertising nowadays,” she reveals, signifying her transition into the realm of digital marketing. By primarily focusing on Facebook ads, Alicia ensures her listings receive wide visibility. However, her marketing strategy isn’t solely Copyright Top Agent Magazine 10
reliant on digital means. “We are excellent at connecting with people,” she explains. They leverage their extensive network to personally match potential buyers with their listings. Thanks to her marketing prowess, Alicia handles the bulk of the team’s transactions, primarily on the listing side. “I probably do 60% of the transactions,” she shares, hinting Top Agent Magazine
at the impressive volume of about 56-60 transactions she and her team handle annually. Real estate is intertwined with the community, so Alicia makes it a priority to give back. She’s part of many organizations, including the National Association of Hispanic Professionals where she served locally as president of the Dallas chapter, and nationally on the National
Top Agent Magazine
Board of Directors for five years. “I was one of 20 chosen from a membership of over 85,000 members across the United States,” she explains. Alicia played an important role in growing the Dallas chapter from a small group of 15 to three robust chapters boasting around 600 members today. “I’m very proud of the work that I did there,” she says, reflecting on her efforts to provide mentorship opportunities for
Copyright Top Agent Magazine 11
Hispanic REALTORS® entering the industry. When she’s not working, Alicia’s passion for travel takes center stage. She enjoys exploring new places and has even started selling international properties in Mexico. As Alicia looks toward the future, she envisions a shift in her business strategy, one
that’s fueled by technology and social media. Alicia sees the next decade as an opportunity to grow her business in new ways, particularly through EXP Realty - a company she refers to as “the Uber of real estate.” Wherever her path leads, she will continue to find it rewarding. “I work for my client’s best interests, and I love to help them.”
For more information about Alicia Trevino, call 214-876-4567 or email alicia@aliciatrevino.com
Copyright Top Agent Magazine 12
Top Agent Magazine
There Goes the Neighborhood:
How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? Top Agent Magazine
First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.
Top Agent Magazine ®
13
How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.
as a courtesy introduction to the neighborhood. While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.
Is the neighbor’s landscaping an eyesore? Here’s your recourse. Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach. Start by thinking small and operating from a place of authenticity and neighborly service. You might explain to the neighboring tenant that you’re listing and offer to mow their lawn 14
Are there foreclosed or abandoned homes on your client’s block? Do your homework. It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about
Top Agent Magazine ®
Top Agent Magazine
squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.
Noisy, nosy, or annoying neighbors? Don’t be discouraged. Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor Top Agent Magazine
that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue. While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.
Top Agent Magazine ®
15
Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.
DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as 16
a leader, develop your managerial skills? While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process. Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your
Top Agent Magazine®
Top Agent Magazine
While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.
management skills, in addition to lightening your load for the better.
DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.
DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for Top Agent Magazine
questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.
DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished. Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.
Top Agent Magazine®
17
Laughs!
We’re still here!
Making the workplace happy is what we do. A Graham Harrop Cartoon can enhance office materials, training manuals and add zing to that worrying power point presentation.
Graham Harrop Cartoons
Companies large and small call on award-winning cartoonist Graham
the power Harrop to create unique, funPutting and of humour to work memorable cartoons especially for them…
for you!
Working with you to highlight aspects of your organization or celebrate that special someone, Graham is just an email away! gtoonist@shaw.ca
grahamharrop.com
18
Top Agent Magazine
mailto:mag@topagentmagazine.com http://www.topagentmagazine.com
Top Agent Magazine
19
By the Numbers:
Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure. True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of 20
a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.
Top Agent Magazine ®
Top Agent Magazine
1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,
Top Agent Magazine
original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.
2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n Called “below grade spaces,” basements
and sunrooms beyond a home’s typical
Top Agent Magazine ®
21
living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n Did you know the space inside closets
and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.
n When recording square footage, ANSI
actually suggests performing measurements from a property’s exterior—though this method does not account for the
thickness of exterior walls, which could skew square footage numbers. n Just like below grade spaces, a garage, a
pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.
3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures
22
Top Agent Magazine
Top Agent Magazine ®
when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take.
room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage.
n First, you’ll need a few things to get started,
n As you go measure throughout the home,
including a tape measure that can measure at least 100 ft., graph paper, and a pencil.
n Next, choose a room to start measuring
wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.
n From there, draw out the wall you measured
and measure the remaining walls in the
using your own system to scale, you will construct a failsafe floorplan.
Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.
Top Agent Magazine
23
TopTop Agent Magazine ® ® Agent Magazine
mailto:mag@topagentmagazine.com
24
Top Agent Magazine