WASHINGTON 9-26-22

WASHINGTON EDITION

THINGS YOU CAN DO TO

ANTICIPATE YOUR CLIENT'S NEEDS FEATURED AGENTS

JARED RITZ KATHY BONNETT

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THINGS YOU NEED TO DO TO BE A GREAT MENTOR

THINKING OF LISTING?

NINE WAYS TO GET READY MAKE SOCIAL MEDIA MARKETING

YOUR CALLING CARD

COVER STORY

BRITTANY MARTIN

WASHINGTON EDITION

JARED RITZ KATHY BONNETT

Brittany Washington, Martin is a Kathy Bonnett have seen many of7 Spokane, 16 Managing Broker with combines her passion for coaching and Realty One Group g cities toproblem the counsolving with twenty years of inPacifica, where she expertise digital marassists clients throughout eage anddustry space for and a robust Lewis County and the keting presence to serve the entirety of eastniquely ern positioned surrounding areas.

Washington Spokane County. “I really, find their dream really love this business. I have fun with it day, and propertyevery skill setI enjoy showing, listing and staging houses.

I feel like a matchmaker – BRITTANY MARTIN JARED RITZ cinating that part of his sounds corny, but it’s true – that’s what Born and raised in the Chehalis area and a longtime resident of Lewis County, Brittany Martin has always been passionate about helping others. For years, she built her career in the medical field; however, after having three of her four children, she found herself searching for a new opportunity that afforded her the flexibility to be there for her family while still contributing to her household income. At that point, she decided to switch careers and pursue her real estate license. Sure enough, she proved a natural at the business, selling twelve homes within her first full year as an agent.

not 20reliantlivesonso and con He’s involved quick ei ber of the Wash Her dig Association an a varie agricultural ent Kathy

career. allowed KATHY BONNETT Jared owns tw on the businesses tha have u gets me every time. I love when somebody to hisuse clien Instagram, Ti finds a house that just lights them on fire. It’s a really tage CONTENTS huge reach, andc process for most people, and I love being a aspecialized In the eight years since, Brittany has gone propertyemotional manageon to author an accomplished career in real to counsel them.”

4) there 6 THINGS YOUand support 17) MAKE SOCIAL My marketing is al estate. Today, she is a Managing Broker with Realty One Group Pacifica, where she assists d his toe real onThegetting cou NEEDinto TO DO TO BE MEDIA MARKETING clients throughout Lewis County and the survirtual toolkit rounding areas. Leveraging her strong roots A GREAT MENTOR YOUR in the region, she has cultivated a hands-on CALLING CARD efits her from clients,ex b Kathy’s passion began in 2001 when, with some en- market, and was naturally approach to meet the needs of any buyer or seller. ® friend of hers, she gives back to the couragement from a REALTOR 14)he THINGS YOU CAN 21) THINKING OF y. When and his obtained her license and began leveraging her experience knowledge wi DOofficially TO ANTICIPATE LISTING? NINE WAYS His om Canada toin Finance. theNEEDS her BA “I ended up joining his business. ing something is YOUR CLIENT'S TO GET READY in and touch then, he owned a Keller Williams agency, and him around teachw i decidedBack that they they were brand new to town. It was fun becoming and I want toproper help as m the ife and were ready one of the original members that started out with that how to do that w standing of the value Phone | Faxgrown 310-734-1440 group310-734-1440 – and they’ve huge since then of course.” you feel good,of for ington State. mag@topagentmagazine.com | www.topagentmagazine.com Jared trusted, reliable Over the course of the ensuing twenty years,aKathy what you do.” sou No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine had the Publications opportunity to work inarealltaken aspects realof published ishas published

by Feature GA, Inc. Although precautions to ensure theof accuracy materials, Top involved in buying a unique Washington looking to sell Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. estate ranging from single family homes to helping Kathy’s dedication subscribe or change address, send inquiry to mag@topagentmagazine.com. ning forToPublished Jared. a properties, and has her professional re in investment the U.S. Things large groupslike obtain Jared’s niche mastth also well listed and sold commercial properties.

Sheunique has lengths to serve errain and considerations had a team with as many as eight buyers agents. Pres“I do something d million in transactions Top Agent Magazine last me a2 quick study of all the varently, she has a team with a buyer’s agent and a transChristmas, there a Copyright Top Agent Magazine

mailto:mag@topagentmagazine.com

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

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Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 6

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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BRITTANY MARTIN

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Brittany Martin is a Managing Broker with Realty One Group Pacifica, where she assists clients throughout Lewis County and the surrounding areas.

Born and raised in the Chehalis area and a longtime resident of Lewis County, Brittany Martin has always been passionate about helping others. For years, she built her career in the medical field; however, after having three of her four children, she found herself searching for a new opportunity that afforded her the flexibility to be there for her family while still contributing to her household income. At that point, she decided to switch careers and pursue her real estate license. Sure enough, she proved a natural at the business, selling twelve homes within her first full year as an agent.

In the eight years since, Brittany has gone on to author an accomplished career in real estate. Today, she is a Managing Broker with Realty One Group Pacifica, where she assists clients throughout Lewis County and the surrounding areas. Leveraging her strong roots in the region, she has cultivated a hands-on approach to meet the needs of any buyer or seller.

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When listing a property, Brittany is there for her clients each step of the way. Starting out, she helps them fully prepare their home for the market, providing them with a suite of professional photography services, and ideas on how

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to best showcase their home. From there, she broadcasts her listings via both the regional MLS system and a highly targeted blend of digital and social media campaigns. She also utilizes proven outlets like promotional flyers

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“At the end of the day, I believe in treating people with kindness and respect,” Brittany says.

“Clients are never just a number to me; rather, they’re all blessings I would never take for granted.” and videography services to give her clients an added advantage, all en route to their standout open house showing.

Elsewhere, Brittany is just as thoughtful when assisting her buyers, carefully guiding them to the right investment for their best interests. Valuing clear communication and integrity above all else, she not only ensures her clients make well-informed decisions Copyright Top Agent Magazine 10

on their financial future, but also keeps in touch long after the closing through regular check-ins, holiday cards, and even her popular Thanksgiving pie giveaway—standing as their trusted resource for years to come.

In her career, Brittany has earned a fantastic reputation throughout Washington, with the vast majority of her volume coming from repeat clients and referrals. Now averaging Top Agent Magazine

twenty transactions per year, she remains focused on the key values that first brought her to real estate. “At the end of the day, I believe in treating people with kindness and respect,” she says. “Clients are never just a number to me; rather, they’re all blessings I would never take for granted.”

Outside her career, Brittany is dedicated to her community. On top of being deeply involved with her church, she contributes to local youth sports via team sponsorships and charities throughout the year. She is also a longtime supporter and volunteer of the Possibilities Women’s Center, a crisis pregnancy center. When she’s not with clients or

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giving back, she can be found spending quality time with her family.

As her volume maintains its steady growth, Brittany intends on expanding her referral network and reach throughout the region.

More than anything, though, she looks forward to all the new connections that await.

“Coming from the medical field, I’m always asking myself how I can better help those around me,” she says. “I’ve found that those principles have translated perfectly into real estate. For me, there could be nothing more rewarding than making a client’s life easier while safely getting them from Point A to Point B.”

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To learn more about Brittany, email britt.martin723@gmail.com, visit brittanymartin.myrealtyonegroup.com or call (253) 686-1315 www.

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Things You Can Do to Anticipate Your Client’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are Top Agent Magazine

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

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JARED RITZ The last several years have seen many people moving from big cities to the country in favor of quiet acreage and space for hobbies. Jared Ritz is uniquely positioned to help these people find their dream properties. His rural property skill set has developed as a fascinating part of his career journey.

With a background in property management, Jared had dipped his toe into real estate earlier in life and was naturally attracted to the industry. When he and his wife Heidi relocated from Canada to the United States, they had decided that they were done with urban life and were ready to find acreage in Washington State.

The extended process involved in buying a unique property was eye-opening for Jared. Things like a lot line adjustment to terrain and well considerations fascinated him. He became a quick study of all the various complications. He saw a significant opportunity in that city-based realtors were not particularly suited to the task of country living and the differences in the transactions.

Seeing a lack of knowledgeable rural realtors and eager to fill that gap, Jared got licensed with United Country Real Estate, a 100-year-old franchise specializing in niche country and lifestyle properties. Since he had navigated the process of acquiring acreage for a lifestyle property personally, having his real estate license to provide knowledgeable service to those fleeing the cities was a sweet spot.

Jared works on behalf of sellers looking to list their country property and buyers in the market for one.

Because of his focus on building connections locally, he is often able to match up buyers and sellers without requiring sellers to have to list their homes!

Serving Southwest Washington clients in Clark, Cowlitz and Lewis counties, his business is word-of-mouth and 16

not reliant on lead generation methods.

He’s involved in the community as a member of the Washington State Tree Farmer’s Association and numerous other farm and agricultural entities.

Jared owns two other real estate-related businesses that provide a unique advantage to his clients: an estate brokerage and a specialized cleaning business focusing on getting country properties ready for market, from excavating to brush hogging.

His experience as a tree farm owner puts him in touch with the needs of his clients and the properties themselves. His understanding of the value of acreage and timber makes Jared a trusted, reliable source for those in Southwest Washington looking to sell or buy rural property.

Jared’s unique niche mastery brought him over $15 million in transactions last year. He sees the country real estate industry as a dark passage you have to lantern through, constantly adjusting and staying agile to keep that kind of sales record strong in a swiftly changing industry.

From his educational tutorials on YouTube to his work with his wife helping young entrepreneurs break into the business world, his focus is on improving the community and getting people into the niche lifestyle of country and farm living.

For more info, visit jaredritz.com, email jared@unitedcountrynw.com or call 360-612-2079 https://

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Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 18

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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KATHY BONNETT Kathy Bonnett of Spokane, Washington, combines her passion for coaching and problem solving with twenty years of industry expertise and a robust digital marketing presence to serve the entirety of eastern Washington Spokane County. “I really, really love this business. I have fun with it every day, and I enjoy showing, listing and staging houses. I feel like a matchmaker – that sounds corny, but it’s true – that’s what gets me every time. I love when somebody finds a house that just lights them on fire. It’s a really emotional process for most people, and I love being there to counsel and support them.”

Kathy’s passion began in 2001 when, with some encouragement from a REALTOR® friend of hers, she officially obtained her license and began leveraging her BA in Finance. “I ended up joining his business.

Back then, he owned a Keller Williams agency, and they were brand new to town. It was fun becoming one of the original members that started out with that group – and they’ve grown huge since then of course.”

Over the course of the ensuing twenty years, Kathy has had the opportunity to work in all aspects of real estate ranging from single family homes to helping large investment groups obtain properties, and has also listed and sold commercial properties. She has had a team with as many as eight buyers agents. Presently, she has a team with a buyer’s agent and a transaction coordinator on the Kelly Right Realty team.

The strength of her reputation means that her current yearly transactions are over ninety percent repeat and referral clients, and she prides herself on her ability to stay in touch with everyone she has served. “I let my clients know about the current market, new listings and opportunities, the usual stuff – but I always enjoy seeing when something exciting happens in their

lives so I can reach out to cheer them on and congratulate them with a short video, a quick email, or on social media.”

Her digital communications also include a variety of marketing approaches that Kathy has refined over the course of her career. “When I started, you were only allowed the space to upload nine pictures on the MLS and that was it. Now we can have up to forty photos, make reels on Instagram, use Tiktok and Facebook – it has such a huge reach, and I love how things have changed.

My marketing is almost one hundred percent online.”

The virtual toolkit that she pulls from every day benefits her clients, but more importantly, Kathy also gives back to the real estate community by sharing her knowledge with up-and-coming agents. “Learning something is one thing, but when you can turn around and teach it, you actually learn it even better.

I want to help as many people as I can to figure out how to do that whole social-online part – it makes you feel good, for one, but it also makes you better at what you do.”

Kathy’s dedication to service extends well beyond her professional relationships, and she goes to great lengths to serve the greater community of Spokane.

“I do something different for every season. During Christmas, there are some safe houses here in town, and my friends and I gather all kinds of Christmas stuff to decorate the houses. A lot of times they’ll have thirty to forty kids there, so we’ll put together big, oversized stockings and presents, and since we can’t know their names, we just tag them with the appropriate age.” She also regularly gathers clothing to donate to different charities and families who dedicate their lives to supporting the military community.

To learn more about Kathy Bonnett, visit bestspokanehomes.com, email kathybonnetthomes@gmail.com, or call 509-939-2851. 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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Laughs!

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