July 2017

July 2017

Improve your time

management skills

The basics of

government mortgage loans

Guadalupe Gastelum also featured: Melissa Cantway Rochelle Ford Lisa Foster Chris Hinova Lori King

How to write

listings that sell

contents

buyers&sellers

professionals 4

Tricks of the trade — Improve your time management skills

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How to write listings that sell

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Refresh your real estate etiquette

Featured Agent Magazine Phone 888.437.5707 Fax 888.849.3663 contact@featuredagentmagazine.com www.featuredagentmagazine.com 2

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Top 10 Things every first-time home buyer should know

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Buyer beware — Common pitfalls to avoid when purchasing a home

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FHA, Fannie Mae & Freddie Mac — The basics of government mortgage loans

Materials and content included in Featured Agent Magazine and on featuredagentmagazine.com are subject to copyright and may not be copied or reproduced in any part without prior written consent. Featured Agent Magazine is published by Times 3 Publishing Group, LLC. Publisher shall not be liable for any inaccuracy, error, or omission and makes no representations or warranties of any kind, express or implied, as to the information, content, or materials included.

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Guadalupe Gastelum

Melissa Cantway

Lori King

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Lisa Foster

Rochelle Ford

Chris Hinova

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Tricks of the trade —

Improve your time management skills

One of the greatest gifts that being a real estate agent provides, lies in the fact that no two days are ever the same. It keeps you on your toes, keeps your mind active, and your days often seem to pass in the blink of an eye.

With amazing opportunities for personal success — all the while being able to genuinely help others — there’s frankly no other career quite like it.

However, a real estate career is certainly not known for being a particularly predictable profession. Appraisals can come in low. Basements flood. Multiple offers come in all at once. Financing gets delayed.

And sometimes that’s just a Tuesday! Sometimes it can seem downright impossible to not only plan your days, but actually stick to your plan.

That’s not to say you can’t make the most of each day, even when the not-so-uncommon curveball is thrown 4

your way. While you cannot control potential challenges that may arise, nor can you make the day any longer, there are ways you can be sure to make the most of your time.

Here are seven tips for best managing your time as a professional real estate agent.

Acknowledge Your Business Goals — Remind yourself of your short-term and long-term business goals each day. That way, you’ll be able to look at the big picture when scheduling your days, and your weeks. By reminding yourself of your immediate goals, and where you would like your business to be next quarter, next year, or five years from now, you’ll keep your sights firmly focused on working towards those overarching goals, even when things get hectic.

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you actually spend your time, you’ll be in a better position to see where adjustments need to be made.

Learn to Live with Saying No — As real estate agents, it’s hard not to say yes to every request, invitation, or opportunity that comes your way. After all, you’re in the business of customer service. But you’re also in the business of being honest, which means that sometimes you’re going to have to say no to a request when you simply don’t have the time, and that’s ok.

Your clients may see you as a super hero, but you must remember you’re only human and can only take on so much.

Minimize Distractions — Multi-tasking is a way of life for most real estate agents, but there can be too much of a good thing. Try reducing the number of notifications you receive from various apps, or social media during times when you need to focus. Or, consider silencing your phone while you’re working on a new listing. Little distractions can lead to big delays, and wasted time.

Put Effort into Prioritizing — There are many methods of prioritizing your tasks, but one of the simplest ways to do so is to sort your various responsibilities into categories so you can take a clear look at what is most time sensitive, what can be put off if necessary, and what items can be postponed easily.

By prioritizing your tasks, you’re less likely to stray from your plan, and avoid feeling like you’re busy, yet unproductive.

Use Technology to Track Your Time — Time tracking and time management apps can be incredibly useful for real estate agents on the go. By logging how you spend your time, you’re likely to see patterns, thereby being able to identify your most productive days, or pinpointing tasks that wind up taking more time than they should. When you can look at how you planned to spend your day, and compare it with how Copyright Featured Agent Magazine

Decide to Delegate — Learning to delegate can be a challenge, but committing to do so can significantly lighten your load, and free up extra time. To get started, it may be beneficial to delegate the least time sensitive items until you become comfortable with entrusting others to help you meet your goals.

Sleep, Eat, Exercise, Repeat — Getting plenty of rest ensures that your mind is poised to function at its peak level. Likewise, a balanced diet, will help you to maintain your energy level throughout the day. Exercise is also a powerful tool for learning to manage your time, through relieving stress and providing a boost of endorphins to feel good during the day and sleep well at night.

Learning to manage your time as a busy real estate agent can take effort and dedication. But it can also feel like a life-saver in terms of keeping you calm, cool, and collected in a career synonymous with unpredictability and unmeasurable rewards.

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featuredagent Melissa Cantway magazine

Growing up with a family deeply entrenched in the mortgage, title, and development businesses, Melissa Cantway’s transition to the real estate world was a decidedly natural one.

Having always fostered an intrigue for the industry, Melissa earned her license in 2004 and just a year later earned her broker’s license, as well.

After successful tenures at a few top offices, Melissa decided to combine the best agent and broker practices from her broad professional experience and start her own company — Realty Professionals, Inc.

Today, Melissa leads an office of agents in the heart of Boynton Beach where she directs a tight-knit team of 25, in addition to fielding her own buyers and sellers as well. A native of South Florida, Melissa primarily serves the Palm Beach County area, with agents in her office specializing in virtually all the niche communities of the region. Additionally, Realty Professionals, Inc. boasts a luxury homes division specializing in homes valued at more than $1 million and a commercial division for sales and leasing that offers proficiencies in industrial, retail/office, land, tenant representation, multi-family properties, and hospitality. Melissa and her team are guided by the straightforward principle of “Higher Standards,” their motto and professional philosophy. “At our office, it’s not about securing a customer for a single transaction, it’s about building long term relationships,” Melissa explains. “We want our clients to be clients for life. We are always training to stay up-to-date on our professional education in order to be on the cutting-edge of the market. We base our work on integrity, treating our clients with the highest level of respect, loyalty, and diligence — we’re all about those core values.” In that vein, each agent at Realty Professionals, Inc., is carefully and personally selected to match the office’s culture of candid, forthright service.

With a robust rate of repeat and referral clients — amounting to nearly 100% — Melissa and her team prioritize personalized client service and the delivery of quantifiable results. Services are provided concierge-style, running the gamut of the modern buyer or seller’s complete needs. “We coordinate their move, shop insurance rates, look at crime grids and school zones,” Melissa recounts. “We offer our clients the ultimate package and become a 100% full-service resource.” This full-spectrum approach is indicative of the seriousness with which they take

their role. Altogether, she and her team never fail to recognize that at the heart of every transaction is an individual or family working toward a new milestone. “Partnering with a real estate agent can be just as serious as partnering with an attorney or doctor,” Melissa reflects. “Together with our client, we are working toward the American dream. When we represent buyers and sellers, we hold their risk in our hands.”

To mitigate that risk, Melissa and her office of agents not only boast practical experience and in-depth market knowledge, but are also keen negotiators with a capable network of finance professionals at their disposable, in turn facilitating the buying, selling, and lending processes for their clients. What’s more, Melissa and the agents at Realty Professionals, Inc., understand the value of clear, candid communication, so that all parties involved are adequately educated, informed, and upto-date on the ins-and-outs of the buying and selling processes.

“First, we ascertain our clients’ goals and expectations and then we work from a place of integrity,” Melissa says. “We don’t inflate our clients’ expectations; we tell the truth. We go the extra mile to be more strategic, to be better negotiators, to problem solve — all so that we can best support our clients and help them grow seamlessly into their next chapter.”

Positioning her spirit of service toward her community, Melissa and her team partner with a variety of local charitable and civic engagements, from supporting awareness-raising breast cancer research walks to volunteering at area schools, Samaritan’s Purse, and Operation Christmas Child. As for the future, Realty Professionals, Inc., recently began offering title services through their latest imprint, The Title Group, LLC. What’s more, additional area office locations are still to come and Melissa is always open to welcoming capable, like-minded agents, taking the time to meet privately with REALTORS® interested in exploring their professional options through Realty Professionals, Inc. In her free hours, Melissa enjoys spending quality time with her husband and two children.

Together they enjoy beach visits, exploring classic car shows, hosting gatherings with family and friends, and traveling the scenic state of Florida.

With more than a decade of experience under her belt — along with hands-on insight earned from multiple angles in the industry — Melissa has built a flourishing, client-centered enterprise that provides an invaluable service to her community. Grounded by an ethos of accountability, accessibility, and execution, the years ahead are sure to remain bright for Melissa Cantway and Realty Professionals, Inc.

Melissa Cantway

Realty Professionals Inc. | Boynton Beach, FL 561.251.5577 | 561realty@gmail.com | www.sellingpbc.com 6

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How to write

listings that sell

As the saying goes, ‘A picture is worth a thousand words.’ But when you’re trying to sell a home, you need more than just beautiful pictures to tell the story — a well-written listing description is important, too.

With most buyers beginning their home searches online, you need to having listings that are somewhat brief and SEO-friendly, yet descriptive and evocative.

It’s a tall order, to be sure. But it’s very possible if you follow these tips for writing listings that sell.

Use Space Wisely — Zillow conducted a study that found 250 words is the optimal length for a listing description. Depending on how much you enjoy writing, that may sound like a little, or a lot. It’s definitely enough to allow you to describe the home and the neighborhood adequately, if you choose your words carefully. Don’t get too caught up in spinning a story of making memories or discovering your dream home.

Instead, use concrete, objective language that talks about the home’s statistics and features in an interesting, engaging way. Rather than cramming everything into one solid block of text, aim to create ‘bite-size’ Copyright Featured Agent Magazine

pieces of information. Be sure to use shorter, punchy sentences and break out details with bullet points so readers can easily scan your listing to find the details they feel are most important. (For reference, the paragraph you just read is 137 words. If it was a listing description, you’d have 113 words left.)

Focus on Features and Benefits — When describing a home, the immediate impulse is to focus on all of its amazing features. But, by doing that alone, you’re only telling half the story. If you just list a home’s features without explaining how those features will benefit the buyer, you’re missing an opportunity to make an emotional connection. For example, you could say the home has a screened-in porch. Or, you could say: lovely screened-in porch allows three-season indoor/outdoor entertaining. Now you’ve created an instant picture in the buyer’s mind about why they should want a home with a screened-in porch. By using just a few more words, you can create descriptions that lead buyers to wanting features they didn’t even realize they needed.

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Don’t Forget the Neighborhood — Remember, buyers aren’t just looking for a house, they’re searching for an overall lifestyle. The most successful listings are the ones that focus not only on the home itself, but also give information on the neighborhood, too. Whether that’s calling out award-winning schools, well-kept parks, or restaurants and entertainment within walking distance, people want to know what’s good about where they might live. Be sure to talk to the current homeowners to get their input on what makes the area unique.

Keep it Professional — Some rogue agents swear by crafting listings with crazy headlines or a million exclamation points, claiming they get people to stop and take a second look. That may be true, but it’s probably not the look you want. Don’t compromise professionalism for catchiness. Using all caps, excessive exclamations, and randomly capping letters makes your listing look amateurish at best. At worst, overly ‘creative’ headlines can cause your listings to be mistaken for spam.

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Don’t get too caught up in spinning a story of making memories or discovering your dream home.

Avoid Keyword Stuffing — There was a time when loading up your listing with keywords was enough to get it noticed by search engines. But as we’ve all gotten smarter about how the internet works, those tricks no longer apply. Rather than stuffing your precious 250-word count with meaningless keywords, use it to write good quality copy that buyers will actually want to read. If you don’t think your writing skills are up to snuff, it will pay to hire a freelance writer or an assistant with excellent writing skills to create your listings.

Creating a compelling listing description is one of the many important phases of preparing a home to go on the market. These tips will help you craft compelling listings that sell.

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featuredagent Lori King magazine

After her successful 15-year tenure in the oil and gas industry, Lori King decided she needed a change. Having always fostered a passion for the real estate world, Lori positioned her ambition toward a new role as an agent, incorporating her love for architecture, design, and serving others on the path to homeownership. That was nearly a decade ago, and today Lori has a thriving career as an agent attuned to her clients’ needs, dedicated to accessibility, communication, and adding a personal touch to every transaction she closes.

While she lives in Pearland, Lori serves clients across the southeast Houston suburbs, including the counties of Galveston, Brazoria, and Harris. With the overwhelming majority of her business stemming from repeat and referral clientele, Lori’s commitment to client-centric care is unequivocal. “I don’t just talk the talk — I deliver,” she explains. “I work very hard and go above and beyond to make my clients’ experiences the best they can possibly be.” Lori’s approach to the agent-client relationships centers on clear, open lines of communication and building interpersonal connections that last. With service that extends beyond closing day, Lori has cultivated a masterful connection of past and present clients, applying her in-depth knowledge of the local market to drive consistent business year-to-year. What’s more, Lori never forgets the family or individual at the heart of each transaction, confident that she can translate her clients’ dreams into reality. “I never take my relationships for granted,” she recounts. “I abide by the philosophy that if you treat people right, then success will come naturally.” Likewise, Lori makes a concerted effort to educate her clients in the fundamentals of the buying and selling processes, astutely recognizing that knowledge is power. As an Accredited Buyer’s Representative — a coveted designation — Lori is both naturally engaging and formally trained in guiding clients through the intricacies of the transactional process.

To market her listings, Lori first incorporates her passion for architecture and design, offering each client her talents in staging to ensure that every home makes the ideal first impression, whether in print or online. Additionally, “I work very hard and go above and beyond to make my clients’ experiences the best they can possibly be.”

Lori is in the process of expanding her web presence and social media imprint. In that vein, Lori is inspired to stay up-to-date on industry developments, and takes great care to expand her capabilities as an agent. In fact, she is currently earning her designation as a Seller’s Representative Specialist. Considering the most enjoyable and memorable aspects of her daily work, Lori recounts, “I enjoy the excitement of every day being different. No two transactions are the same, and my work is never boring. I also enjoy working with all types of people from different backgrounds. You can always find common ground and it’s so rewarding building new and lasting relationships with those I serve.”

In her free hours, Lori devotes herself to endeavors both professional and personal. As an active member of the Houston Association of REALTORS® and the Women’s Council of REALTORS,® Lori takes pride in joining her fellow professionals at events, enrichment opportunities, and fundraisers to stay ahead of the industry curve. She is also engaged with the Pearland Chamber of Commerce, further cultivating her ties to her local community. Outside the professional realm, Lori spends as much quality time as possible with her family. With two children — a freshman son and a daughter at Texas A&M — Lori relishes the chance to get away with her husband of 21 years to their ranch outside San Antonio. There, they welcome friends and family for hunting, fishing, and floating the nearby river.

As for the future, Lori has plans to continue to build her business and her sizable network of connections, in addition to branching out in her digital brand. Equipped with nearly a decade of industry insight — along with an authentic passion for service and a proven track record of success — the years ahead are sure to be filled with sustained promise for Lori King.

Lori King

Realty Associates | Houston, TX 832.683.0232 | lorikinghomes@att.net | www.har.com/loriking Copyright Featured Agent Magazine

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Top 10 Things every first-time home buyer should know Buying your first home is exciting, stressful and life-changing. You’re going to be faced with a lot of important decisions along the way, and you’ll often have to make them quickly, so the more information you have going into the process, the better. Here are the Top 10 things every first-time home buyer should know.

Mortgage Pre-Approval Isn’t a Guarantee — Getting pre-approved for a mortgage is an important step, but just because you’re pre-approved, doesn’t mean you’ll actually get the mortgage. Financial missteps following pre-approval could derail your chances.

Decide Location Versus Space — Figure out what’s most important to you. Is it the neighborhood you’ll live in, or the amount of square footage you’ll have? Once you decide that, you’ll be less likely to compromise one for the other and avoid being talked into something you don’t really want.

Understand the Total Cost — You’ve saved for a down payment, you can afford the mortgage payment, so that means you’re good to go, right? Not necessarily. You have to take into account the total cost of home ownership, which includes insurance, HOA fees, property taxes, home maintenance & repairs and more.

Don’t Expect Perfection — Very rarely does your dream home look like your dream home the moment you step through the door. You have to be able to envision the possibilities and be ready to transform it into your ideal space. Be sure you’re looking at homes with an open mind.

The School District Matters — Even if you don’t have kids or aren’t planning to, the school district in which your home is located affects the property value.

Don’t Make Rushed Decisions — While it’s true that you may have to make some quick decisions during the bidding process, don’t commit to anything you feel you’re being forced into or aren’t ready for.

Understand the Time Commitment — As a renter, you come and go as you please, and if something breaks or needs to be repaired, you make a phone call and that’s that. As a homeowner, you’re responsible for maintenance and upkeep, both inside and out, which will likely take a bite out of your free time.

Research the HOA — If you’re looking at a home in a community with an HOA be sure you read and understand the covenants, conditions, and restrictions (CC&Rs) and talk with your potential new neighbors to get a feel for how the HOA performs.

Don’t Be Afraid to Ask Questions — You’re about to make a huge decision. It’s perfectly normal to have lots of questions for your lender, your REALTOR®, the home inspector and anyone else involved in the transaction. Most real estate pros enjoy working with and educating first-time buyers, so ask away.

It Should Be Fun! — The home buying process can definitely be stressful, but it should also be fun, too.

After all, you’re about to realize the American Dream of home ownership. Enjoy the ride!

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Guadalupe Gastelum

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Guadalupe Gastelum

Guadalupe “GG” Gastelum is not your typical real estate broker. Driven by a desire to help her agents and her clients to reach their higher purpose, the success she’s already realized since launching Advent Realty Group in Las Vegas, is only a glimpse of what is to come.

Since the time she was 15 years old, GG says that she knew she was meant to help others through working as a broker, and refused to let any circumstances get in the way of her dreams. “I grew up very poor, and became a mother when I was a teenager, but I don’t believe in being a victim. You can turn any seemingly difficult circumstances into learning experiences and rise above the challenges. You can always rise above. You just have to be committed to taking the time every day to learn something new, and to work towards your success,” she says.

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To that end, GG has a breadth of experience which spans from property management to commercial real estate, to business brokering. The reason she’s accumulated such knowledge can be traced to her fearlessness. “I was told not to be afraid of failure, when I started my career,” she says. “But it’s equally important not to fear success. I know so many agents who are afraid of succeeding. They are afraid they won’t have the time, or that they won’t be able to handle being busy. I am proof that you can handle it.

You can juggle parenthood and a career,” she says.

GG has more than juggled both roles, and says that her faith plays a huge role in her being able to do so.

Guided by her favorite verse from the Bible which says, “And in everything you do, do it heartedly,” GG says, “this verse guides me more than anything else. I have a purpose to a higher self, which goes

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above and beyond any laws in my career. My honest intention is to do what is best for my clients. They see that in me. They see there is nothing hidden behind my actions, or what I say,” she says.

In fact, it was her desire to give other agents the opportunity to achieve their highest potential which led her to open Advent Realty Group. “I wanted to sell businesses and commercial at other brokerages, and it felt like every door was closed. I wanted my associates to be able to sell homes, or businesses, or commercial properties. I wanted to provide a higher level of service, not only to clients but to other agents, too,” she says. “I want to have an impact on my community not only in business, but in spiritual growth as well.”

GG certainly leads by example in this role. As Broker/ Owner of the boutique agency, she is not one to give

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herself awards, even when closing a recent $5.5 Million transaction, but she’s determined to reward and award her team, which includes administrative support, and six fellow agents. “I’m driven to help others — particularly parents — to be able to grow their careers, and have the support they need while raising their children,” she says. As such, onsite services for agents with children are in the works at Advent Realty Group, so they may focus on lead generation and their real estate careers, while simultaneously making sure their children are well cared for. “Childcare is expensive, and it can be hard to succeed in real estate while also taking care of your family. I’m looking to do whatever I can to help my associates. In a way, they are also my clients, and I’m here to serve them,” GG says. “I want to give them the technology, the marketing systems, and the support and training they need to understand their real purpose.”

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Her desire to make a positive difference in the lives of her clients and agents also extends into the community in which she lives and works. Dedicated to giving back, GG considers charity work to be one of her favorite things to do outside of the office, and she does much of it with her team. “Once a month, we feed the homeless in the community,” she says.

She’s also worked for many years with the Nevada Partnership for Homeless Youth, volunteering and supporting various concerts. In addition, GG also served as a counselor for the rape crisis center.

All of this is just a part of her long-term dream of having a meaningful impact on the lives of others, whether they are buying a business, selling a property,

“I want to have an impact on my community not only in business, but in spiritual growth as well.” or working to build a successful career in the field she’s loved since her very first telemarketing job in the real estate financing industry. Yet even with her longevity in the field, and her incredible success as a broker/owner of her own business, GG still has huge goals.

“I’ve only just begun. I want to make a difference in my community, and empower others to succeed in real estate, and as parents.”

Guadalupe “GG” Gastelum Owner/Broker | Advent Realty Group | Las Vegas, NV 702.466.8872 | gg@own-your-dream.com | www.adventrealtygroupnv.com 14

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featuredagent Lisa Foster magazine

Growing up, Lisa Foster and her family moved often, and when they did, Lisa’s parents included her in all aspects of the home buying and selling processes — from house-hunting to the closing table and everything in between. Along the way, Lisa fostered a mounting interest in all things real estate, but it wasn’t until her beloved kids went off to college that she finally indulged in a career as an agent. After 16 joyful years raising her three sons, Lisa decided to take the leap in 2007 and earn her license. While the state of the market at that time might have been daunting to some, Lisa used it as an opportunity to expand her professional education, particularly in relation to bank-owned properties and short sales, setting herself up for success to come. Today, Lisa is at the top of her game, earning accolades ranging from Agent of the Year to being part of the Sunshine Lifestyle Team, the 2016 Top Sales Team in her office. Guided by her commitment to open communication, long-lasting client relationships, and the ability to deliver on her promises, she has assuredly set upon the right path.

Lisa primarily serves the southwest Orange County, Florida area, in addition to parts of Eastern Lake County, including Clermont and Mount Dora. Her market offerings run the gamut, as she’s amassed experience with first-time homebuyers, move-up buyers, those relocating, and even probate and divorce sales. In crafting her professional philosophy, Lisa prioritizes forthright communication, listening, and accessibility. “Whether you are buying or selling, real estate transactions can be very emotional,” Lisa explains.

“From the excitement of purchasing your first home to the sadness of selling a family home in probate, I listen to all of my clients and try to reassure them. I will always be paying attention to details — making sure all the I’s are dotted and the T’s crossed — and facilitating the closing process, right by their side until they’re either handed the keys to their new home or the proceeds from a sale.”

To market her listings, Lisa and her team take a personalized approach. Not only do they offer a comprehensive, curated listing package called “The Seller Ready Program”

— which has proven to be quite thorough, effective, and popular — but they also incorporate social media and the leading digital listing platforms to ensure maximum exposure for each property. Having earned an impressive 75% rate of repeat and referral clientele, Lisa and her team’s attention to detail and client-centric care keeps business rolling in. Likewise, amidst her steady stream of success, Lisa never forgets the interpersonal component at the heart of each transaction — the families and individuals she serves. “I learn so much more by simply paying attention to the wants, needs, and desires of my clients,” Lisa says. “Naturally the more I know, the better I will be able to meet their needs. My clients know I have their back. I want them to feel like they are the only clients I am working with, providing the best customer service possible. Communication is key!”

In addition to her proven track record of success, Lisa and her team also make a concerted effort to stay up-to-date on industry developments through continued professional education. What’s more, Lisa counts herself a capable problem solver, enlisting her creativity and knowledge to provide solutions to her clients. Together, Lisa and her team have a deft understanding of and experience in the local market — an expert’s insight she is able to pass along to those she serves with authentic enthusiasm and compassion. “Handing the keys to a new homeowner and seeing the look of joy on their faces is what I enjoy most about what I do,” she reflects.

Lending her spirit of service to her local community, Lisa participates in charitable and civic causes. For instance, Lisa’s youngest son has cystic fibrosis, and as such, she has been actively engaged with the Cystic Fibrosis Foundation for the past 23 years. In her free hours, Lisa relishes spending quality time with her family, and she also enjoys boating and dancing, altogether living life to the fullest.

Considering the years ahead, Lisa has plans to continue to build her thriving enterprise, growing the Sunshine Lifestyle Team with hopes to expand across the Central Florida region. Having earned more than a decade of experience filled with wholehearted service to her clients — along with an outlook that’s decidedly optimistic — the future ahead is sure to be brilliant for Lisa Foster and her team.

Lisa Foster

Preferred Real Estate Brokers | Orlando, FL 407.435.0217 | FosterSellsOrlando@gmail.com | www.SunshineLifestyleTeam.com Copyright Featured Agent Magazine

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Buyer beware —

Common pitfalls to avoid when purchasing a home

Buying a home is not only a large financial investment, it’s also a significant emotional investment. With so much at stake, the process deserves your undivided attention. To ensure that buying a home goes as smoothly as possible, it’s wise to learn from the mistakes of others and avoid common home buying errors. Here is a list of six common pitfalls to avoid when purchasing a home.

Falling for a Home Before Your Finances Are in Order — Nearly all REALTORS® will give you the same advice when it comes to beginning your search for a new home — make sure you have your mortgage pre-approval in place. This will prevent you from falling for a home outside of your budget, thereby helping to safeguard you from disappointment. It will 16

also save you time, as your REALTOR® will be able to find the greatest selection of homes that meet your needs, within your price range.

Attempting to Buy a Home Without a REALTOR® Representing You — Many people do buy homes without the advocacy of a buyer’s agent.

However, it’s not recommended for first-time or relatively inexperienced buyers. This is because there are so many moving parts in a real estate transaction, that even small missteps can lead to missing out on the perfect home. Because REALTORS® spend every day immersed in the process of buying and selling homes, they offer a wealth of information. From knowledge of various neighborhoods, to premium negotiating skills, Copyright Featured Agent Magazine

Buying a home should be an exciting experience, not an emotionally or financially exhaustive endeavor. you can, or feel like you need to, can lead to buyer’s remorse or resentment. Make sure you can truly see yourself living in a home and enjoying it before you make an offer.

to advocating for various improvements or concessions, having a reputable buyer’s agent working on your behalf is in your best interest.

Buying the Most Expensive Home You Can Afford — There’s something to be said for exercising a little financial restraint when it comes to buying a home. In other words, it’s not necessarily in your best interest to buy a home that totally maxes out your spending power. Instead, consider keeping a bit of money on hand, for things like upgrades, or unplanned expenses such as having to replace a furnace or hot water heater.

Buying a Home You Don’t Like — In effort to secure a foothold in the real estate market, many firsttime homebuyers purchase homes that they just really don’t like. This should be avoided at all costs. That’s not to say that your first home must be your dream home, but you should find more things you love about it, than things you dislike. Buying a home, just because Copyright Featured Agent Magazine

Purchasing a Home When You Plan to Move Again Soon — Life happens, and there is no way to fully anticipate every possible scenario, such as having to move because of a sudden job transfer. However, if you know for certain that you’re planning to move within a relatively short period of time, it’s not in your best interest to buy a home, only to live in for a very short time. Doing so can lead to losing money, particularly if the market declines during the time you’re in the home, or if you’ve purchased with a no money down loan.

Buying Without a Home Inspection — Different states have different laws on housing inspections.

However, no matter where you live, you should never miss the opportunity to have a full inspection conducted to confirm the home you’re planning to purchase is foundationally, electrically, and structurally sound.

Buying a home without having a full understanding of potential problems is unwise in all cases. Insist upon a home inspection before you buy.

Buying a home should be an exciting experience, not an emotionally or financially exhaustive endeavor. In effort to enjoy the process, it is smart to engage the services and expertise of a licensed real estate agent, who can answer any questions you have, negotiate on your behalf, safeguard you from potential delays and missed opportunities, and educate you along the way. With an ally working on your behalf, the process of finding and buying a home can be a lot of fun, and there’s a good chance you’ll make a friend along the way.

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FHA, Fannie Mae & Freddie Mac —

The basics of government mortgage loans

When it comes time to buy a home, the process of determining which loan is best for you can feel overwhelming. There are many loan options available, some of which are known as government loans, or government-backed loans. Many buyers take comfort in opting for these types of loans — known as FHA, Fannie Mae, or Freddie Mac loans — as they offer terrific benefits for both first-time homebuyers and seasoned homebuyers. Here is an overview of what these types of government mortgage loans offer borrowers:

FHA — FHA stands for Federal Housing Authority, and as its name implies, these loans are insured by the U.S. Federal Housing Authority, and are issued by federally qualified lenders. FHA loans appeal to many buyers, particularly first-time homebuyers 18

because they typically offer less stringent qualification requirements, and often allow borrowers to make a smaller down payment.

For example, FHA loans may be available to homebuyers with less than perfect credit. In fact, many people can secure FHA loans as long as their credit score is above 500. However, the down payments required for an FHA loan are contingent upon credit scores.

Borrowers with a credit score of 500-579 will need at least 10% down in order to obtain the loan. Buyers with a credit score of 580 or more may be eligible for down payments as low as 3.5%.

Other benefits afforded by FHA loans include allowing borrowers to use down payment assistant programs, or

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When selecting a mortgage loan, it is smart to engage the services of a trusted, reputable mortgage professional. That way, you’ll be able to discuss all options available to you for a home purchase or a refinance loan, so you can make the best decision for you and your family.

to use money received as a gift from a family member as a down payment. Grants may also be used to cover a down payment. FHA is also open to allowing the builder, seller, or lender to pay for part of your closing costs, which include things like appraisals, credit reports, or title expenses.

It’s important to note that FHA loans are not obtained directly through the Housing Authority. They are the insurer, not the lender, so an FHA loan will need to be obtained through a qualified lender. In addition, it’s important to note that the costs and services charged by brokers, banks, or credit unions will vary, so it may be in your best interest to shop around before signing any paperwork.

Fannie Mae — Fannie Mae is the familiar name for the Federal National Mortgage Association (FNMA).

Fannie Mae is a government-owned business, which was created to enhance the country’s housing market, by purchasing mortgages from retail banks. This helps banks to loan more money, giving greater numbers of people the opportunity to purchase a home. The goal of Fannie Mae is to make housing more affordable for everyone. As such, Fannie Mae offers several assistance programs for first-time homebuyers, and for those needing down payment assistance.

Fannie Mae loans are only available for conforming loans, and there are certain requirements that must be met to obtain approval. In general, Fannie Mae loans will require that your debt-to-income ratio be below 36%, unless you have a high credit score and proof of financial reserves. Credit requirements for Fannie Mae loans are stricter than FHA loans. Buyers need Copyright Featured Agent Magazine

a credit score of at least 620 to qualify for a fixed rate mortgage, while adjustable rate mortgages will require a credit score of 640. As a huge benefit though, first-time homebuyers with good credit who meet all other Fannie Mae requirements may be able to obtain a loan with a down payment requirement of just 3%.

Freddie Mac — Freddie Mac is the familiar name for the Federal Home Loan Mortgage Corporation (FHLMC). Like Fannie Mae, Freddie Mac is a government-owned corporation which buys mortgages, so banks and other lending companies don’t have to bear the burden of keeping 30-year loans on their books. Overall, Freddie Mac exists to help keep mortgage interest rates low, which serves as an incentive for first-time or experienced homebuyers to buy homes.

The requirements borrowers must meet to be approved for a Freddie Mac loan are very similar to the requirements of a Fannie Mae loan. That is, there is great emphasis on a borrower’s debt-to-income ratio, and a minimum score of 620 is typically required.

The main difference between these two governmentowned corporations lies in which banks each agency buys loans from. Fannie Mae buys mortgages from retail banks, whereas Freddie Mac buys mortgages from smaller banks.

When selecting a mortgage loan, it is smart to engage the services of a trusted, reputable mortgage professional. That way, you’ll be able to discuss all options available to you for a home purchase or a refinance loan, so you can make the best decision for you and your family.

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featuredagent Rochelle Ford magazine

“My day tends to start at 6 am studying my markets,” says Rochelle Ford, top producing REALTOR® and Broker at Wisconsin Special Properties in Princeton, Wisconsin. Though her day starts early, knowing the markets inside and out is integral to providing premium service. It is also one of the reasons Wisconsin Special Properties stands as a beacon of the most educated and experienced real estate teams in Green Lake County.

Rochelle’s dedication to ongoing education, coupled with a steadfast commitment to “putting clients first, through listening to their needs and wants,” has secured her team a position as the real estate company of choice for so many.

“We work with buyers, sellers and investors to purchase or sell every type of property imaginable including: commercial properties, residential homes, short sales, and foreclosures,” Rochelle says. Moreover, her award-winning team of REALTORS® has extensive experience in waterfront development, luxury high-end homes, mobile home parks, and VA homes.

The driving force behind Rochelle’s lead-by-example work ethic is rooted in an enduring passion for real estate, which began when she was just five years old. “My father was a renowned carpenter in the Mackinaw, Michigan area.

We spent our summers buying houses, which maybe should have been condemned, taking them apart and repurposing every item imaginable, turning them into magnificent homes,” she says.

From that time on, Rochelle was enthralled with real estate.

By 19, she had purchased her first home and over the next few years, she continued buying and selling her own investments. Soon enough, she made the decision to earn her broker’s license. “I chose to open my own company and focus on treating each client as if they were my own family member,” she says.

That was in 2006, and since then, Rochelle has worked relentlessly to build a team of the most professional, servicedriven, and informed agents in the area. “We have the

experience clients are looking for, a track record of successful closings and projects. We have proven expertise in agile development processes. At the same time, we have developed very strong communication skills, utilizing search engine optimization and internet marketing,” she says.

“We love the daily challenges. We love thinking and performing outside of the box, and most importantly we love to inspire others to believe in themselves, and to achieve their goals.”

“Marketing in today’s society is much different than it was 20 years ago — it changes daily with YouTube, Twitter, Pinterest and Facebook, just to name a few,” Rochelle says. Rest assured, her team has embraced all avenues for marketing exposure, and spares no expense in showcasing properties in the most sophisticated ways possible. “I love the new drone presentations we offer in the industry,” Rochelle adds.

All efforts that Rochelle and her team put forth are truly a byproduct of a sincere desire to provide each client with unmatched service, experience, education, and professionalism. “We are so grateful to our clients. After all, they are our boss and they are paying for the food on our tables.

We do not take them for granted.”

To that end, “We take great pride in building relationships and securing excellent negotiations which result in the best interests of all involved. We care deeply about what our clients say about us because in the end it is not about a sale; it is about the solid referrals from our clients.” Her team’s efforts are clearly paying off as Wisconsin Special Properties counts an impressive 75% of its business from referrals.

As far as the future is concerned for Rochelle and her ever growing team, which now also includes her daughter, the sky is the limit. “The saying ‘Choose a job you love, and you will never have to work a day in your life,’ rings so true for me,” says Rochelle. “We love the daily challenges.

We love thinking and performing outside of the box, and most importantly we love to inspire others to believe in themselves, and to achieve their goals.”

Rochelle Ford Wisconsin Special Properties LLC | Princeton, WI 920.948.4910 | rochelleinspires@gmail.com | www.wispecialproperties.com 20

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Refresh your

real estate etiquette

There was a time when the rules of etiquette governed everyday interactions, and breaking those rules was ground for (mild) scandal. Fortunately, social norms have relaxed over the years, and most of us operate much less formally than in times past. But even in this informal age — and in some cases, because of it — it’s important to observe a set of guidelines and best practices when it comes to real estate etiquette. That’s because, at its heart, real estate is, and always will be, a people business. And as the famous Maya Angelou quote says: “… People will forget what you said, people will forget what you did, but people will never forget how you made them feel.” With that in mind, here are some simple rules of real estate etiquette that can help ensure you always make your clients and colleagues feel good about working with you.

Behave Respectfully Toward Colleagues Real estate is a unique profession in that your competition is often also someone with whom you have to get along to reach a successful outcome for your client.

Cultivating a reputation as someone who is respectful to all the parties in a transaction — other agents, lenders, appraiser, stagers, inspectors and everyone else — will only serve you well. That means being on time for meetings (or calling if you’re going to be late), quickly responding to messages, being willing to resolve issues as they pop up and never speaking ill of someone behind their back. If you’ve heard someone else is difficult to work with, give them the benefit of the doubt. Go in with an open mind and you might find that the two of you hit it off and get along great. By demonstrating respect for your colleagues at every level, you’ll become someone other agents and real estate pros can’t wait to have the chance to work with again.

Offer Feedback on Listings — You take your clients to a home, they decide it’s not for them and then what? Do you just move on or do you let the seller know what your clients liked and didn’t like about it? Not offering feedback is a little like going on a first date and then never calling the person again — they’ll get over it, but they’ll always wonder what went wrong. Offering polite, constructive feedback is not only the right thing to do, it could lead to a deal.

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If your clients like the house with the exception of a few small things or one big deal breaker, you might be able to get the seller to make concessions and create a win/win outcome for everyone.

Mind Your Manners on Social Media — Love it or hate it, social media is here to stay. And it can be a landmine for your business if you’re not careful. A simple rule of thumb, never (ever) write something on social media you wouldn’t say to someone directly, and never post a photo you wouldn’t want your mom to see. Even if you have separate business and personal accounts set up, clients and colleagues are bound to cross from one to the other. And while technically not social media, be careful with texting, too. Never talk badly about a person or a business via text; it’s all too easy to accidentally send it to the wrong person. If you simply must get something off your chest, call a trusted friend — ideally someone not in the business — and talk about it instead.

Work Out Issues One-on-One — No matter who you work with or what size brokerage you’re in, at some point you’ll have a disagreement with a colleague.

When it happens, don’t be the person who immediately escalates the situation by involving your broker or cc’ing half the office on a snarky email chain. Work things out one-on-one, preferably face-to-face (too much can get lost in translation over email). It won’t always be easy, but when you gain the reputation for being someone who takes the high road, there’s a good chance those disagreements will hardly ever happen.

Leave the House Like You Find It — Whether or not the listing is occupied, it’s important to leave it in as good (or better) shape, than you find it. Turn off the lights (if it’s approaching dusk leave one light on), straighten anything that gets moved and be sure all doors and windows are closed and locked — that includes interior garage doors and any exterior gates or security doors. Additionally, if you notice anything out of place, say, a leaky faucet or a trail of ants on the kitchen floor, do your best to remedy the situation and be sure to contact the listing agent immediately to let them know what you saw.

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featuredagent Chris Hinova magazine

navigating the complicated realm of development sales is Chris’s specialty. After making a name for himself in the industry by striking fair, win-win deals for buyers and sellers alike, Chris’s business took off. Now, having brokered a range of transactions that have exceeded clients’ expectations, Chris has developed an expansive network of contacts in the investment and development sector, effectively securing a steady stream of potential buyers for the clients he works with.

Though his prowess in navigating development deals with residential sellers is evidenced by his robust rate of repeat and referral business, Chris never loses sight of the individuals and families at the root of each transaction. I know it’s a cliché, but I’m being honest when I say that my clients always come first,” Chris recounts.

“I will go to the ends of the earth to do what’s best for my clients, and everything else is secondary. A home is the single biggest investment a person or family makes, and they count on it — for retirement, or to leave to their children. You must treat this work as if your clients’ livelihood depends on it, because frankly, it often does. That’s why serving my clients’ interests is always the most important part of my job.”

After a successful career in construction and

finance, Constantin “Chris” Hinova decided to take his aptitude for numbers, along with his understanding of the housing market, and reposition those skills toward a career in real estate. That was seven years ago, and today Chris is recognized as a top volume generator at the Hoboken office of Sotheby’s International Realty — an impressive designation. As a proud member of the Christian Real Estate Network, Chris’s success is rooted in a professional philosophy grounded by competency, communication, and most importantly, the Golden Rule.

Primarily serving northern New Jersey — also known as New Jersey’s Gold Coast — Chris brings his unique expertise to his work as an agent, guiding his clients as they forge home sales involving developers and investment buyers. In the ever-evolving real estate world, 22

Likewise, Chris credits fellow agents and his office’s leadership for providing exemplary support and inspiration as he serves his clients with an expert’s insight into one of the area’s most competitive markets.

Chris employs a proactive approach to his work, and with his expertise in digital marketing and Search Engine Optimization (SEO), clients can rest assured that their property will receive maximum exposure. However, considering Chris’s longstanding professional relationships with developers and investment buyers, along with his seasoned ability to strike a winning deal for his clients, oftentimes a fruitful deal will arise before a home even makes it to market officially. He is always patient and thorough in arranging deals that allow his clients to recoup their investment by a large margin, in addition to keeping buyers satisfied and returning.

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“Marines never quit, and I’ll stay with a deal as long as it takes.

I try to turn every single day and every deal into a new adventure.”

Chris is energized by the unpredictability inherent to the real estate industry, and the creative problem-solving skills necessary to succeed. Sometimes development deals take a long time to close and there are a lot of moving parts. “Marines never quit, and I’ll stay with a deal as long as it takes,” says Chris. “I try to turn every single day and every deal into a new adventure,” he reflects.

“Every morning I wake up and there is a new challenge ahead; it’s something I love about this business.”

In that vein, Chris also works outside of development deals as well, most recently taking on the challenge of selling luxury homes in the north Jersey area.

Outside of work, Chris stays involved with his local community through his church and various sporting activities. Putting his proficiency for digital marketing to use, Chris has a long history of aiding charitable efforts and events by creating online awareness and publicity, free of charge.

Looking ahead, Chris has plans to continue to grow his business, not only as a broker but as a potential equity partner in developments going forward. Additionally, Chris and his colleague, Aimee Dugger have plans to launch a real-estate-focused radio show in Manhattan, interviewing area professionals and analyzing the north Jersey and Manhattan housing markets. He invites charitable organizations to submit upcoming events to reach out to him for additional radio and online exposure, at no cost.

With nearly a decade of experience already under his belt, Chris has crafted a client-centric career with no shortage of success. As he continues to grow his business and expand his footprint as a broker and equity partner, Chris’s dedication to his clients’ long-term well-being bodes well for his future endeavors. With all that in mind — plus his penchant for a challenge — the years ahead promise many more triumphs to come.

Chris Hinova Sotheby’s International Realty | Hoboken, NJ 201.680.7270 | ChrisHinova@gmail.com Copyright Featured Agent Magazine

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