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April 2019

Fresh start â€” Spring home staging tips

Host an open house that gets results

Selling with speed â€”

Move your home off the market fast

Emily Lott

also featured: Junaid Ahmed Jack Kassabian

contents

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

professionals 13

Team-building â€” Increase morale and productivity

Host an open house that gets results

t featured cover agent

Emily Lott

q featured agent

Junaid Ahmed 6

q featured agent

Jack Kassabian

buyers&sellers 4

Selling with speed â€” Move your home off the market fast

Fresh start â€” Spring home staging tips

Selling with speed — Move your home off the market fast As the saying goes, time is money. That’s why updating your home in preparation for sale is of utmost importance. Even adding a few desirable additions can move your property off the market with speed — while adding value to your list price. Create a Laundry Area — Research from the National Association of Home Builders shows that a whopping 92% of house-hunters include a laundry room on their must-have list. If you already have a washer and dryer hooked up in a rear room, guest room, or in the basement, consider beautifying these spaces to add additional value. Even a few details go 4

a long way. Turn an unconsidered laundry corner into a design-conscious workstation. A fresh paint job, an area rug, shelves or a dedicated table for sorting and folding, or a few pieces of fresh décor (think framed artwork, or a sleek caddy for detergents) — all add inviting flare. If you are without a dedicated laundry area, you may consider adding one to an existing basement or underused closet. Including these modern appointments can draw would-be buyers and add substantial value to your bottom line.

Capture Curb Appeal — First impressions are everything, and any agent worth their salt understands Copyright Featured Agent Magazine

The last thing sellers and agents want is a home that sits on the market too long, diminishing its value. Instead, take a proactive approach to renovations and finishing touches that will inspire buyers to make an attractive offer.

that modern homebuyers prefer contemporary touches when seeking a new home. If you’ve put off replacing your kitchen counters or appliances — it may be time to reconsider. Today’s house-hunters prefer move-in ready renovations like granite or marble countertops, and sleek appliances. In fact, according to research, properties that sport stainless steel appliances fly off the market 15% faster. If you don’t have the budget to perform a complete kitchen or bathroom update, try swapping out a few lower-ticket pieces like a new dishwasher, built-in microwave, or updated fixtures. Lending a sense of modernity to major rooms can go a long way in luring buyers.

the power of curb appeal. Before prospective buyers even set foot inside a home, they get a sense of the property and how well it’s been cared for. Exterior lighting is one inexpensive feature that can really boost a home’s profile. Manicured landscaping, modern walkway lights, and a contemporary light fixture at the front door are all excellent ways to give a home a polished facade. Other ideas, like a new mailbox, an inviting doormat, or replacing an old screen door can go a long way in upping a home’s curb appeal — without breaking the bank.

Modernize the Out-of-Date — It’s no surprise Copyright Featured Agent Magazine

Create a Backyard Oasis — Millennial buyers and house-hunters with growing families highly value outdoor space. A few well-chosen additions can transform your backyard into an additional entertaining space that’s worth its weight in gold. For instance, stone patios or refinished decks create an outdoor hub, while flowery landscaping, stone pavers, and well-placed lighting give exterior spaces a refined look. Creating privacy in outdoor spaces also creates allure. Something as simple as planting higher hedges or adding an enclosed fence can certainly up your asking price.

featuredagent Junaid Ahmed magazine

After working in I.T. sales for a Fortune 500 company, Junaid Ahmed discovered his passion for real estate. “I started thinking about how I could build equity and wealth, and I thought real estate might be the best avenue to do so,” he says. Junaid started by investing in homes part time, flipping them, and buying foreclosed properties to keep as rentals. “This created the spark that got me interested in real estate as a career,” he says. “I love the business so much.” Now, well into his full-time real estate career, Junaid represents buyers, sellers, and investors in the Dallas-Fort Worth metroplex, including Irving, Plano, McKinney, and other neighborhoods in the Northern Dallas suburbs.

Junaid is a proud member of the Dallas & Beyond Real Estate Group, under the umbrella of Keller Williams. “We motivate each other,” he says of his team. “It’s a really good synergy. I enjoy the camaraderie, and being a part of something bigger,” he continues. Not only does the team promote a personal rapport between members, but they’ve also found tremendous success. In 2017 and 2018, they were named the number one team in their office from a group of more than 20 other teams.

When it comes to his clients, Junaid believes his commitment to open and honest communication is a crucial factor in building relationships. “It’s about educating clients on the process and holding their interests of paramount importance,” he says, stressing the tremendous financial weight that goes into buying a home. “You really want to have the heart of a teacher,” he says of being a REALTOR.® One of Junaid’s guiding principals is “disclose, disclose, disclose,” and he prides himself on being upfront with his clients and presenting them with as much information as possible so they can make sound decisions.

By setting a high standard of timely and responsive communication, Junaid is always able to keep clients up-to-date. In fact, he largely credits his responsiveness for his success with repeat and referral customers, which make up approximately 50% of his business. Junaid tries to be available as much as possible to keep his clients informed and assured. “I make them feel like they’re the only client, no matter how busy we get,” he says. “This business really never sleeps.”

all of the knowledge I have and draw on my experiences,” he says. “That’s instrumental.”

Throughout every step of the process, Junaid’s passion and enthusiasm for his job is apparent. “I’ve always held fast to the core belief that whatever you do, personally or professionally, always go the extra mile… go above and beyond, and exceed people’s expectations.”

To give back to his local community of McKinney, Texas, Junaid serves as an active member of the Communications Committee board of his Homeowners Association, and he also works with Amaanah Refugee Services. This organization supports the resettlement of refugees in northern Texas, by helping them find jobs and root themselves in the community. “I’m very honored and humbled to be part of this organization,” he says. In his free time, Junaid enjoys spending quality time with his family, and traveling to destinations within the U.S. and abroad. He also loves to continue learning about real estate and other subjects of interest.

“Building a good reputation takes a lifetime,” Junaid reflects about the values that have sustained him throughout his career. “It can only take a few minutes to destroy it.” He practices a personal philosophy of treating people with dignity, kindness, and integrity, and credits this for the close relationships he has developed with his clients throughout his career. “I always try to be sensitive and mindful, and I always think of the long-term vision.”

He also likes to step back once in a while and adopt a broader outlook. “We’re all on this journey together on earth,” he says. “Nothing makes me happier than helping families achieve their dream of homeownership.” For Junaid, his passion for his job is evident: “I love meeting people from all walks of life and I absolutely love what I do.”

With his years of extensive experience as an investor, Junaid considers this knowledge an important advantage for his clients, whether they are first-time homebuyers (for which he has a particular affinity) or long-time investors. “I can share

Junaid Ahmed Keller Williams Central 75 | Dallas, TX 832.275.1883 | junaid@kw.com | www.dallasandbeyond.com 6

Fresh start — Spring home staging tips

Even if the weather suggests otherwise, spring is right around the corner (and has already arrived in many places). With this change of season comes a change in the way you stage and present your listings. Spring is all about showing off a space that looks fresh, clean and inviting. Check out these pro-approved home staging tips for spring.

They don’t call it ‘spring cleaning’ for nothing Spring home staging starts with a deep cleaning. Winter is tough on a home’s interior. There’s been water and dirt tracked in on boots. Dust building up from heated dry air. And clutter accumulating from holidays and other activities. Before you start adding the aesthetic touches, get back to basics and be sure the home is cleaned and freshened from floor to ceiling. Encourage your sellers to overhaul and purge, rather than just stuffing clutter out of sight in closets. Remember, buyers will check closets for storage space Copyright Featured Agent Magazine

and if they’re overstuffed, it appears there’s not enough room for storage.

Turns out, it’s easy being green — Spring is all about new beginnings. The Pantone Color Greenery is the perfect starting point for adding spring color to the home. The fresh hue is inspired by the color of new leaves, and is surprisingly easy to blend with other colors (Pantone calls it ‘nature’s neutral’). Give the home a fresh, trend-ready look and feel by incorporating the color into throw pillows, bed and bath linens and kitchen towels or placemats. Additional colors that will be hot for the season are blush pink, tan, sage and a spectrum of blues — from delicate robin’s egg to rich lapis. When in doubt, bring the outside in — Nothing says spring like something in bloom. Fresh flowers placed throughout the home are always an elegant 7

Spring is such a special time of year. Capture that feeling in your listings by staging them to reflect the promise of the season. You’ll attract buyers who will want to make your listings their new beginning. and upscale choice. But if that’s not in the budget, there are plenty of other ways to bring the outside in. Flowering potted plants are a more affordable and longer-lasting choice. Potted herb gardens are beautiful, fragrant and perfect for a kitchen windowsill. Indoor succulents remain a popular choice and require almost no maintenance. They’re an easy way to add greenery to any room.

From April showers to fresh flowers — While winter is all about scents that evoke cozy warmth — like vanilla and cinnamon — spring’s home scents should be fresh, clean and light. Think of those things that make you take a big deep breath, like laundry drying in the sun, freshly cut grass, or spring’s brightest blooms. Look for candles or oil diffusers in these scents and place them strategically throughout the house for 8

subtle hints of fragrance. Extra points if the candle colors echo the spring color theme.

Don’t forget those finishing touches — Showing homes this time of year is tricky. You might go through two or three weather changes in the same day. But you’ll be ready for them if you keep a fresh welcome mat by the front door, an umbrella holder in the entryway and hang a few Command hooks to hold raincoats or sweaters. Be sure the front walkway stays clean and unobstructed. On cloudy days, turn on lights throughout the house to chase away the gloom.

Emily Lott

Emily Lott After graduating from Michigan State University, and earning her degree, Emily Lott was on the hunt for a professional challenge. When she made the leap into real estate, the industry proved a natural fit. Now, 14 years later, Emily has found her daily passion and has created a name for herself along the way, complete with a reputation for transparency, people-centric service, and an impressive track record that speaks for itself.

To date, she has earned a host of accolades, including a People’s Choice Award for Favorite REALTOR,® a Million Dollar Month Award, Coldwell Banker’s Diamond Society Award for several years running, as well as the prestigious Coldwell Banker International President’s Circle Award, which designates Emily in the Top 6% of Coldwell Banker REALTORS® worldwide. She also resides in the Top 4% of the 10

Greater Lansing Association of REALTORS,® comprised of approximately 1,200 agents.

Today, Emily serves clients as a community expert in the greater Lansing region, with a particular affinity and experience with the communities of East Lansing, Okemos, and Haslett. Perhaps most impressive is her percentage of repeat and referral business, which amounts to a 90% share of her total clientele. In fact, Emily has worked with many of the same individuals and families over the course of two or three houses in her industry tenure.

To account for her steady success and longevity thus far, Emily cites an approach steeped in trust, follow-through, and an authentic enthusiasm for her role as an agent. “I really love what I do, and that shows in my work with clients,” she explains.

“I enjoy people, and I enjoy all the details and processes involved in buying or selling a home. From start to finish, I’m very hands-on and take a one-on-one approach to working alongside my clients. It’s important to build a relationship, and by the end of the transaction, I often walk away with a new friend.”

other agents. I have worked to earn the trust of not only my clients, but also my fellow agents.”

When it comes to the buying or listing process, Emily curtails her approach to best accommodate her clients’ styles and goals. “I’m patient and persistent

One of Emily’s guiding principles is her belief in utmost transparency. When navigating the course of a sale, she is up front, communicative, and forthright in her dealings with clients and fellow agents alike. “I’m a big believer in transparency,” she says. “We shouldn’t have anything to hide through the course of a transaction, and that serves everyone best — me, the client, and the other side of the table, too. I work with integrity and I want people to know and feel they can trust me. That idea extends to Copyright Featured Agent Magazine

“I try to subscribe to and earn the idea that I can be a client’s REALTOR® for life… I’m passionate about what I do and I want to add real value to my clients’ experience.”

Emily maintains a passion for growth and learning, and aspires to better herself with every milestone she meets. “I want to continue to grow every year,” she says. “My job keeps me learning, and that’s something I really enjoy. It’s important to always be learning more, growing more, and doing just a little bit better each year than the last.”

Beyond the office, Emily stays active in the community and is involved with her children’s school and extracurricular activities. In her free hours, she most enjoys time spent with family and loved ones, or curling up with a cup of tea and a good book.

as a real estate agent,” she says. “I go at my clients’ pace. I try to subscribe to and earn the idea that I can be a client’s REALTOR® for life. I’m passionate about what I do and I want to add real value to my clients’ experience.”

As for the future, Emily intends to maintain her momentum. As a solo agent, she takes pride in being the point person for all the details of her clients’ transactions. She plans to maintain that personalized level of service as her business grows organically and continues to build upon her reputation of service for years to come.

Emily Lott Coldwell Banker Hubbell Briarwood | Okemos, MI 517.492.3349 | emilyl@cb-hb.com | www.elott.cb-hb.com 12

Team-building— Increase morale and productivity

Successful agents and loan officers understand that relationships are everything in the world of real estate — and those relationships begin right in your office. Even if you work with only the help of an assistant, a strong team dynamic can make all the difference when it comes to working with efficiency and positive morale. Clients can sense a high-functioning team dynamic, so the benefits of team-building extend far beyond your office. Just as continuing education and self-development are important to professional longevity, so too is the health and comradery of your team. With that in mind, add these team-building exercises to your arsenal as you foster positivity and growth inside your sphere.

Spirit of Service — Team-building activities don’t have to feel cheesy, or a like an afternoon at summer camp. Instead, service-based exercises can bind your office together, while committing to a good cause. Another bonus? In the real estate industry, there are plenty of related charitable organizations to which you and your team can donate your time. Habitat for Humanity, an organization that builds homes for the less fortunate, is a great way to begin. You can dedicate a day to getting hands-on in the housing world, and there’s no better bonding experience than laboring side-by-side for a cause. If building isn’t your speed, consider entering the office as a team in a charitable athletic event, like a 5K walk or golf tournament. Giving back as a collective is a great way to serve others, while building trust and empathy among those you work with. Office Trivia — Here’s a great office-themed way to get team members having fun and bonding with one

another. Come up with 25 office-based trivia questions and divide into small groups. Have the groups come up with individual team names, split questions into themed rounds, and award prizes for the winners. All the while, you’ll get people collaborating and letting their guards down. Think about crafting questions that everyone can chime in on, like ‘how many windows are in the office?’ or ‘what month is the most common for office birthdays?’ Questions that revolve around your office and staff will make your team members the star of the show, and add some lighthearted workplace fun into the mix.

Collective Brainstorming — Sometimes team members stagnate if they aren’t feeling challenged, or if they feel that their voice isn’t being heard. Here’s a great way to curb that negativity, breathe new life into your business, and get team members talking. Ahead of your next meeting, dedicate 20 minutes to big-picture thinking. Ask team members to spend five minutes writing about an idea regarding the business and their careers. Encourage them to think big, and tackle issues they may have been facing for a while. Then, break team members into smaller groups and have them share their thoughts. This will inspire discussion, and give them a channel to express their professional ambitions and ideas.

Team-building exercises don’t have to relegated to the realm of trust-falls and scavenger hunts. The idea is to get employees out of their routine and working together in unconventional ways. From lighthearted games to service-oriented excursions, give your team room to grow as one and the results will boost moods and serve your enterprise and employees for the long run.

Host an

open house that gets results

It’s become popular in real estate circles to say that open houses don’t work, or are a waste of time, or that buyers aren’t interested in them because they can find out everything they want to know about a property online at 2am in their pajamas. But if that were true, why would the top real estate search websites offer the option to search by open house date? The truth is, even the most comprehensive, technologically advanced virtual property tour can’t replace that magical, intangible, ‘This is IT’ feeling a buyer gets when they walk into a home and know it’s the right one for them. And the only way to get that feeling is to give them the opportunity to be in the home. Whether you’re an open house pro or just starting out, there are always new ideas you can try to take your open house game to the next level. Let’s take a look at several ways to host an open house that gets results:

Stage it Like a Pro — As you’re preparing the house, focus on the Three C’s: Clean. Clutter-Free. Curated. The home should be spotless from top to bottom, with no lingering cooking odors or pet smells. Get rid of or pack away clutter to enhance the appearance of space and openness. Create interesting groupings of furniture, wall art, and accessories and use them to guide potential buyers’ eyes through the space. Strategically placed fresh flowers instantly add a feeling of luxury and sophistication.

VIP Preview — Neighbors are naturally curious, so why not take advantage of that and reward their interest with a first look? Invite them over an hour before the public viewing for a preview. They will appreciate the gesture and become some of your best word-of-mouth advertising, not to mention think of you favorably when the time comes for them to sell. 14

Changing Times — Rather than the usual early-tomid- afternoon time slot, shift a few hours and try 3-5pm instead. You’ll catch buyers toward the end of the day when they’re getting serious about evaluating all the homes they’ve seen. And while most agents opt to host weekend open houses, you can stand out by doing weeknight ‘Happy Hour’ open houses. You’ll catch curious commuters on their way home from work, which will be a nice diversion from their daily drive. Serve light snacks and sparkling non-alcoholic beverages to enhance the after-hours atmosphere. Another option is a mid-morning ‘Coffee Break’ open house, which is the perfect time to catch stay-at-home moms and dads on their way home from dropping the kids at school.

Lock it Up — Everyone benefits from a safe event. Ask all attendees to show ID and sign a guest book. Ensure they’re escorted as they tour the house. And ask the owners to remove or lock up valuables and medications. Recruit another agent or friend to be your backup, in case things get too busy to keep track of where everyone is in the home at any given time. Ask for Feedback — Ask potential buyers leading questions as you’re touring the home: “What do you love about it?” “Is there something you’d like to change?” Offer written comment cards for them to fill out, as well. Everyone loves to give their opinion and you’ll get valuable insights that will help you sell the property. Make it Memorable — Even if potential buyers decided the home isn’t right for them, be sure everyone leaves happy. Give guests something they can use during their home search such as a small notebook, business card holder, or a high-quality neighborhood map with key areas like schools, shops, and restaurants highlighted — all branded with your information, of course.

featuredagent Jack Kassabian magazine

Jack Kassabian got his first taste of business success straight out of high school, when he purchased a coffee shop, built the business and sold it for a profit. But what he really wanted to do was help other people achieve their dreams, so he entered real estate in 2006. Since then, he has successfully helped hundreds of buyers and sellers. “The most satisfying part of my job is handing over the keys to buyers and seeing the excitement on their faces after having purchased their biggest investment,” he notes. “On the seller side, I love letting my clients know their house has been sold for top dollar.”

Jack quickly became a top-producing agent, first for Keller Williams, and now with JohnHart Real Estate in Burbank. He has reached Gold Agent status annually for the past 10 years, and has handled just about every situation an agent can encounter, from short sales to a seller’s market with limited inventory. Jack works with buyers and sellers in any situation, “ranging from families buying a vacation home or deciding to move into a larger house to a new couple buying their first home,” he says. The Los Angeles native focuses on the San Fernando Valley, mostly in the cities surrounding Northridge and Grenada Hills.

Close to 90 percent of Jack’s clients are referrals or repeat customers who appreciate his honesty, integrity and diligence. Many clients say they chose to work with him because he is extremely knowledgeable of the local real estate market. “I am a great negotiator, and I am attentive to each client’s individual needs,” he explains. “I also give my undivided attention to each client. My combination of skills and experience makes me stand out from the crowd.”

Jack’s unique approach to marketing certainly makes his listings stand out from the crowd. “With online marketing, I pre-market the property as a ‘Coming Soon’ before it’s

“As an agent, I gain satisfaction in knowing I have helped people through major changes in their lives.” listed on the MLS. I sponsor my listings to all social media platforms and I personally visit about 100 homes in the neighborhood to invite neighbors to a pre-market private open house,” he says. “Once we are ready to go on the market, we have a grand open-house party with live music, entertainment and catered food for all the top REALTORS® in the area, as well as potential buyers and neighbors. During our standard open houses, I go above and beyond to make it a fun experience. That includes providing a barista to serve gourmet coffee and fresh pastries and having another station serving fresh tacos off the grill. This usually generates between 50 and 120 groups from just one open house.”

As his client list continues to grow, Jack is planning to start a team to ensure all clients get the attention they deserve. “The first step would be to hire a buyer’s specialist who will dedicate their time to helping me better serve my clients, host my open houses and follow up with all new buyer leads. This will allow me more time to concentrate on obtaining listings,” he says. “Hopefully, this will help my business continue to grow and maybe someday I’ll even own my own brokerage.” While he’s passionate about real estate, Jack also understands how important it is to balance work and family. As the father of two young children, much of his free time is devoted to family, including charity work. “I am currently involved in my children’s school charity events and volunteer my time there,” he says. He also has a policy of donating a percentage of each commission to the charity of his client’s choice at the close of escrow. In his free time, Jack enjoys traveling with his family, working on his classic car collection, and playing tennis, a sport he has participated in since he was a child. Jack certainly seems to have found the right balance in life. “I feel really blessed. I have a beautiful family and I’m living the American dream. I want that for all my clients,” he says. “As an agent, I gain satisfaction in knowing I have helped people through major changes in their lives.”

Jack Kassabian

JohnHart Real Estate | Burbank, CA 818.335.3995 | jack@jackkassabian.com | www.jackkassabian.com Copyright Featured Agent Magazine

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