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April 2020

Fresh start — Spring home staging tips

Selling with speed —

Move your home off the market fast

PABLO GALARZA AND THE GALARZA TEAM

contents

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

professionals 8

Host an open house that gets results

Increase morale and productivity with these team-building exercises

Phone 888.437.5707

Materials and content included in Featured Agent Magazine and on888.849.3663 featuredagentmagazine.com are subject to copyright Fax and may not be copied or reproduced in any part without prior written consent. Featured Agent Magazine is published contact@featuredagentmagazine.com by Times 3 Publishing Group, LLC. Publisher shall not be liable for any inaccuracy, error, or omission and makes no reprewww.featuredagentmagazine.com sentations or warranties of any kind, express or implied, as to the information, content, or materials included.

featured cover agents

Pablo Galarza and the Galarza Team

buyers&sellers 4

Selling with speed — Move your home off the market fast

Fresh start — Spring home staging tips

Buyer beware — Common pitfalls to avoid when purchasing a home

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.

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.

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 6

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

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 Copyright Featured Agent Magazine

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.

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. 8

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.

PABLO GALARZA AND THE GALARZA TEAM Copyright Featured Agent Magazine

PABLO GALARZA

Pablo Galarza’s journey in real estate is largely a selfmade family affair. In 2003, he earned his license and cut his teeth as an agent, but amidst the tumult of the downturn, he went back to school and earned a degree in business administration. Since then, he’s expanded his team to include his wife Maggie, daughter Vivian, brother Hector, and an additional agent, Anthony, serving clients within a 30-mile radius of Oak Lawn, Illinois. What’s more, Pablo has cultivated a reputation as an agent known for his professionalism, experience, and personal touch.

Today, Pablo spearheads his tight-knit team of five under the banner of RE/MAX 10. To date, almost the entirety of his business is driven by repeat and referral clientele who trust his expertise and proven track record. As an experienced home-flipper, Pablo 10

has a developed eye when it comes to spotting a home’s truest potential, and he is also well-versed in both the buying and selling processes.

Beyond his individual talents, Pablo also cites the effectiveness of his team and its unique, familystyle dynamic. “One of the greatest things we offer to clients is that we all work closely together as a team,” he explains. “Our clients are always serviced on their schedule and there’s always someone there for them.”

Likewise, Pablo’s experience means he’s able to pair prospective buyers with the right choices in financing, making their dreams a practical reality. “Not only do we offer experience and education throughout the process, we also help clients negotiate their Copyright Featured Agent Magazine

“We strive to have a customer-centric business model, and our goal is to always make clients feel comfortable as they move forward. I believe in being trustworthy, communicative, and direct from the get-go, and these values are central for us.” contracts competitively, and we know the lenders’ programs and officers,” he says. “That’s a big help. When clients explain their goals to us, we’re able to pinpoint what steps forward are a good fit.” When listing properties, Pablo and his team account for every detail, including high-end documentation that showcases homes in their most immersive light. From there, visibility is secured across the leading online listing platforms and social media outlets, in addition to word-of-mouth exposure amongst Pablo’s expansive network of colleagues and past clients.

In 2019, The Galarza Team closed 104 sales and was awarded the coveted Chairman’s Award for high production. They’ve also earned slots in the Top 50 Teams within the National Association of Hispanic Real Estate Professionals (NAHREP), and enjoy a Top 1% standing within the Chicago Association of REALTORS.® Whether buying or selling on behalf of clients, Pablo and his team’s focus remain squarely on the individual at the heart of the transaction. “Even after the transaction is over, we stay in touch with our clients. We’re here for life,” he says. “We strive to have a customercentric business model, and our goal is to always make clients feel comfortable as they move forward. I believe in being trustworthy, communicative, and direct from the get-go, and these values are central for us.” With over 200 glowing client testimonials online and a host of accolades celebrating consistently high production, Pablo and his team are veritable industry leaders. Copyright Featured Agent Magazine

“The feedback that we get is what’s most rewarding. We want our clients to always feel that they were given the attention they need and deserve, that they were heard, and that we were focused on their needs, above all.”

Beyond the office, Pablo and his team give back through regular client appreciation events, including family picnics, movie theater buyouts, and turkey giveaways, to name a few.

Looking ahead, Pablo intends to keep growth steady as his team and client base develops. “We have a great mix of quality culture and work ethic in our office, and we want to keep growing from within,” he reflects. “We have that family-style environment, and we want to build an office that’s a place our agents want to be.”

Now, with more than a decade of insight, Pablo Galarza considers what he most enjoys about his chosen field. “I really enjoy helping people,” he says. “The feedback that we get is what’s most rewarding. We want our clients to always feel that they were given the attention they need and deserve, that they were heard, and that we were focused on their needs, above all.”

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 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, 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. Copyright Featured Agent Magazine

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 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. 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.

Increase morale and productivity with these team-building exercises Successful agents and loan officers understand that relationships are everything in the world of real estate — and those relationships begin right in your office, alongside your colleagues. Even if you work with only the help of an assistant, a strong team dynamic can make all the difference when it comes to executing transactions with efficiency and positive morale. What’s more, 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 three team-building 14

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 and mortgage industries, 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 Copyright Featured Agent Magazine

Just as continuing education and self-development are important to professional longevity, so too is the health and comradery of your team. 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.

world, and there’s no better bonding experience than laboring side-by-side for a cause in your industry. 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. Either way, 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 Copyright Featured Agent Magazine

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 a ‘what if?’ idea regarding the business and their careers. Encourage writers to think big, be imaginative, and tackle issues that they may have been facing for a while. Then, break team members into smaller groups and have them share their thoughts if they’re comfortable. This will inspire discussion, allow employees the chance to flex their creativity, 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 main idea is to get employees out of their routine and working together in unconventional ways. From lighthearted party 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. 15

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