March 2017

March 2017

Top 10 Questions to ask your

agent

Host an

open house that gets results

The pros and cons of trying to

time the market

Tammy Donnelly also featured:

Henrik Alaverdyan Liz Catalano Christi Irwin

contents

professionals 15

Productivity boosters — Get more done every day

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Weighing your options — The pros and cons of trying to time the market

Host an open house that gets results

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Get the look — Avoid (or fix) these common decorating mistakes

Play it safe — Security tips for real estate professionals

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Top 10 Questions to ask your agent

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

buyers&sellers

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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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q featured cover agent

q featured agent

Henrik Alaverdyan

Tammy Donnelly

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6 q featured agent

q featured agent

Christi Irwin

Liz Catalano

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Weighing your options —

The pros and cons of trying to time the market

In many circles, when conversations about buying and selling homes arise, the concept of “timing the market” invariably emerges. Some people will swear by the practice, citing example after example of instances where buying low and selling high has worked for them, or for people they know. Others will say that timing the market is not only impossible, but that the best time to buy or sell is when you’re ready to buy or sell. Period.

So, what is fact and what is fiction? Can the market be accurately timed, so as to mitigate spending and maximize profit? Or are those who seem to have an uncanny knack for buying when homes are at their lowest price, and selling them at the highest points, just incredibly lucky? Unfortunately, despite entire books being devoted to the practice of learning how to time the market, it’s most certainly not an exact science. But like most things in life, there are definite 4

pros and cons to trying to time the market. Here’s a look at some of them.

The pros of trying to time the market

Ensures Education — If you’re attempting to time the market, you’re going to have to do your homework. You’ll need to monitor home values, interest rates, FED rates, neighborhood appreciation/ depreciation, inventory levels, and more. Overall, this works to your benefit, as you’ll be learning something new nearly every day, which can only help you to become an even savvier buyer or seller in the future.

Knowledge is indeed, power.

Protects Your Pocketbook — Being mindful of what the real estate market is doing certainly increases your likelihood that you’ll get a better deal than if you completely omit market conditions from your Copyright Featured Agent Magazine

Can the market be accurately timed, so as to mitigate spending and maximize profit? Or are those who seem to have an uncanny knack for buying when homes are at their lowest price, and selling them at the highest points, just incredibly lucky? mortgage interest rates drop to their lowest, can lead to missed opportunities to invest, or to become a homeowner. Holding out for just one more price reduction or decrease in interest rates may cause you to lose out on an incredible deal.

Missed Opportunities to Make Memories Waiting too long to buy or sell, in effort to time the market can ultimately cost you valuable time. Instead of taking the profits from a home sale and purchasing a new home when conditions are favorable, you ultimately may miss out on awesome opportunities to make new memories in your home. Consider that buyers who attempt to time the market perfectly may miss the chance to celebrate special occasions and milestones in a new home.

investment strategy. Generally speaking, making an effort to time the market, although not failsafe, will make you a more informed buyer or seller, thereby increasing your likelihood of securing better pricing, terms, concessions, or conditions.

Puts You in a Position of Power — Whether you’re a potential buyer in a down market, or a seller in an up market, you have a lot more bargaining power during decidedly lopsided markets. Subsequently, as a buyer or seller, you will have far more leverage in an unbalanced market than during periods of relative equilibrium/neutrality in the real estate market.

The cons of trying to time the market Potential for Letting Great Properties or Profits Pass You By — Trying too hard to wait to buy until home prices hit rock bottom, or when Copyright Featured Agent Magazine

Market Stability Is Never Guaranteed — It’s long been said that the only constant in life, is change. That’s undeniably true when it comes to the real estate market. There is no guarantee that interest rates, or home prices won’t change on a dime. The inherent unpredictably of the real estate market means that even the most well-laid plans for buying or selling are not immune from potential and/or substantial market swings.

Although there are benefits and potential pitfalls to consider when deciding whether to try your hand at timing the market, one irrefutable fact remains. An investment in a home is a significant undertaking. For the overwhelming majority of people, it will be one of the biggest financial decisions of our lives. As such, deciding to buy or sell is not something most people will want to go into alone, or haphazardly.

With the help of an educated REALTOR,® a skilled mortgage professional, and guidance from other trusted advisors such as your CPA or financial advisor, conducting due diligence before making any decision just makes sense.

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featuredagent

Henrik Alaverdyan

A natural born leader, Henrik Alaverdyan of John Hart Real Estate wasted no time pursuing his passion for real estate.

Graduating from high school in 2009, he jumped right into the business and has been busy accomplishing goal after goal ever since. “I’ve always played sports from a very young age, which instilled a lot of character in me. From basketball to mixed martial arts, it’s taught me commitment, dedication, how to be a leader, and never give up,” says Henrik. “I took all those positive traits and applied them to real estate. I always knew it would be a good fit for me.”

expectations,” says Henrik. “I am always at the top of my game. I’m constantly seeking to further my education in this business and looking for ways to perfect my craft. I take this very profession very seriously, and value the trust and confidence my clients have in me.”

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Although he faced some challenges in the beginning of his career, Henrik has gone on to accomplish so much in the just seven years in the business. “I was so young when I started so no one was really taking me seriously,” Henrik says with a laugh. “But I knew it was only a matter of time before my career would take off.”

And taken off it has. Henrik has been recognized by various industry publications, has been a featured guest on Business Innovators Radio Show hosted by Keith Dougherty, and ranked among the top 10 agents for customer satisfaction in Southern California. “This has been a huge year for me, and without my clients, none of this would have ever been possible. I appreciate them so much,” Henrik says.

In fact, Henrik not only appreciates his clients, he goes out of his way to provide a level of customer experience beyond what they expect. It’s also the reason he can boast a referral rate of over 70%. “My clients are always my number one priority. I realize there is a lot of competition in this industry, so I have to make sure that I am unique and that the service I provide goes beyond even my own

“My clients are always my number one priority.”

Serving clients throughout San Fernando and San Gabriel Valleys, Burbank, Glendale, and surrounding areas, Henrik focuses on listings as a way to provide inventory for his buyers. “My passion is to create wealth for my clients through real estate acquisition or exchange. I will stop at nothing to get as many listings as I can,” Henrik says. “I also enjoy working with foreclosures and it’s really given me an amazing reputation in the community.”

However, it isn’t just his work that’s gained him such a positive reputation; his work ethic, instilled in him by his father, is also second to none. “The best advice I ever received was from my dad. He’s always told me — and still does — to do what you say you’re going to do, return phone calls, reply to emails in a timely manner, and always address problems head on. You must accept responsibility for any mistakes you make and correct the issues immediately,” says Henrik. “Most importantly, be honest — even if it’s a deal breaker — and treat people fairly.”

Because real estate isn’t just a job for Henrik, but a way of life that he truly loves, he doesn’t often have much time to spare. However, he does make time to enjoy life’s pleasures. “Most of the time I’m working out because I love going to the gym and training. I also love to hike and go to the beach, but most of all I enjoy spending time with my family and friends.”

In the future, Henrik looks forward to continuing to serve his clients at a high level while learning and growing as an agent. “I always want to put my clients in the best position possible and the only way I can do that is to keep learning,” says Henrik. “I’ll never know everything, but I can promise you that I’ll never stop trying to learn.

I’m like a sponge and I want to absorb it all!”

Henrik Alaverdyan JohnHart Real Estate | Glendale, CA 818.731.4649 | henrika@jhagents.com | www.henriksells.com 6

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Get the look — Avoid (or fix) these

common decorating mistakes

You don’t have to be (or hire) an interior decorator to create a beautiful home that’s warm and inviting.

Your own style, taste and imagination should dictate your decorating choices. But there are some common mistakes that can undermine the best home decorating intentions. Here are some of the most common ones, and how you can avoid them — or fix them if you’ve already gone down that path.

Shift Out of Neutral — Neutrals can be a great, basic backdrop. But when you put together an entire room of neutrals without some color to break it up, you run the risk of a room that looks too sterile, plain and frankly, a little boring. Fortunately, adding color is one of the easiest and most fun parts of decorating. You can paint a wall or trim, add solid color or print decorative pillows and throw blankets, create a grouping of colored candles and of course, add colorful framed wall art. If you’re still convinced neutrals are the only choice, there are other ways to add interest to the room.

Try varying the tones and strength of the dominant shade, incorporating textures like velvet, corduroy or Copyright Featured Agent Magazine

linen or even adding splashes of a complementary metallic finish like warm copper or cool chrome.

Hang ‘Em (not too) High — You want to make your ceilings appear higher, so you hang your pictures up closer to them. Mission accomplished, right? Not exactly. Hanging pictures much higher than eye level won’t fool anyone. It will just look like you didn’t judge eye level correctly. A better solution is to add elements to the room that the eyes will naturally follow in a height-enhancing vertical line. Try a large urn with stalks of bamboo, a tall potted tree, or a sleek standing lamp. Placed in corners of the room, these elements will trick the eye into the illusion of higher ceilings.

Where’s the Rug? — Have you ever been served what appears to be a small amount of food on a huge plate? It might be that the portion size is thoroughly adequate, but the scale of the plate can make it appear woefully unsatisfying. The same principle applies to selecting rugs. A too-small rug in a large space just looks off, and can diminish the effect of an otherwise 7

lovely room because all people can focus on is that oddly tiny rug. Generally speaking, a rug should be large enough to reach the legs of all the surrounding furniture (and it’s fine if it’s larger than that).

D.I… Why? — There’s nothing wrong with adding personality to your rooms by incorporating decorative elements you’ve made yourself. But keep in mind that when it comes to DIY, a little goes a long way.

That coffee table made out of recycled palettes topped by glitter-enhanced Mason jar vases featuring bouquets of tissue-paper flowers might not come off as whimsical as you’d hoped. To avoid giving your rooms the look of an arts-and-crafts studio, stick with a single DIY accent piece per room.

Break up that Perfect Match — When shopping for furniture, it’s easy to fall into the trap of thinking all the pieces have to match to complete the room (and your salesperson will certainly encourage that thought).

The truth is, overly matched sets of furniture tend to make a room look dated and unimaginative. Plus, it 8

ends up being a waste of money. Certain pieces will inevitably wear out and need to be replaced or recovered before others do. You will be better off choosing individual pieces of furniture that you like, and selecting one unifying theme to tie them together, think scale, design era or color. This allows you to easily mix and match pieces as needed, both within the room and throughout the house.

In the Spotlight — There’s no doubt overhead lighting is practical and convenient. But relying on that as the sole source of light in your rooms can leave them feeling too cold and commercial. Be sure to add some table and stand lamps for a softer, more inviting glow. Also, consider adding dimmer switches so you can control the brightness level of overhead lighting.

Decorating your home doesn’t have to be stressful.

Following these simple guidelines will help your good taste shine through and allow you to create attractive, comfortable rooms you and your family can live in and truly enjoy.

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Tammy Donnelly

Tammy Donnelly

If you’ve ever taken a vacation to an exotic locale and wished you could stay forever, you’re not alone.

And although you might think it could never be more than just a pipe dream, Tammy Donnelly of 340 Real Estate Company, LLC will tell you differently.

After vacationing for many years in the Virgin Islands as a young girl with her family, Tammy fell in love with the island’s blue waters and lush green hills, and decided to make it her permanent home. “I didn’t particularly care for the cold weather and snow in Pennsylvania where I was born and raised, so in 1978 I decided to stay here,” says Tammy. “I worked in restaurant management for many years. From there I went on to property management and then into real estate. It was a perfectly natural progression for me because I know and love the island so much and I love sharing it with others.”

Although St. John has long been an alluring tourist destination, Tammy specializes in helping her clients and customers find a place to call their own in this island paradise. Purchasing property on the island 10

involves its own set of rules and regulations that Tammy can easily aid her customers in navigating.

Whether looking for an investment property, land, house or condo, her vast knowledge and expertise will benefit her customers in ways that will be recognized for years to come.

As the owner of 340 Real Estate Company, Tammy and her team, which includes John McCann, Jennifer Doran and Julie Lasota, have over 50 years of combined experience in St. John real estate and together, serve the entire island. “John and I have known each other for a very long time and have done many deals together. I help my team but I’m also very hands-on with my own clients and customers,” Tammy says.

Nearly 50% of her clients and customers are referrals, proving that she is a well-known and highly-trusted figure throughout the industry. “I get lots of word-ofmouth referrals from clients and customers who I’ve known for many years. Those are the best types to have,” she says. “But I believe many choose to work with me again because I’m honest, hardworking, and Copyright Featured Agent Magazine

“Meeting all these great people and helping them find their dream home is so rewarding to me. My joy truly comes from their joy.” down-to-earth. I will always provide quality service and be very straightforward in any interaction I have with people.”

Being straightforward isn’t something she reserves for just her clients and customers, however. She’s quick to offer sound advice to anyone who might be considering real estate as a career. “It’s not as easy as you think it is! It’s a great business to be in because it can be as much or as little as you put into it,” Tammy says. “But if you have a heart for helping others and don’t mind really putting yourself out there, then I believe you’ll do well.”

When she’s not busy showing off her listings, Tammy loves spending time exploring the island. Along with pristine beaches, St. John is rich in cultural history, and with many restored ruins on plantation Copyright Featured Agent Magazine

grounds, hidden gems can be found around nearly every corner. “I love swimming, snorkeling, standup paddle boarding, hiking, and taking my dog for walks. I just enjoy the beauty of this island.”

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She is also quite active in her community by sponsoring and donating to various charities such as the Animal Care Center, Friends of Virgin Islands National Park, Ten Bay 10K, and many local and state-side organizations. In addition, she is a member of the Fish Bay Owners Association, is the past president of the St. John Antilles Parent Association and served on the St. John Board of REALTORS® for seven years.

In the future, Tammy looks forward to seeing her business grow as she continues to guide her clients and customers and give opportunities to like-minded agents who show great potential in the business.

“Meeting all these great people and helping them find their dream home is so rewarding to me. My joy truly comes from their joy,” says Tammy. “And I was very

lucky early in my career that someone sponsored me because she saw potential in me. It was a wonderful opportunity, and being able to extend that to another agent who is just getting into real estate is also something that makes me very happy.”

Tammy Donnelly

340 Real Estate Company, LLC | St. John, US Virgin Islands 340.643.6068 | 340realestateco@gmail.com | www.340realestateco.com 12

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Top 10 Questions to ask your agent Buying or selling a home is one of the most significant financial transactions most people will ever be involved in. So it follows that choosing a real estate agent to help reach those goals is one of the most important decisions anyone can make. Surprisingly, though, many people don’t spend the time they should or ask the right questions of their buyer’s or listing agent.

They might say that they prefer to ‘go with their gut’ or just ‘have a good feeling’ about someone. While it’s certainly important to feel a connection and develop a rapport with your agent, there are several pertinent questions you should also ask. This isn’t necessarily the complete list, but will give you a good start and generate some revealing information.

5 Questions to ask a Listing Agent

Are you a full-time agent? Many agents, especially those new to the business, get started by practicing real estate part time. There isn’t anything inherently wrong with that, but be aware that agents who aren’t fulltime may not be as focused on your listing as you would like.

Have you worked with homes in this price range? A competent agent should be able to sell a home regardless of listing price. But it’s ideal to have an agent who regularly works with homes in the same range as your home. They will have unique insights into the market and the buyers who are looking for homes just like yours.

How will you market this listing? Your home won’t sell if no one knows about it. Agents today have more marketing options than ever and should be able to answer this question quickly and thoroughly. If they don’t seem to have a concrete plan in place, keep looking.

How do you communicate with clients? This isn’t necessarily a trick question, per se. But the best answer is for the agent to ask back, “How would you like me to communicate with you?” An agent should tailor their communication style and frequency to your preferences.

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What is your average days on market? Simply put, days on market means the length of time a listing appears on the Multiple Listing Service (MLS) before it sells. While a number of factors affect this, agents with a lower than average number of days are pricing and marketing their listings effectively.

5 Questions to ask a Buyer’s Agent

How often do you work with people like me? Whether you’re a first-time homebuyer, starting over after divorce or widowhood, upsizing, downsizing or relocating to a new city, every buyer has unique needs. Find a buyer’s agent who has plenty of experience working with people in your situation.

May I speak with some of your past clients? Reading online reviews can shed a lot of light on how an agent’s past clients feel about them, but it doesn’t tell the whole story. Even if you don’t actually plan to speak with past clients directly, an agent’s enthusiastic or reluctant answer to this question can tell you a lot.

How many homes have you found in this neighborhood? The more familiar an agent is with the area you want to live, the better chance you have of finding a home you’re going to love. There’s a good chance they’ll know about homes that are about to come on the market but aren’t yet listed.

Do you work with a network of professionals? Connected agents should have a network of professionals ready and waiting — from lenders and title agents to contractors and painters. If they can’t offer solid referrals, keep looking for an agent who can.

How do you win a bidding war? There isn’t a single correct answer to this question; it’s more about how prepared the agent is with an answer and whether or not they have a plan in place to handle this inevitable situation.

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Productivity boosters —

Get more done every day

Maybe you’re just starting out in the real estate industry or your career is already established, but you’ve hit a plateau. Whatever the case may be, it’s always good to step back and re-evaluate your business practices and find ways to improve or increase productivity. Oftentimes it takes stepping out of your comfort zone and going through some challenging growth phases to propel you to the next level in your business. Ever heard the saying, “A ship in the harbor is safe, but that’s not what a ship is built for?” Don’t be afraid to take chances and make changes. Here are some ways you can shake things up and increase your productivity:

Build a Team — If you’re an individual agent, ask yourself: are you able to give your clients the very best service by handling every aspect of business by yourself?

Sure, you’re an expert at finding the perfect fit for your client and negotiating a deal, but what about marketing, lead generating, or maintaining social media accounts?

Each can require quite a bit of time and expertise, now might be a good time to let go and let others use their talents so you can focus on what you do best.

Be the King or Queen of Follow-up — It’s not only critical to follow up with potential clients or industry professionals to expand your database, it’s equally important to keep in touch with the contacts you already have. Reach out to them even if it’s just to say hello and update them on what’s happening in the market. It’s a great way to stay on their radar. If an opportunity arises or a property comes on the market, they’ll think of you first.

Prioritize Your Day — Do you ever feel as though you constantly have your nose to the grindstone only to discover you haven’t really accomplished much?

Scheduling time for specific tasks throughout the day is much less daunting and can be extremely beneficial in boosting efficiency. Set aside an hour or two in the morning for returning phone calls and emails, then be done with it. Your next block of time can be dedicated to listing appointments, showings, or meetings with clients.

End the day by finishing up paperwork, researching marketing strategies, or making your to-do list for the Copyright Featured Agent Magazine

next day. It’s amazing how much can be accomplished when you have a plan and stick to it.

Use Social Media to Your Advantage — With more than 1.65 billion active users on Facebook every month, you simply cannot afford to not utilize it.

However, make sure you’re using it efficiently to get the most out of your posts. Posting on certain days of the week — or even specific times of day — can garner more likes and shares. And remember, quality over quantity is what you should aim for when posting.

Share things that will be useful to your clients, such as a link to your most recent blog post on how to pack for a move, or photos and information about an upcoming open house.

Further Your Education — Think of your business as a software program that requires updates.

Just as technology advances and programs need a little tweaking here and there, your business also needs to evolve with the current market trends and changes in the industry. Participating in continuing education in areas such as negotiating, home inspections, and real estate law ensures your clients peace of mind and keeps you ahead of the competition. Obtaining designations is another way to make yourself stand out in the crowd. Becoming a Certified Relocation Professional makes sense if the area you serve is a haven for retirees or has a large military population. The GREEN Designation is beneficial in places where clients are more environmentally conscious. Network with colleagues to see what trends are on the horizon, then take action to be at the forefront of those changes.

Take a Day Off — It might seem counter-productive to take time off when you’re trying to grow your business, but it can actually be just what you need to achieve success. Time away from work can improve your mental state, performance, and productivity. You also run the risk of eventually burning out when there’s a lack of work-life balance. So make the decision to turn off notifications on your phone, pack a bag, and head out for the weekend to re-energize and get your creativity flowing again.

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featuredagent Christi Irwin magazine

Christi says. “It’s been an amazing 10 years in the same location on Main Street in Duvall.”

Her location in this beautiful, historic town just 10 minutes east of Redmond gives Christi the opportunity to work with clients everywhere from Bellingham to Tacoma and throughout western Washington and Greater Seattle. Never one to shy away from a challenge, she doesn’t limit herself to working with only one type of client or transaction. Instead, she handles a bit of everything, including luxury sales, new construction, residential resales and commercial properties, short sales and REO properties.

Her business also includes a leasing and property management division.

Throughout her long tenure in the business, Christi has established herself as someone clients and other agents are eager to work with. “I work very hard to have a great reputation for working well with other agents,” she says. “I’ve done a lot to make it so other agents will want to work with me.” Of course, providing an outstanding experience for her clients is also key to Christi’s success. “We are all about exceeding expectations,” she says. “I have a fulltime assistant, Mary, who is integral to my business.

Whether it’s a mobile home or million-dollar listing, we put a lot of effort into marketing our properties and making sure all our clients feel special.”

When Christi Irwin first got into real estate,

she quickly predicted she’d never be content simply being an agent. With a background in commercial aviation that included managing large teams of flight attendants, she knew it wouldn’t be long before she wanted more. And it wasn’t. Just a year-and-a-half after becoming licensed in 2004, she purchased her own RE/MAX franchise. Three years after that, she took RE/MAX off the sign and put her name in its place. “Since then, I have tripled my business,” 16

Clients who choose to work with Christi know they are choosing an agent they can count on. “We do this full time; it’s not something we just dabble in,” she says. “And because we work in all segments of the market, we’re a one-stop shop. I believe when clients put my name out to someone as a referral, regardless of what kind of real estate they need, we can help them. We make it easy for people to refer us.”

Christi’s deep roots in the community and strong commitment to supporting it also play key roles in the continuing growth of her business. “Our office is

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“We are all about exceeding expectations… Whether it’s a mobile home or million-dollar listing, we put a lot of effort into marketing our properties and making sure all our clients feel special.” a huge community supporter,” she says. “We’ve done Movies In The Park for the past 10 years. I bring in a big production company and put on outdoor movies in the summer. We also do the annual Easter Egg Hunt every year in downtown Duvall.” Those two events are just the beginning. Christi also sponsors the Duvall 5K Run, The Riverview Education golf tournament and local sports teams. Every year Christi provides a scholarship to a business student from Cedarcrest High School and also serves as the

school’s coach to the freshman girls’ soccer team.

Looking ahead, Christi has a well-defined plan for the future of her business. “I’m looking at maintaining the status quo for the next five years; that will get my daughter through high school and off to college,” she explains. “In the meantime, I’m taking business and sports law classes with the hope of eventually branching into other forms of representation in addition to real estate.

Christi Irwin

The Irwin Group | Duvall, WA 206.755.3414 | Christi@TheIrwinGroup.com www.TheIrwinGroup.com Copyright Featured Agent Magazine

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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 2 am 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, ‘OMG 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.

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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 Copyright Featured Agent Magazine

There are always new ideas you can try to take your open house game to the next level.

3-5 pm 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.

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.

Changing Times — Rather than the usual earlyto-mid- afternoon time slot, shift a few hours and try Copyright Featured Agent Magazine

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.

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featuredagent L iz Catalano magazine

neighborhoods and we enjoyed turning neglected homes into beautiful homes. That experience taught me that I had a good eye for value,” she explains. “I also

“I know the intricacies of the area very well because I’ve lived here my whole life… But I also enjoy going outside my comfort zone to study and analyze the market dynamics of different locales in order to best serve my clients.” discovered that I really enjoy the transaction part of the process. From locating the right property to negotiating, marketing and staging. Becoming involved as an investor made me want to become a more integral part of the business.”

Now a few years into a budding real estate career, that initial spark of interest has grown into a flame that continues to burn brightly as she assists home buyers, sellers and investors throughout Chicago’s western and southern suburbs. “I know the intricacies of the area very well because I’ve lived here my whole life,” Liz says. “But I also enjoy going outside my comfort zone to study and analyze the market dynamics of different locales in order to best serve my clients.”

When something captures your mind and heart,

there’s a good chance it’s what you are meant to do.

Chicago REALTOR® Liz Catalano had that lifechanging experience when she took a college course in real estate her senior year. “I had no plans to become a real estate agent, but I was enthralled with the subject and it definitely sparked an interest,” she recalls. Her first professional exposure to the business came after the housing crash, when Liz and her husband began flipping houses. “We saw intrinsic value in great 20

Liz’s clients reap the benefits of her degree in economics, and she uses her understanding of the law of supply and demand when assisting them in making offers and listing homes. In fact, her ability to interpret and communicate complex data is what sets Liz apart. Every client — whether they’re buying or selling — receives a custom report that includes a detailed economic analysis for a given property, including comps, micro and macro trends. “I have all the necessary tools to help clients make their big decisions so they feel confident in moving forward,” Liz says.

As someone who entered the business fairly recently, Liz has a great piece of advice to offer other new agents.

“It’s so important to choose a brokerage that offers training to empower you with the skills necessary to Copyright Featured Agent Magazine

“What I enjoy the most is meeting and connecting with a diverse group of interesting people. To get the chance to be a part of what is a significant milestone in their lives is what drives me to be the best agent I can be.” become a successful agent,” she says. “I consider myself fortunate to be a part of d’aprile properties. Not only was I given a foundation for success, but coaching and support are always available to me.”

Amazingly, Liz has built a base of repeat clients and referrals that is responsible for more than 90% of her business and her listings sell for an average of 97.1% of original listing price with an average market time of just 10 days. But all those numbers are meaningless without the people they represent. “What I enjoy the most is meeting and connecting with a diverse group of interesting people,” Liz says. “To get the chance to be a part of what is a significant milestone in their lives is what drives me to be the best agent I can be.”

That commitment to her clients is what continues to drive Liz forward. “I’m excited to continue to grow my business organically and help my clients achieve their dreams,” she says. “Ultimately I’d like to gain enough experience to move into a managerial role to inspire and mentor new agents and help my company continue to grow.”

Liz Catalano

d’aprile properties | Chicago, IL 708.404.6554 | lizcatalano@daprileproperties.com | www.LizCatalano.com Copyright Featured Agent Magazine

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Play it safe — Security tips

for real estate professionals

It might not be something you think about often, but keeping yourself safe, both in person and online, should be a priority for every real estate professional.

It’s important to consider not only your physical safety, but also the security of the sensitive information you work with every day. Here are several safety precautions you can take to protect yourself in the real and virtual worlds.

Physical Safety

Chances are, you will go your whole career without encountering someone who wishes to do you harm.

But working in a business where you’re consistently meeting new people, it just makes good sense to watch out for your personal safety. These tips will help: Stay Alert & Aware — We all have a tendency to stay glued to our screens, but doing so in public can 22

compromise your safety. When you enter any new surroundings, take a break from scrolling to do a quick mental inventory of who you see, what they’re doing, the general layout of the room and where the exits are.

Taking a few moments to familiarize yourself with your surroundings can help you make decisions more quickly if needed.

Share Your Whereabouts — When you leave the office, make sure at least one colleague knows where you’re going, who you’re meeting and what time you expect to be back. Send a quick text to let them know when you arrive safely, and again when your meeting is over. Also keep your electronic calendar up-to-date and easy to view so colleagues know where and when to expect you.

Ask for I.D. — Ideally, meet with new clients for the first time in the office. While they’re there, make

Copyright Featured Agent Magazine

a copy of their driver’s license or another photo I.D. to have on file. If they’re hesitant to share it with you, that could be a red flag.

Avoid Oversharing — All good relationships evolve over time. The first meeting with a new prospect isn’t the time to divulge highly personal details or logistical specifics, such as your home address.

There will be plenty of time to learn more about each other as the rapport develops.

Lead from Behind — When showing homes, let your clients go ahead of you while you guide and direct them from behind. It helps you keep track of where they are in the home at all times and minimizes the possibility of being caught off guard by someone coming up behind you.

Be Prepared — Take a self-defense or martial arts class. Carry a personal alarm and pepper spray. Do whatever you have to do to make sure you feel safe and confident when going about your job. And if you ever feel like your personal safety is threatened, get out of the situation immediately. If it’s a false alarm, a little embarrassment is the smallest price to pay.

Cyber Security

If it seems you hear about a new cyber scam, hack or security breach every day, it’s because there’s no end to the ways criminals have learned to exploit our reliance on technology. Unfortunately, it’s not possible to ensure the absolute safety and security of online information.

These tips, however, will help you be more aware and spot potential issues before they become a problem.

Be Picky with Passwords — The days of using ‘password 123’ for all accounts on every platform is long gone. Experts agree that the more complex the password is, the better. Many platforms now require more intricate passwords, but even if it’s not required, choose passwords that include a combination of upper- and lower-case letters, numbers and symbols, preferably in random, meaningless order.

Get Wise to Phishing Scams — Phishing scams go all the way back to the days of the Nigerian prince promising to fork over his inheritance in exCopyright Featured Agent Magazine

Safety Quick Tips • Keep your phone charged at all times • Travel light; carry only what you need • Never text or take notes while driving • Avoid showing houses after dark when possible • Establish a panic phrase to use with colleagues on the phone or via text

change for a small fee. And now that they’ve gotten much more clever, even the savviest online users have fallen for them. Just remember to never respond to an unsolicited email asking for personal details such as SSN, bank account information or credit card numbers.

Even if an email appears legitimate, it’s worth the extra time it takes to pick up the phone and verify who is requesting the information and why they need it.

Don’t Fall for Adware — Adware and malware scams trick you into doing the dirty work for the bad guys. An ominous-looking pop-up ad claiming your computer’s security has been compromised will appear, instructing you to download software that will fix the problem. If you proceed with the download, you will be installing malware on your computer that could do anything from tracking your keystrokes to wiping out your hard drive. In some cases, these ads will lock up your computer and literally hold it for ransom until you call a number and provide bank account information for thieves to drain your account. If one of these ads appears, close out of it immediately (without clicking on anything) and restart your computer. If you have reason to believe your computer has been compromised in any way, seek the assistance of an IT professional.

Rather than thinking about personal and online safety as separate and distinct issues, incorporate these practical tips into your daily routine and they will soon become second nature. Your clients, colleagues and everyone who cares about will be happy you did.

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