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October 2018

Top 10 Reasons to use a REALTOR®

Brian Atallian

Warm up —

Fall home staging tips

contents

professionals 4

5 Tricks to throwing a memorable networking event

Made for each other — How to define the perfect client

Warm up — Fall home staging tips

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t featured cover mortgage pro

Brian Atallian

buyers&sellers 11

Top 10 Reasons to use a REALTOR® Real estate designations — What you need to know

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5 Tricks to throwing a

memorable networking event

While networking connects you with fellow entrepreneurs and business owners, hosting a networking event can position you as a professional leader in your area. Of course, making your event memorable requires planning and execution, and if you haven’t tried to organize an event like this before, the prospect may seem overwhelming. With that in mind, consider these techniques as you curate a networking event that’s sure to impress.

Minimize Hurdles — For your networking event to memorable, it must be well-attended. Accordingly, consider fine-tuning details that make it simpler for invitees to say yes and show up. For instance, e-invites 4

with an easy-to-follow link for event registration make signing up simple for guests, while also making it easy for you to count heads. Likewise, pick a wellknown, centrally located venue with ample parking. Consider incorporating an automated e-mail reminder close to your event date, that way guests are virtually ushered through the front door. Incorporate Local or Holidays Events — One way to attract area professionals to your networking event is to create a natural tie-in with an already occurring holiday or occasion. For instance, a viewing party for a major sporting event, a Labor Day barbecue, or a Christmas-themed meet and greet are chances to Copyright Featured Agent Magazine

Creating a hub where professionals can network with others in and outside of their field is an excellent way to grow your business, brand, and position.

Anchor Your Attendees — Though you can’t be everywhere at once, you can enlist a few close colleagues to help you meet and greet your guests. At a networking event, the last thing you want is stale conversation and attendees who refuse to mingle. That’s why anchoring your guest list with a few friends who have outgoing social skills is a surefire way to keep energy high. Jumpstart your event by planting a few people who can keep conversation flowing and make introductions between guests.

capitalize on already spirited occasions. This will add a natural ambiance of comradery and celebration between attendees, giving a sense of theme and direction to your event.

Connect Others — To ensure that your networking event delivers its aim — bringing people together from across the business community — it is your job to play host among your guests. Introduce yourself to as many people as possible and once you find commonality between different guests or groups, play matchmaker and provide an introduction. Connecting others will build energy in your event, and you’ll reap the rewards as host. Copyright Featured Agent Magazine

Keep in Touch — The whole point of a networking event is to connect like-minded professionals. In the world of real estate, knowing the agents, brokers, and lenders around town can go a long way in streamlining a transaction. Of course, to capitalize on these connections, you’ll need to find ways to stay in touch long after the event is over. Follow up the week after your event to thank guests for their attendance and offer to connect them with other attendees they might have hit it off with. You may consider touching base again a few months later in preparation for your next event, or choose a few new faces and invite them to meet up for coffee or lunch to keep the conversation going.

Creating a hub where professionals can network with others in and outside of their field is an excellent way to grow your business, brand, and position. Keep these tips in mind as you put together a memorable networking event in the future. If all goes well, you’ll have made new contacts, broadened your horizons, and created a welcome opportunity for others to do the same. 5

Made for each other— How to define the perfect client

Imagine your schedule filled with only the clients you absolutely love working with. Many REALTORS® and mortgage professionals spend a good portion of their careers wishing to work with the ‘perfect’ clients, but never really find them. They often think choosing to work within a specific niche will automatically bring them the clients they most enjoy. But it goes deeper than that. It’s about shared goals, values, and that everelusive element of any successful relationship — chemistry.

Every professional’s definition of a perfect client varies. The trick is identifying what makes your perfect client, then doing everything you can to attract them to your business. Defining the perfect client begins by thinking about the following questions:

• • • • •

Who are some of your favorite past clients and what made them so satisfying to work with? What are your must-haves for a productive working relationship? Who are the clients whose expectations you know you can exceed? Which potential new clients make you feel motivated and energized? What has caused past client relationships to become stressful or unproductive?

Challenge yourself to answer these questions and define your version of the perfect client. Once you do, you can begin to market yourself in a way that attracts them to your business. Working with them will be blast! In fact, it might not even feel like work. Plus, your clients’ positive experience is what prompts them to refer you to others. By making an effort to seek out and work with clients you enjoy, you’re creating a pipeline of like-minded people who will become repeat clients.

Of course, no one likes to turn away business and there may be times when you choose to work with clients who don’t fit your definition of ‘perfect.’ But understanding yourself and what keeps you feeling happy and productive will ultimately benefit the longevity of your career by helping you stay positive and excited about your business. 6

Brian Atallian

Brian Atallian Brian Atallian’s lengthy tenure in the mortgage industry began back in 2002. At the time, he had already successfully completed a management development program in banking, learning the ins and outs of the finance and lending world from the ground up. Eventually, he moved on to the mortgage sector — a natural fit, considering his proficiency with numbers and interpersonal communication. Over the course of his career, Brian has witnessed the market’s many ups and downs and has remained strong throughout, building a sterling reputation epitomized by sincerity, 8

hard-won knowledge, and a proven track record of success.

Today, Brian works under the banner of Pike Creek Mortgage, based in Newark, Delaware. Beyond his home state, Brian is also licensed in New Jersey, Maryland, and Pennsylvania. What’s more, he benefits from the comprehensive backing of a direct lender and an experienced, full-service shop. “Everyone here is an experienced loan officer and we’ve built our entire business on our referral base,” Brian Copyright Featured Agent Magazine

“We conduct all aspects of a file in-house, from processing and underwriting to funding and closing documents. With everything happening right here in my office, I have ultimate control from start to finish. We do things the right way.”

explains. “We conduct all aspects of a file in-house, from processing and underwriting to funding and closing documents. With everything happening right here in our office, we have ultimate control from start to finish. We do things the right way.”

Working in conjunction with a marketing assistant and a loan assistant, Brian draws from a deep well of knowledge to serve clients of all kinds. In fact, he recently closed upon his 5,000th mortgage. “In every scenario, whether I’m working with a purchase by a first-time homebuyer or on a refinance, I try to consider everything from a different angle,” Brian says. “Above all, we make sure that what we are doing is the best option for our borrowers.”

Considering the entirety of Brian’s business is based on repeat and referral clientele, and he continued to grow steadily throughout the Recession, Brian’s commitment to ethics and follow-through are woven into the fabric of his enterprise. Likewise, he takes a proactive and hands-on approach to his work, emphasizing once more the value of conducting all aspects of a transaction on site. “I have tremendous support from a bigger company backing us, from access to a range of products, to the ability to turn around a file in short order if necessary,” Brian says. “If issues arise, whatever they might be, Pike Creek Mortgage has affiliates Copyright Featured Agent Magazine

that can handle title services and home, personal, and commercial insurance needs for our clients. With my experience, knowledge, and access to products and solutions, I’m able to get the job done on time, while making sure it’s the right result for the customer.”

In terms of clientele, Brian’s experience runs the gamut. He has worked alongside resales, first-time homebuyers, move-up borrowers, and has even established himself as an authority on new construction financing. He has firm relationships with three different prominent area builders, spearheading all financing matters for their new construction largescale neighborhood projects. Likewise, Brian handles all the mortgage lending for the Delaware National Guard — a testament to his deep community ties and respected stature. Regardless of transactional type, however, Brian most values the constantly evolving nature of his field, as well as the chance to positively impact members of his community as a whole. “It’s so rewarding when you get to the closing table and a borrower is so excited to begin that new chapter as a homeowner,” Brian says. “There are so many aspects of my work that I enjoy. Every single day you get to recreate the wheel, and there’s always a new challenge to conquer.” To give back to his community, Brian supports the B+

“There are so many aspects of my work that I enjoy. Every single day you get to recreate the wheel, and there’s always a new challenge to conquer.” Foundation, an organization focused on childhood cancer research and support. He also takes an avid role supporting his REALTOR® referral partners through community events. On a civic level, Brian serves as President of the Delaware Economic Summit, with past keynote speakers including former Vice President Joe Biden. In his free hours, Brian most enjoys time spent with loved ones, in

addition to being an avid softball player and wakeboarding enthusiast.

Looking ahead, Brian plans to continue growing his business steadily, while lending his expertise in the training of young and up-and-coming industry professionals. For now, he’s content to continue serving his community, one aspiring homeowner at a time.

Brian Atallian NMLS# 136771

Pike Creek Mortgage Services, Inc. | Newark, DE | NMLS# 130829 302.563.5599 | batallian@pikecreekloans.com | www.briansloans.com 10

Top 10 Reasons to use a REALTOR®

With so many online real estate resources available today, it’s tempting to think you can buy or sell a home without the help of a professional. But there are lots of great reasons you should use a real estate agent. Here are our Top 10: Market Knowledge — Savvy agents stay up-to-date on everything that’s happening in their local real estate market. Objectivity — Real estate transactions are inherently emotional; an agent can help you keep things in perspective. Negotiating Skills — Having someone negotiate on your behalf is priceless. Look for an agent who has the CNE (Certified Negotiation Expert) designation for even more skill. Inside Information — Agents are often ahead of the MLS when it comes to new listings.

Emotional Support — Who can you call at 3am because you’re just not sure about the color of that bathroom tile? Your agent, of course!

Trusted Partner Network — Agents spend a lot of time building up networks of trustworthy service providers.

Professional Marketing — When it comes to listings, image is everything. An agent has access to the pros to make your house look amazing online (and IRL).

Guidance with Inspections — An agent will negotiate the most crucial fixes to help ensure a deal doesn’t get derailed by the property inspection.

Ethical Treatment — All REALTORS® must follow a strict code of ethics designed to protect their clients.

Support at Closing — Your agent will be your partner throughout the process and help you understand everything that happens at the closing (and probably take you out to celebrate after!). Copyright Featured Agent Magazine

Warm up — Fall home staging tips

As the days get shorter, the air gets cooler, and the leaves start crunching underfoot, there’s no mistaking it — fall has arrived! That means it’s time to get back to creating cozy, inviting spaces when staging your listings — so put away the nautical accents and sunbleached colors and break out the decorative pumpkins and spicy scented candles. Here are several ways you can stage a home for fall.

Start Outside — Creating a fall feeling begins before you even open the front door. Place a pumpkin on the porch, create a grouping of potted fall flowers such as mums, coneflowers and asters, and hang a beautiful fall wreath on the door to establish an autumn mood from the very start. Add a new welcome mat 12

to catch moisture and mud and keep the yard looking neat and tidy by making sure leaves are raked and gutters are clear.

Shift the Color Palette — This fall’s color trends are a comforting mix of earth and sky. Worldwide color authority Pantone points to medium blues, mid-tone golds, and rustic reds, grounded by deep grays and warm taupe, as the colors of the season. Incorporate these hues into accent pieces, wall art, throw rugs, bed linens and towels to create an on-trend look.

Add Touchable Textures — While summer is all about keeping cool, fall is time to get cozy. Bring out the throw blankets and add extra decorative pillows Copyright Featured Agent Magazine

Quick Fall Staging Tips • Incorporate on-trend colors including medium blue, gold, deep gray & taupe • Bring back cozy textures like corduroy, tweed & faux fur • Showcase arrangements of autumn leaves, fruits & vegetables • Add a special touch with fall home fragrance • Don’t overdo Halloween or Thanksgiving decorations

pears, gourds or ornamental pumpkins are an easy, inexpensive way to add a fall feeling to any room. Soaking pumpkins and gourds in a mix of warm water and dish soap for 10 minutes, then letting them dry thoroughly in a warm, sunny window before putting them on display will help them last longer.

in rich fabrics like corduroy, brocade, faux fur, and microfiber suede. Just like we layer clothing this time of year, layering textiles creates a feeling of stylish warmth.

Incorporate Seasonal Scents — Pumpkin spice, warm vanilla, energizing cinnamon, juicy pomegranate — fall is filled with delicious scents that create a warm and welcoming feeling. Place candles or reed diffusers in strategic places throughout the home to subtly scent the air with these evocative aromas. For an extra luxurious touch, add similarly scented hand soaps to each bathroom.

Embrace the Harvest — Decorative ceramic, wooden, or enameled metal bowls filled with apples,

Remember, fall isn’t just a season, it’s a state of mind. Now you’re ready to stage a home for fall, even if you live a climate that still feels more like summer.

Rearrange the Room — Shift the focus from the outside and bring it back into the heart of the home. Arrange clustered groupings of furniture to create areas that are conducive to conservation. If the room has a fireplace, make that the focal point by directing seating toward it and enhancing the mantle with a garland of fall foliage.

Light it Up — Fall’s shorter days and softer light means you’ll want to make sure the home’s interior is well-lit for showings in the afternoon and evening. Make sure to turn on lights in every room and have warm light visible in the front windows to create an inviting glow.

Real estate designations — What you need to know The real estate industry is laden with opportunities for professionals within the field to continue their education for a lifetime. In fact, any agent identifying as a professional REALTOR,® has committed to abide by a very strict Code of Ethics, as mandated by the National Association of REALTORS.® In addition to adhering to these standards of professionalism, many real estate agents choose to earn additional certifications in specialized fields within real estate.

From a consumer’s standpoint, these extra-mile efforts signify a real estate professional’s dedication to education and a true desire to serve as an advocate for buyers and sellers. Here is a look at some of the many designations that real estate agents opt to earn through the 14

National Association of REALTORS,® and other real estate associations. Accredited Buyer’s Representative (ABR) When an agent has the initials ABR after their name, this indicates they have earned the Accredited Buyer’s Representative designation through the Real Estate Buyer’s Agent Council. Agents with the ABR designation have completed the requirements which focus on working directly with buyers through all stages of buying a home. Certified Commercial Investment Member (CCIM) — Real estate professionals who boast the initials CCIM after their name have earned this Copyright Featured Agent Magazine

Although agents are not required to earn any of these specific designations, when you find an agent who has multiple initials after their name, you can rely on the fact that the agent has invested his or her own money to continue their education and sharpen their skills, all in effort to best serve you as a consumer. designation after 200 hours of classroom and professional experiential requirements. The Certified Commercial Investment Member designation is earned through the CCIM Institute. REALTORS,® brokers, property managers, developers, asset managers, leasing professionals and others choose to earn this degree as the education and training involved yields realworld expertise in negotiation, along with financial, market and investment analysis.

the Military Relocation Professional certification aims to educate real estate professionals on the unique needs that current and former military service members may have, and how to best serve military clients.

Certified International Property Specialist (CIPS) — Agents who have earned the CIPS designation through the National Association of REALTORS® successfully attended and completed five full-day courses which focus on vital and unique aspects of international real estate transactions.

Seller Representative Specialist (SRS) — The SRS designation is earned through the Real Estate Business Institute, and is considered a premier credential for listing and selling agents. Requirements to earn this designation include specific educational and practical experiences. Achieving the Seller Representative Specialist designation denotes that agents have dedicated themselves to elevating professional standards, and demonstrate that they maintain the knowledge and skills vital to professionally, and ethically represent home sellers.

e-Pro — The e-Pro designation is earned through the National Association of REALTORS.® This program focuses on sophisticated technology and digital initiatives, and how to apply tech to real estate, as a means of better serving clients’ needs.

Short Sales & Foreclosure Resource (SFR) These initials indicate that a real estate professional has successfully completed a program designed to work with distressed sellers, in conjunction with finance tax and legal professionals to help them through a short sale. Agents who have earned this are also seasoned in negotiating with lenders, and protecting buyers.

Certified Residential Specialist (CRS) — The CRS designation is the highest credential a residential sales agent, manager, or broker can earn, and is offered through the Council of Residential Specialists. Out of more than 1 million REALTORS,® less than 3% have earned the designation of Certified Residential Specialist. Agents who earn this designation, complete nearly twice as many transactions annually, compared to other agents.

Graduate, REALTOR® Institute (GRI) — Offered through the National Association of REALTORS,® agents who have earned the GRI designation have gone through additional education and training in legal and regulatory issues, along with an emphasis on technology, sales processes, and professional standards. Military Relocation Professional (MRP) Presented by the Real Estate Buyer’s Agent Council, Copyright Featured Agent Magazine

Seniors Real Estate Specialist (SRES) — The fastest growing market in real estate continues to be clients over the age of 50. The SRES Designation program is an educational program which teaches real estate professionals how to ethically serve this specific market. The SRES designation is available

It’s worth noting that individual state real estate associations often offer additional designations, which REALTORS® may also opt to earn. Although agents are not required to earn any of these specific designations, when you find an agent who has multiple initials after their name, you can rely on the fact that the agent has invested his or her own money to continue their education and sharpen their skills, all in effort to best serve you as a consumer.

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