Issuu

September 2018

Key questions to

ask your agent

Christine Gioia also featured:

Ava Anderson

Identifying wants vs. needs

A step-by-step guide

contents

professionals 4

Considering a career in real estate? Find out if it’s right for you

Ramping up — 8 Tips to generate more referrals

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Key questions to ask your agent Identifying wants vs. needs — A step-by-step guide

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Considering a career in real estate? Find out if it’s right for you Unlike many careers, being a real estate agent really does provide you with unlimited possibilities. We’re not just talking about earning potential either, although that is certainly an appealing aspect. A career as a REALTOR® provides an opportunity for growth, continuing education, and building more relationships than you’ve ever dreamed, not to mention the various fields within real estate that you can pursue, such as property management or development. In addition, real estate affords a great deal of autonomy, and even flexibility.

With all of this at your fingertips, it’s no wonder so many people decide to become licensed agents each year. However, the majority of those who start a career in real estate don’t remain in real estate. The reason? Success in real estate requires a lot of hard work. Though the rewards can be immense, both financially, and from a personal gratification perspective, building a robust, and lasting career is no easy task. 4

Think you’ve got what it takes to succeed in real estate? Take our quiz to help you find out: • Are you comfortable working on commission?

• Are you able to go without a paycheck for at least several weeks, if not months? • Do you enjoy working with people? • Do you like helping others?

• Are you willing to work long hours, including nights and weekends?

• Are you interested in continuing education for the rest of your career? • Are you able to cope well and adapt when things don’t go as planned?

A career as a REALTOR® provides an opportunity for growth, continuing education, and building more relationships than you’ve ever dreamed… In addition, real estate affords a great deal of autonomy, and even flexibility.

• Are you organized?

• Challenge yourself to set and exceed goals

• Can you handle rejection?

• Work hard

• Do you enjoy marketing?

• Do you enjoy challenges?

• Do you feel comfortable starting conversations with people you don’t know? • Are you interested in networking and attending events?

• Do you work well under stress?

If the answer to any of these questions is no, you’re going to want to determine if you’re willing to change your position on those questions. If not, realize that real estate may not be the ideal fit for you.

All successful real estate agents will attest that sometimes things don’t go as planned. Sometimes, no matter how much you try to stick to a plan for the day, or even week, things come up. Financing can fall through, or appliances can break, or appraisals can come in lower than expected. Though it’s certainly natural to be temporarily irritated, or even flustered, if those types of obstacles seem overwhelming, real estate is probably not for you.

On the other hand, real estate may be a perfect career choice if you welcome the opportunity to:

• Meet new people

• Learn something new every day • Find solutions to problems

• Get to know others on a personal level • Make other people happy

• Be responsible for your own success

If you’re unsure whether you have the right attitude, personality, and skill set to become a real estate agent, it’s a smart idea to take a test drive. Ask friends or family if they know of any local, successful real estate agents you may contact to “shadow.” REALTORS® are by and large incredibly helpful people by nature, and they are typically eager to see other young agents develop and thrive.The chances you’ll find an amazing example to follow around for a few days is very high.

Despite being a competitive industry, real estate agents are known for serving as mentors, and wonderful guides to those new to the career. Almost all agents can cite the person who helped them the most as they were getting started, and they welcome the opportunity to pay that gratitude forward.

So, what are you waiting for? If you’re ready to see for yourself just how fun, challenging, and rewarding a career in real estate can be, reach out and talk to an agent.You’ll be glad you did. 5

Key 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.

Questions to ask a listing agent

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.

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.

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. 6

Ramping up—

8 Tips to generate more referrals

It is often said that a referral is the highest compliment a professional can receive. Therefore, it’s no surprise that many REALTORS® make it a priority to build a business that is overwhelmingly referral based. Countless REALTORS® have achieved this elite status through hard work, integrity, and an unwavering commitment to providing premium service.

If you’re already doing all of this, and you’re still eager to continue growing, it’s time to start focusing, and committing to generating more referrals. Here are 8 easy tips to generate additional referrals.

Start Sharing — Share your knowledge, share your expertise, and share your time with others through speaking at networking or industry events, or even cohosting home buying or selling seminars. Speaking in front of audiences — whoever they may be — offers Copyright Featured Agent Magazine

you a perfect platform to position yourself as a true expert. After all, home buyers and sellers aren’t the only source of referrals. Your fellow real estate professionals can prove to be an excellent source of referrals as well.

Keep Requests Casual — Asking for referrals doesn’t have to happen immediately after a transaction is complete. Try calling past clients when you’ve seen a particularly neat property come on the market, or before it comes on the market, and ask them if they know anyone looking for a great home. This is a casual call, there’s no need for formality, and in the process of the call, you also get to catch up with a cherished client or friend.

Give More Than You Receive — Statistics don’t lie. Those who give more referrals, tend to receive more referrals. When you find a vendor you like, refer 7

them. When you work with mortgage professionals or CPAs who provide terrific service, refer them. Refer bakers, gardeners, lawyers, and doctors. Givers tend to get more in return.

Become Your Clients’ Cheerleader — When your clients succeed in a business or personal venture, congratulate them. A phone call, a text message, and even a social media shout-out when your client has been successful, go a long way in showing that you’re rooting for them. This helps reinforce the relationship, and can help keep you top-of-mind. Create Quality Content That Others Can Share — Get clever with content on your blog or social media platforms. Provide useful information, funny stories, or educational material. All three types of content are likely to be shared, which will get your name in front of even more potential clients.

Thank Your Referral Sources Publicly — When someone refers a client to you, consider thanking them on Facebook or other social media platforms. This gives them recognition, and demonstrates you truly do appreciate them and the client they sent your way. Flowers, or a similar mailed gift also can’t hurt. Tout Your Testimonials — Telling your clients

that you’re excellent at your job, is one thing. Having them hear from others how great your service or negotiation skills were, is better. Use raving testimonials on your website, in your email marketing campaigns, on social media, and if appropriate in your direct mail marketing. Offer Free Services to Clients, and Friends of Your Clients — Consider calling a client, and offering to give them a free estimate of their home’s value, out of the blue. Let them know that you’re happy to provide any of their friends or family members the same. After all, people enjoy knowing what their house is worth, and offering to do so, even if they have no plans to move, is a great way to educate your clients and ask if there is anyone else who may benefit from the same.

When it comes to increasing your referral business, there are opportunities to do so every day. In addition to these tips, try leaving extra business cards with your barista or favorite server at your local lunch spot. Ask your dry cleaner if you can put cards, or for sale postcards at their location. Be armed with cards, and an awesome elevator pitch when you attend events, entertainment venues, or even when you head to the dog park. Each new person you encounter has the potential to not only become a client, but to be an excellent resource for referrals, for years to come. Copyright Featured Agent Magazine

Christine Gioia

After a successful 20-year tenure in the healthcare industry, Christine Gioia set her sights on real estate. She’d always been fascinated by architecture and home design, and her husband was already active in the industry as a mortgage professional. Pursuing her passion for serving others, Christine earned her license almost five years ago, and has since established herself as a consummate professional with a reputation for integrity, knowledge, and an authentic spirit of service.

While she primarily services Maricopa County, Christine goes wherever clients may lead and also works in tandem with two other agents, each respectively specializing in the East and West Valley. Over the years, Christine has spearheaded a variety of transactional types and worked alongside a range of clients. From closing multi-family properties and 10

breaking into the luxury market, to her work with investor clientele and veterans — Christine’s well of knowledge runs deep. In fact, her forays in the luxury market have allowed her to expand her sphere of influence to a diverse array of industry leaders and high-profile clientele. However, Christine never loses sight of the individuals and families at the heart of each transaction — from prominent business owners to first-time homebuyers searching for their first property. As a Certified Military Residential Specialist, she brings an added layer of expertise when representing America’s heroes. “I’m honored to help veterans and show them that it’s possible to become a homeowner,” she says. “To be able to guide servicemembers and veterans through the process has been such a wonderful experience.” Additionally, Christine earned the coveted designation of Rookie of the Year at her first office, and has since been rated as Copyright Featured Agent Magazine

one of the Top 100 Most Influential Agents for Arizona — true testaments to her staying power. Under the banner of eXp Realty, Christine has become known for her patience, know-how, and negotiating prowess. “I do my best to be extraordinarily knowledgeable, whether representing buyers or sellers,” she explains. “I’m personable, patient, and I always give my clients the best service possible.” Likewise, she has quickly made her mark on the industry, achieving ICON status with eXp Realty, which is reserved for those who rank in the top 1% of eXp agents nationwide. “Becoming a part of this small, elite group of people is an honor,” she says. “We’re able to collaborate with and mentor agents, helping them grow their business.” While much of her work aligns her with buyers, Christine’s approach to listing property is just as Copyright Featured Agent Magazine

comprehensive. As a tech-savvy agent, she ensures targeted ads reach the ideal audience across social media outlets and the leading online listing platforms. She has also begun experimenting with Facebook Live home tours, and believes in leveraging the triedand-true local impact of an open house. Beyond her proven ability to deliver results, Christine cements lasting relationships with those she serves. “I don’t believe in being pushy, and I prefer to make a natural connection with my clients,” she says. “I am extremely loyal and honest, and I’m always willing to help. It’s so important to review details, work hard, and be patient and diligent throughout the process.” Outside of the office, Christine gives back by contributing to a few favorite causes that support those in need. “Gioia Property Partners has begun to develop a group of agents to support community members

experiencing need and hardship,” she says. “We meet regularly and put together care packages for the homeless. Along with our children, we encourage the community to get involved with our efforts. As the temperatures rise in the summer months, it’s our goal to make sure everyone is safe and healthy. Together, we look forward to expanding our efforts throughout all seasons. The sky’s the limit.” Christine spends her free hours with her loving family and most enjoys adventures with the kids — from exploring the aquarium, to visiting the science center. She also relishes the chance to hike through Arizona’s idyllic and rugged landscape.

Planning for the future, Christine hopes to expand her team to service additional states in the years to

come. At the moment, she is weighing the options of crafting an expansion team in Colorado, where her brother lives, and Virginia, where she’s working alongside a retired military servicemember who’s exploring a career in real estate. In fact, helping former military members realize real estate as a second act is something of a passion for Christine. “Ultimately, my long-term goal is to work with others to form expansion teams,” she says. “I’d love to be able to help and train those who are coming out of the military and considering a career in real estate.”

Now, with close to five years of experience behind her and a generous game plan in place for the road ahead, the future is sure to be bright for Christine Gioia and her team at eXp Realty.

Christine Gioia Gioia Property Partners | eXp Realty | Phoenix, AZ 480.234.2961 | christine@homesalesphoenixaz.com www.homesalesphoenixaz.com 12

Identifying wants vs. needs— A step-by-step guide

When you’re ready to look for your next home, it is smart to provide your REALTOR® with a comprehensive overview of what you want, along with what you need. The things you want in a home will be the easier list to make. You may want granite countertops, a fireplace, or you may want to live at the end of a cul-de-sac. You may want a finished basement, or a huge yard. It’s good to know what you want.

However, the more important traits to consider are those you really need. Needs are essentially dealbreakers and include things like number of bedrooms or bathrooms, or a certain school district. A garage or storage space may also be a need. And of course, your budget is a need that is paramount to all else. That is, Copyright Featured Agent Magazine

$X is the highest amount you can pay monthly, so you need to purchase a home within that limit. In sum, your needs list is basically the bare minimum that a home must have in order to even be considered.

Of course, no one wants to buy the bare minimum, so here is a look at ways to identify your wants from your needs to come up with a perfect wish list for your buyer’s agent.

Start with a Dream Home List — It doesn’t hurt to list all the things you’d ideally have in a home, and then begin whittling down from there. Consider that you really want hardwood floors. Are you willing to even consider a home with an alternate hard surface 13

such as laminate, Pergo, or tile? Perhaps your list can be modified to hard surfaces, rather than being focused exclusively on hardwood.

Decide if You’re Willing to Compromise — Consider that you really want your children to attend specific schools. And you also don’t want to commute more than 10 miles. Are you willing to be a bit flexible with the commute, in order to get the location you desire? Identifying give-and-take scenarios will be helpful for your REALTOR® in finding the right home for you. Determine if Certain Characteristics Can Wait — If you have “upgraded appliances” on your needs list, but you find a home that meets all the rest of your requirements, determine whether you’re willing to postpone the purchase of those items to get most of the things you really want in a home now. The same may be said for dated carpet. If you really want hard surfaces, are you willing to live with what is in a home now, and replace it later? 14

There are many printable house hunting forms available online which can help you to begin identifying your unique wants and needs. If you’ve retained a buyer’s agent first, it’s likely that they will be able to provide you with a similar checklist.

It is in your best practice to spend as much time as necessary on this list, to ensure that you really do wind up with the best home to meet your needs, rather than having to adapt to the traits of the home after you’ve moved in. You’ll also ensure that you won’t waste valuable time viewing homes that simply won’t work for you. It may be helpful for you to consider what you love about your home now, and the things that are inconvenient so you can continue to be as specific as possible. When in doubt, about whether a trait you want in a home is a need, or just something you really want, reach out to your agent. Real estate agents are in the business of helping people, and there’s no doubt they’ll be glad to offer advice, suggestions, or a perspective you haven’t considered.

featuredagent Ava Anderson magazine

When she just was just 20, Ava Anderson had a plan. She was going to begin investing in real estate by buying a duplex, living in half and renting out the other half. Everything was going along nicely; until an electrical fire set off a series of events that ended in a lengthy lawsuit. As it turned out, ‘40s-era fabriccovered wiring caused the fire, the property wasn’t zoned as a duplex, and the city condemned half the building. For many, that experience would be enough to make them turn away from real estate. But Ava had the opposite reaction. “Going through that taught me that real estate isn’t just about putting people in houses,” Ava explains. “There’s all of the due diligence and detail work, which I knew I’d be good at and enjoy because I’m very detail-oriented.”

Now more than two decades into her successful real estate career, Ava has helped countless clients avoid the pitfalls she experienced and allowed them to experience a smooth transaction when buying or selling a home. She and her wife manage The Anderson Group and work with clients throughout south central Alaska, helping them buy, sell and invest in new construction, condos, resale homes, land, and housing subsidized by Cook Inlet Housing Authority.

Clients who work with Ava can count on her to be a tireless advocate on their behalf, no matter the property’s price point. “I don’t take any transaction lightly,” Ava says. “You’re dealing with people’s largest investment, and I treat every single one as if it were my own, whether buying or selling.” Additionally, she has never forgotten her own trying real estate experience and does her best to ensure her clients never go through even a fraction of the stress she endured. “We perform our due diligence and check properties to the best of our ability,” she says. “Our goal is to ensure the client is always taken care of.”

The team places a premium on customer care and providing an outstanding client experience. “Customer service

is absolutely the number one priority and we’re very big on communication,” Ava says. “We always keep clients informed about the process and get back to them as quickly as possible.” But Ava takes that commitment a step further by offering written guarantees to buyers

“I don’t take any transaction lightly. You’re dealing with people’s largest investment, and I treat every single one as if it were my own, whether buying or selling.”

and sellers alike. “With sellers, we tell them exactly what they’re going to be getting for their marketing and what I’m going to do to earn the commission,” Ava explains. “For our buyers we do a buyer presentation that includes everything a real estate professional can do for them. Providing those guarantees gives people a sense of security. With so much done online today, having that piece of paper clients can hold in their hands makes it feel more official.”

Ava’s commitment to her clients and the community has been rewarded with both industry accolades and a robust word-of-mouth referral network, with more than three quarters of her business coming in the form of repeat clients and referrals. Her community work includes serving on three boards. She is the Vice President of the Alaska Association of REALTORS® and has received their Gratitude Award for her volunteer work with them. She also serves as the Treasurer for the Anchorage Board of REALTORS®, and as the Vice President of the Anchorage Young Professionals Network. Additionally, she was recognized as Associate of the Year in 2013, ’14 and ’15 and has received the Customer Service Award. Looking ahead, Ava is excited about continuing to grow her team and experiencing what she enjoys the most about being in the business. “I love the feeling I get when the transaction is closed and the clients are satisfied. Seeing the smiles on their faces and knowing they have joy in their hearts is the most rewarding part.”

Ava Anderson

Somers Realtors Inc. | Anchorage, AK 907.360.9890 | Ava@AndersonGroupAK.com | www.AndersonGroupAK.com Copyright Featured Agent Magazine

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