ARIZONA 7-12-21

ARIZONA EDITION

BEYOND

CREATIVE WAYS TO SAY THANK YOU

What Improvement Expenses Make the Most Sense?

WELCOME HOME:

FEATURED AGENTS

3 Mental Tricks that Will Take Your Business to the Next Level

CLEANING AND DECLUTTERING:

Working with Relocators in Transition

KAREN CLEM BECKY DWAILEEBE & MELODY CONTRERAS DAWN STRATTON COVER STORY

BARRY VAN PATTEN

ARIZONA EDITION

KAREN CLEM

DAWN STRATTON

Born and raised in Southern Arizona, of Willcox, Real estate hadresident always intrigued Dawnshe provides to us from the Karen Clem has always been interested unmatched insight into the local market, 7 in 15 so when 23 Stratton, she wanted to pursue an disappointed a 21 BECKY DWAILEEBE & MELODY CONTRERAS real estate. Not only was her mother an her easy. clients to the right additional careercarefully path, theguiding choice was ple houses in When Becky Dwaileebe and “You have to love working accomplished agent in the region, but her home for their best interests.

Along she was there Melody “I’ve Contreras worked teamed up as a bookkeeper and office with people and be excited to to form the Eclipse Real Estate assistattention them in reaching their father was also a successful custom home the last way,27sheyears,” appliesDawn an acute manager for the punctual. She Group, they had a clear vision goals,” Becky adds. “I’ve builder, and through them, Karen had an to detail to their transaction, of the kind of ethos “I theywanted wanted literally giving cried with my clients says. to expand into something knowledgeabl to steer their business. “One when we’veinto gotten an offer opportunity to learn the industry from the her clients an insider’s glimpse of the else, big misconceptions so I got my real estate license to see accepted.” was very rew ground up while coming of age. Later, she everything from the home inspection to about Realtors—not just by how I liked it. It seemed like the perfect fit The Eclipse Real Estate from her in S consumers but also by many would go on to own the Red 9 Salon in the negotiation process. agents—is that our I joblove is Group is meticulous in their because people.”

Dawn was right, happier! I wou to ‘sell homes,’” Melody preparation of listings for the Willcox for fourteen years. Through it all, explains.as “Butshe’s as a measure of what’s importantmaking to market.the “We’llleap stage the home beautifully, something never regretted anyone!” Ano though, she never lost her passion for the Since she Becky has explains. us, that’s really at the bottom of the list. Our delving focus is weinto includereal in ourestate, listing package,” into this field.

Today she serves the White Dawn Stratton making sure our clients feel cared earned for from beginning “We’ll then create professional photographs that bring housing business. So in 2019, she decided a fantastic reputation throughout to end, that we are 100 percent lookingBECKY out for their out the best qualities of the property, which STRATTON get posted DWAILEEBE BARRY VAN PATTEN KAREN CLEM DAWN Mountain area of Arizona, where she’s She was patie to switch tracks and launch a new career Arizona, vast majority ofourher best interests. We want our buyers and sellers towith be tothe the social media platforms and own dedicated & MELODY CONTRERAS happy, both in terms of the relationship they have sites.

Three weeks before the listing goes live, we’ll sincecoming she was four years old. or “It’s the area very as an agent—and she’s been going strong ever since.with theirlived volume from repeat clients referrals. As one agent and the value they get from the leverage the ‘coming soon’ status of the listing, so that theclient mostdescribes, beautiful place you could live inopen texts and calls transaction.” when we launch the we’ve generated tons “Karen was able to sell myhouse property of excitement. That strategy ensures more potential my opinion, so I’m just honored to be a needed help. S Today, Karen is a Realtor for Tierra Antigua Realty, in a few months, whereas no one else had been able to Both women bring a wealth of experience to their buyers and better offers for our sellers.” work.

Becky started a transportation company with part of it.”

With the vast majority of her out the entire where she assists clients throughout Willcox, Benson, sell it in over ten years. Hands down, she is the best her husband, helping him run it for over twenty Melody and Becky extend their ethic of service to the business deriving from repeats and referand closing pr and Safford, specializing in horse property. Through everfootsteps dealt and with.” yearsabefore Realtor following inI’ve her mother’s broader community as well, donating a percentage of becoming a Realtor five years ago. Melody studied the profits from every closing to the Ronald McDonald rals, Dawn’s superior service and commitment to going winning blend of integrity, tireless hard work, and deep Interior Design in college before getting her license, House. “We’re always looking for new ways to help and afterabove sixteen years a seasoned veteran of the too,” says led Becky. expect to be working ties to her community, she has cultivated a boutique Outside her career, Karen is has tremendously involved andis beyond expectations to“We hersoon success.

Dawn loves to hang out w CONTENTS industry. They now share the lead on a team that with One More Bed, a group that helps families who process to assist all her buyers and sellers. “I’ve lived in an in her community.

Currently, she volunteers the local be work or pleasure. Whe includes administrative assistant and six other are fostering children.” The duofor also interviews agents, serving clients across southern Arizona’s business owners to showcase their businesses on this region my whole life,” she says. “I graduated high Rex Allen Museum.

Moreover, her family is just as “One of my favorite sayings I like to tell my clients is, riding horses and enj Greater Tucson area. An impressive 80 percent of their social media, helping them draw more customersloves and sales volume comes fromenjoy repeat clients and after the hardship oftake the Covid year. school in Willcox, went to Cochise College here, individual got ‘Kick active around the area, withrebound her husband owning his back and the ride,’ because I will care admits much of her time i referrals, which leaves the two women time to helpWELCOME HOME: CLEANING 18) married here,4) and BEYOND raised three kids here. This isn’t their justnewofagents own trucking company and hauling cattle for local grow their own business. can “I As for their own business been skyrocketing, everything,” Dawn“We says. want tofuture, make it ahasgreat she wouldn’t have it any ot train them inranchers. terms of developing leads she’s or negotiating and theclients women areor in giving the process back, of expanding their where I do business; also my home.”

When with ANDit’s DECLUTTERING: WHAT WORKING WITH experience for them andnotguide along theRELOCATORS way.” skills, but they need to have a good understanding team. them “We’re looking for agents who share our passion canis be found spending with her beloved service,” of how impactful thisbuyers, work on this people’s lives, andtaking for thetime industry andtofor uncompromising ForKaren her means the time understand “I love seeing people smile IMPROVEMENT EXPENSES IN TRANSITION their own role in that,” says Melody. says Melody.

When listing a property, Karen prefers a hands-on family and grandson, traveling, or caring for the farm what they are looking for, and never stopping until that or when their house is sold.

MAKEHome THEStager, MOST SENSE? approach. A Certified she navigates her ideal animals onBecky her country property.

Contact at 520-310-7642 or Melody at 520-390-0239. property is found.

Once it’s time to make an offer, stress for them and make it or Melody@EclipseHomesAZ.com. clients through the process and helps them prepare Email Becky@EclipseHomesAZ.com 22) CREATIVE WAYS TO SAY Dawn negotiates and makes sure to get them the best their house for the market, later broadcasting it over Going forward, Karen has strong plans for the future deal possible. Meanwhile, her sellers are able to close 13) 3 MENTAL TRICKS THAT THANK YOU Copyright Top Agent Magazine a blend of digital and social media campaigns. Also of her business. In the months ahead, she intends quickly, thanks to a hot market and thorough advertisWILL TAKE YOURsheBUSINESS experienced with selling vacant acreage, utilizes her on scaling her workflow to meet the needs of her ing.

“I put the property on the MLS, hire a professional extensive connections within the community growing clientele. While she continues to set the bar in TO THE NEXT LEVELto match photographer, post to she numerous media sites and each property with its ideal buyer. “As an up and coming her region, though, remainssocial most focused on what Google.”

Throughout journey, Dawn communiagent, I don’t buy any leads,” she says, “and I’ve never onmatters most: the clientthe experience.

“I love working cates frequently, leaving no questions unanswered. been scared to work and hustle.” with all my buyers and sellers,” she says. “There’s

RRY VAN PATTEN

nothing more rewarding than taking care of them become her friends But Karen is just as dedicated when assisting her buyers. Many and clients handling anything that afterwards, may arise as in Dawn their truly cares about them and their futures.

“It’s easy Leaning on her decades of experience as a forty-year transaction.”

Phone 310-734-1440 | Fax 310-734-1440 for me to stay in touch as we will often grab dinner or see each other. I focus on building lasting mag@topagentmagazine.com |together www.topagentmagazine.com For more abou To learn more about Karen Clem, callconnections 520-507-7159, email with thoseKarenClemRealty@gmail.com, I serve.” This results in many No portion of this issue may be reproduced in any her manner whatsoever@karenclemrealtor. without prior consent of the publisher. Top Agent please call or visit tierraantigua.com, also follow on Instagram people spreading the word about her work. One past Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published or email dawtodus buyer recently said, “Dawn came highly recommended www.

materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 4

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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BARRY VAN PATTEN

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Photo by Claudia Johnstone

BARRY VAN PATTEN TESTIMONIAL

I had the most wonderful experience purchasing a home from Barry!! Barry is extremely trustworthy and caring and I will be recommending Barry Van Patten to my friends and family as their Real Estate Provider. Barry took care of all our needs in a professional and timely manner.

Barry Navigated the sometimes tedious purchase process with ease. Barry’s professional personality and high integrity helped us obtain great results. My thanks to Barry and I will definitely do business with Barry again. -Buyer Testimonial Barry Van Patten has spent his adult life helping other people add quality to their own. Before becoming a Real Estate Broker with Russ Lyon Sotheby’s International Realty, he was in the Health and Fitness Industry as an owner/operator for 32 years where he educated his members about proper exercise and nutrition while providing an environment that supported their health and fitness goals. On the side, he purchased 8Copyright Top Agent Magazine

condominiums as investment properties. When he decided in 2005 that he was ready for a career change, real estate stood out as another way to offer something of value to the people he wanted to serve.

“The real estate business isn’t just about the buying or selling of a home,” Barry explains. “It’s about being able to enhance people’s lifestyle Top Agent Magazine

TESTIMONIAL

Barry is the only Realtor I will recommend for someone buying or selling a home. Barry has represented me in selling 3 of my homes with vastly different sales prices. Two of the homes were in the luxury market at 3M plus. In all cases, Barry’s results were outstanding in terms of days on the market and selling price. Barry’s level of professionalism, knowledge of the market, attention to detail and follow up sets him apart from his competition. Barry remained professional while advising us on how best to proceed.. He also incorporates excellent marketing tools and has a network of other Realtors that helps maximize exposure in selling a home. -Seller Testimonial through the value gained in that transaction.

Providing value to my clients is not a strategy, it is a way of life.”

That insight represents the cornerstone of the Van Patten Luxury Group’s success. Aided by his wife Ginger and son Barry II, also licensed Realtors, Barry has spent the last 16 years with Russ Lyon Sotheby’s International Realty helping clients all over Arizona’s Phoenix, Paradise Valley and Scottsdale areas generate greater wealth and happiness through smart real estate practices. “I strongly believe that the most valuable asset I can give is myself, my time and my talents.”

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One distinction is the way Barry markets his listings. He advertises properties on traditional websites and social media platforms as a matter of course, but knows that the best value comes from matching the property to the perfect buyer. To that end, he utilizes his database to find past clients’ whole purchase history to gauge a potential interest in the kind of home he’s listing. Even if they aren’t interested, they often know someone who might be. “ Word of mouth is critical, and goes a long way to helping us find the most qualified buyers.”

Barry and his family are firm believers in giving back to the community they serve, which they Copyright Top Agent Magazine 9

TESTIMONIAL

Although we were impressed with Barry’s knowledge and professionalism throughout the buying process, it was after our closing that we found Barry still engaged. We found Barry to be extremely knowledgeable on the geographical areas we were considering, but also very much in touch with market conditions at the same time. Throughout the buying process, Barry remained professional while advising us on the best way to proceed. Due to Barry’s excellent negotiating skills, we were able to secure our home. Although we were impressed with Barry’s knowledge throughout the process, it was after our closing that we found Barry still engaged. He met us at the house and had purchased light bulbs, toilet paper and other essential items that we had not even thought of. It’s this attention to detail that, I believe, separates Barry from other Brokers in the Scottsdale area. We would highly recommend, and have done so on many occasions, Barry for any real estate needs.

He is by far the most professional Broker we have ever worked with. We would not consider anyone else for our real estate needs. Barry has stayed in contact with us ever since. We highly recommend Barry to all our family and friends. -Buyer Testimonial do partially by donating a percentage of their commissions for every sale to the Russ Lyon Charitable Foundation. The foundation then disperses money to various nonprofits like Habitat for Humanity and Feed My Starving Children. Barry also supports Phoenix Rescue Copyright Top Agent Magazine 10

Mission, the House of Hope and Phoenix Children’s Hospital. He’s inspired by these efforts by a favorite quote from Calvin Coolidge: “No person was ever honored for what he received. Honor has been the reward for what he gave.”

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TESTIMONIAL

Barry Van Patten is not only a stellar Realtor, he is a gentleman who is easy to work with, helpful, professional, knowledgeable and diligent. After an unsuccessful year of having our home listed with a local Realtor, my husband and I knew it was necessary to make a strategic change of Brokers for our home. . After researching top agents in Scottsdale, we chose Barry Van Patten. After our first meeting, we were confident that Barry would get our home sold quickly. We signed with Barry and within 30 days (and in the middle of July), he had found a buyer for our home. The transaction was quick, efficient and hassle-free. -Seller Testimonial Top Agent Magazine

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TESTIMONIAL

Barry obtained “top dollar” for 6 of my custom homes he sold. Barry has sold 6 of my custom homes and I couldn’t be happier with his professionalism, knowledge, attention to detail and his ability to communicate and navigate with ease each step of these transactions. At no time did I have any concern as Barry had my best interests in mind at all times. He obtained “top dollar” with each of my properties sold. I would highly recommend Barry for all your real estate needs. -Seller Testimonial Away from his occupation, Barry practices the sort of healthy lifestyle he’d stressed on the first career. “Our bodies are made to move, so I work out regularly, run, swim, hike and play golf with my wife, children and grandchildren.

It’s an important part of our lives.”

Going forward, Barry and his family continue to grow their business by maintaining the quality of service they’ve come to be known for, and looking for new ways to add value for their clients.

Cover photo by Carrie Evans Photography; Real estate photos by Phil Johnson of Provisual Media

Contact Barry at 480-202-2413 or email Barry.VanPatten@russlyon.com For a more comprehensive list of client testimonials, please visit vanpattenluxurygroup.com www.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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KAREN CLEM Born and raised in Southern Arizona, Karen Clem has always been interested in real estate. Not only was her mother an accomplished agent in the region, but her father was also a successful custom home builder, and through them, Karen had an opportunity to learn the industry from the ground up while coming of age. Later, she would go on to own the Red 9 Salon in Willcox for fourteen years. Through it all, though, she never lost her passion for the housing business. So in 2019, she decided to switch tracks and launch a new career as an agent—and she’s been going strong ever since.

Today, Karen is a Realtor for Tierra Antigua Realty, where she assists clients throughout Willcox, Benson, and Safford, specializing in horse property. Through a winning blend of integrity, tireless hard work, and deep ties to her community, she has cultivated a boutique process to assist all her buyers and sellers. “I’ve lived in this region my whole life,” she says. “I graduated high school in Willcox, went to Cochise College here, got married here, and raised three kids here. This isn’t just where I do business; it’s also my home.”

When listing a property, Karen prefers a hands-on approach. A Certified Home Stager, she navigates her clients through the process and helps them prepare their house for the market, later broadcasting it over a blend of digital and social media campaigns. Also experienced with selling vacant acreage, she utilizes her extensive connections within the community to match each property with its ideal buyer. “As an up and coming agent, I don’t buy any leads,” she says, “and I’ve never been scared to work and hustle.”

But Karen is just as dedicated when assisting her buyers.

Leaning on her decades of experience as a forty-year

resident of Willcox, she provides unmatched insight into the local market, carefully guiding her clients to the right home for their best interests. Along the way, she applies an acute attention to detail to their transaction, giving her clients an insider’s glimpse into everything from the home inspection to the negotiation process.

Since delving into real estate, she has earned a fantastic reputation throughout Arizona, with the vast majority of her volume coming from repeat clients or referrals. As one client describes, “Karen was able to sell my property in a few months, whereas no one else had been able to sell it in over ten years. Hands down, she is the best Realtor I’ve ever dealt with.”

Outside her career, Karen is tremendously involved in her community. Currently, she volunteers for the Rex Allen Museum. Moreover, her family is just as active around the area, with her husband owning his own trucking company and hauling cattle for local ranchers. When she’s not with clients or giving back, Karen can be found spending time with her beloved family and grandson, traveling, or caring for the farm animals on her country property.

Going forward, Karen has strong plans for the future of her business. In the months ahead, she intends on scaling her workflow to meet the needs of her growing clientele. While she continues to set the bar in her region, though, she remains most focused on what matters most: the client experience. “I love working with all my buyers and sellers,” she says. “There’s nothing more rewarding than taking care of them and handling anything that may arise in their transaction.”

To learn more about Karen Clem, call 520-507-7159, email KarenClemRealty@gmail.com, or visit tierraantigua.com, also follow her on Instagram @karenclemrealtor. www.

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 18

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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BECKY DWAILEEBE & MELODY CONTRERAS When Becky Dwaileebe and Melody Contreras teamed up to form the Eclipse Real Estate Group, they had a clear vision of the kind of ethos they wanted to steer their business. “One of the big misconceptions about Realtors—not just by consumers but also by many agents—is that our job is to ‘sell homes,’” Melody explains. “But as a measure of what’s important to us, that’s really at the bottom of the list. Our focus is making sure our clients feel cared for from beginning to end, that we are 100 percent looking out for their best interests. We want our buyers and sellers to be happy, both in terms of the relationship they have with their agent and the value they get from the transaction.”

Both women bring a wealth of experience to their work. Becky started a transportation company with her husband, helping him run it for over twenty years before following in her mother’s footsteps and becoming a Realtor five years ago. Melody studied Interior Design in college before getting her license, and after sixteen years is a seasoned veteran of the industry. They now share the lead on a team that includes an administrative assistant and six other agents, serving clients across southern Arizona’s Greater Tucson area. An impressive 80 percent of their individual sales volume comes from repeat clients and referrals, which leaves the two women time to help their new agents grow their own business. “We can train them in terms of developing leads or negotiating skills, but they need to have a good understanding of how impactful this work is on people’s lives, and their own role in that,” says Melody.

“You have to love working with people and be excited to assist them in reaching their goals,” Becky adds. “I’ve literally cried with my clients when we’ve gotten an offer accepted.”

The Eclipse Real Estate Group is meticulous in their preparation of listings for the market. “We’ll stage the home beautifully, something we include in our listing package,” Becky explains.

“We’ll then create professional photographs that bring out the best qualities of the property, which get posted to the social media platforms and our own dedicated sites. Three weeks before the listing goes live, we’ll leverage the ‘coming soon’ status of the listing, so that when we launch the open house we’ve generated tons of excitement. That strategy ensures more potential buyers and better offers for our sellers.”

Melody and Becky extend their ethic of service to the broader community as well, donating a percentage of the profits from every closing to the Ronald McDonald House. “We’re always looking for new ways to help too,” says Becky. “We soon expect to be working with One More Bed, a group that helps families who are fostering children.” The duo also interviews local business owners to showcase their businesses on social media, helping them draw more customers and rebound after the hardship of the Covid year.

As for their own future, business has been skyrocketing, and the women are in the process of expanding their team. “We’re looking for agents who share our passion for the industry and for uncompromising service,” says Melody.

Contact Becky at 520-310-7642 or Melody at 520-390-0239.

Email Becky@EclipseHomesAZ.com or Melody@EclipseHomesAZ.com.

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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DAWN STRATTON Real estate had always intrigued Dawn Stratton, so when she wanted to pursue an additional career path, the choice was easy.

“I’ve worked as a bookkeeper and office manager for the last 27 years,” Dawn says. “I wanted to expand into something else, so I got my real estate license to see how I liked it. It seemed like the perfect fit because I love people.” Dawn was right, as she’s never regretted making the leap into this field. Today she serves the White Mountain area of Arizona, where she’s lived since she was four years old. “It’s the most beautiful place you could live in my opinion, so I’m just honored to be a part of it.” With the vast majority of her business deriving from repeats and referrals, Dawn’s superior service and commitment to going above and beyond expectations has led to her success.

“One of my favorite sayings I like to tell my clients is, ‘Kick back and enjoy the ride,’ because I will take care of everything,” Dawn says. “I want to make it a great experience for them and guide them along the way.”

For her buyers, this means taking the time to understand what they are looking for, and never stopping until that ideal property is found. Once it’s time to make an offer, Dawn negotiates and makes sure to get them the best deal possible. Meanwhile, her sellers are able to close quickly, thanks to a hot market and thorough advertising. “I put the property on the MLS, hire a professional photographer, post to numerous social media sites and on Google.” Throughout the journey, Dawn communicates frequently, leaving no questions unanswered.

Many clients become her friends afterwards, as Dawn truly cares about them and their futures. “It’s easy for me to stay in touch as we will often grab dinner together or see each other. I focus on building lasting connections with those I serve.” This results in many people spreading the word about her work. One past buyer recently said, “Dawn came highly recommended Top Agent Magazine

to us from the community and we were not disappointed at all. I met Dawn at multiple houses in the White Mountains and she was there before me every time, very punctual. She was professional and highly knowledgeable about the market which was very rewarding. I purchased a home from her in Show Low and could not be happier! I would highly recommend her to anyone!” Another wrote, “Working with Dawn Stratton was a pleasant experience.

She was patient with our requests, knew the area very well and always returned texts and calls. She was available when we needed help. She worked with us throughout the entire house hunting, contracting, and closing process.”

Dawn loves to hang out with her husband whether it be work or pleasure. When Dawn isn’t working, she loves riding horses and enjoying the outdoors. But she admits much of her time is spent helping clients, and she wouldn’t have it any other way.

“I love seeing people smile when I hand them the keys or when their house is sold. It feels great to alleviate the stress for them and make it fun.”

For more about Dawn Stratton, please call 928-242-3276 or email dawtoduskagent@gmail.com

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