COLORADO 10-19-20

COLORADO EDITION

Your Secret

PRESENTATION WEAPON

SMALL YARD? BIG STATEMENT:

HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

COVER STORY

ZAC NELSON

3 EASY AT-HOME DIY PROJECTS

TO INCREASE PROPERTY VALUE

FEATURED AGENT

MIKE MALVEY

COLORADO EDITION

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ZAC NELSON

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MIKE MALVEY

Top Agent Mike Malvey – o The Group Inc. Real Estate i Fort Collins, Colorado – is hardworking, deeply knowl edgeable Realtor who is truly focused on helping his client achieve – and frequently exceed – their real estate goals. Wit MIKE MALVEY his gift for problem solving during even the most diffi cult transactions, and his true concern for his buyers and sellers, Mike has truly earned his stellar reputation a a trusted, honest real estate advocate who has built hi business on a sturdy foundation of integrity.

CONTENTS 4) 8 THINGS SUCCESSFUL PEOPLE NEVER DO 6) SMALL YARD? BIG STATEMENT: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

Phone 310-734-1440 | Fax 310-734-1440

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Mike first became interested in real estate in his earl thirties purchasing his first home 15)after 3 EASY AT-HOME DIY and renting room to friends to offsetTO hisINCREASE mortgage. “I met my wife whil PROJECTS studying and eventually PROPERTY VALUEgraduating with an environ mental engineering degree at Colorado State University, he recalls, “and we both read the book Rich Dad Poo 21) YOUR SECRET DadPRESENTATION (which advocates WEAPON the importance of financia literacy and financial independence through investing particularly real estate investing), and that book change our mindset regarding finances and retirement planning That’s what got my real estate juices flowing.” Obtainin his real estate license in 2006, Mike spent the next coupl of years selling homes part-time while still working full time with an engineering company, before going full tim selling real estate in 2008.

mag@topagentmagazine.com | www.topagentmagazine.com Since then, Mike has found enviable success, and No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent business that is based almost entirely upon referrals, an Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published impressive feat in supplied the highly competitive world of rea materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. estate. “Whether I’m working with buyers or sellers, Published in the U.S. have a detailed process that works extremely well,” say Mike, when asked how he has managed to engender suc remarkable loyalty amongst those he has worked with “This process keeps everyone Top on Agent track Magazine and clear abou what the next steps in the transaction are going to be s

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

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DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

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THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

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THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

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REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working Top Agent Magazine

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

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GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

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PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

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THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 6

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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ZAC NELSON

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Based in Denver, the Nelson Team serves the entire metro area. In 2019, Zac reports a team volume of $33 million and says his business is 75% repeat and referral clientele Though Zac Nelson was born into a real estate family–his mother, Kathy, is a Realtor-that wasn’t always his career goal. He graduated from the University of Boulder in Colorado with a degree in broadcast journalism. “I wanted to go into sports broadcasting,” he recalls. But that wasn’t in the cards. “After graduation, I realized that I really didn’t want 10Copyright Top Agent Magazine

to do that,” he recalls. “So my mother and I discussed the idea of working together.” Zac went on to get his license and teamed up with Kathy in 2003 to create The Nelson Team.

Based in Denver, The Nelson Team consists of Zac, Kathy, Jill Burbach, and Kari Kuka as well as Zac’s sister, Krista, who runs Top Agent Magazine

transactions and operations. The team serves the entire Denver Metro area. In 2019, Zac reports a team volume of $33 million and says his business is 75% repeat and referral clientele. “It’s all about exceptional customer service from start to finish,” Zac notes. “We model ourselves after the best high-end companies that offer white glove service.” For example, The Nelson Team is renowned for delivering a complete lunch to clients’ who Top Agent Magazine

are moving into their new homes. Kathy even bakes cookies for the occasion. “We want to make that event is as special as possible, and we make sure everyone is fed, from the client to the moving people. It’s something they always remember,” he says.

Zac has a variety of methods for staying in touch with clientele. Before the pandemic, the company rented out venues for multiple client 11 Copyright Top Agent Magazine

“I get to be a part of what’s probably the biggest transaction in someone’s life. It’s very exciting,” he exclaims. “I love seeing the smiles on client’s faces when they close on a home. We like to say that we’re personal guides, not salespeople.” appreciation events. “Right now, we send out monthly emails that include videos and special messages,” he says.

Due to changes in the industry thanks to the pandemic, Zac has invested in the latest technology in order to show and market his listings. “We now offer Matterport tours, high-end professional photography, and of course, social media” he says. “We’re also big on Youtube and have our own channel with 80+ videos.

Search ‘Denver Living Homes to find our Channel.’ There’s everything from market trends to community spotlights on businesses, to design trends. I like to think my broadcast journalism helped inspire me to produce these. They’re very popular.”

What Zac loves most about his job is the people he is able to help. “I get to be a Copyright Top Agent Magazine 12

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part of what’s probably the biggest transaction in someone’s life. It’s very exciting,” he exclaims. “I love seeing the smiles on client’s faces when they close on a home. We like to say that we’re personal guides, not salespeople.”

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Zac is all about giving back to his community. “Last year we hosted a dinner and asked each client to bring a non-perishable food, which we then donated to Metro Caring, a local food bank,” he says. In addition, each team member donates a portion of his or her Copyright Top Agent Magazine 13

commission to a particular charity, which are the National M.S. Association, Rocky Mountain Crisis Partners and Impact 100.

When not working, Zac enjoys the great outdoors. “I love hiking, mountain biking, and skiing,” he says. “I also love music

and attend local events when I can.” As for the future, Zac wants to continue on their path to success. “My wish is to enhance the lives of my team members and help them grow their businesses, so they, in turn, can enhance the lives of more clientele,” he says.

To learn more about Zac Nelson, please call (720) 933-8232, email zac@nelsonteam.com, or visit denverlivinghomes.com https://

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3 Easy At-Home DIY Projects to Increase Property Value Most homeowners have a lengthy list of chores and bit projects they intend to accomplish around the house. Oftentimes, those to-do items are completed piecemeal over a long stretch of time, or else sometimes not at all. However, when it comes time to prepare a home for market, all those tasks begin to pile-up and overwhelm. The Top Agent Magazine

list of things to do before the photographer comes or the first open house is held might seem endless, but not if you tackle just a few things here and there as you go. These sorts of projects—easy, DIY, at-home tasks you can accomplish in a few hours or less, with tools you most likely have on hand— go a long way with marginal effort.

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Complete a quick rehab of closets and storage areas Many agents advise clients to declutter and depersonalize their spaces ahead of professional photography and home showings. The idea is to provide prospective buyers with a neutral palette. Not only does this allow them to imagine their own lives unfolding within those four walls, but it also helps make a home’s square footage stand out. One way to add visual space to your home without calling in the contractor is to declutter common storage areas and closets. When buyers can get a complete look at a closet’s capacity, or a pantry’s depth, or the garage’s full functional potential, they get a better sense of a home’s potential and thus, its value.

In that vein, consider decluttering and cleaning your high-traffic storage spaces: the garage, pantries, closets, attics, and basements. Besides, organizing and discarding unwanted items help you prep for a move anyway, while giving potential buyers a peak at how spacious your home really is.

Add easy curb appeal with a bit of sweat equity Sure, curb appeal can arrive in the form of a new mailbox, pathway lighting, or updated house numbers, but it can also come cheaper than that. Curb extends to the upkeep of your lawn, landscaping, and home’s façade, and there are plenty of ways 16

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you can give these zones a refresh without spending anything but time. Keeping your front and back yard green and uniform adds a lux layer to exterior square footage.

Likewise, polishing the outside of your windows, trimming hedges, and sweeping the walkway can make a tidy and wellcared for first impression. There are other measures you can take too. Planting wildflower seeds in empty beds, or collecting some landscaping rocks to frame mulched areas can add a bit of character to your residence. Repainting the front door, ensuring trees are trimmed, and keeping back patios Top Agent Magazine

neat and uncluttered also underscore a home at its finest, which is ripe for buyers to snatch up.

Transform tiled spaces into sparkling clean surfaces.

Bathrooms and kitchens are where sellers can stand to add plenty of value in the process of selling a home. While pricey renovations might be out of the question for some, there are still affordable and time-effective ways you can transform for these spaces for the better. Cleaning,

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bleaching, or redoing your tile grout—in either kitchens, bathrooms, or other tiled spaces—can give these high-trafficked areas a new lease on life. Ensuring windows, mirrors, stainless steel appliances and backsplashes are streak-free and polished also demonstrate to buyers that your home is well-cared for and practically move-in ready. Sometimes, the devil is in the details. You might consider relining drawers, changing out knobs and fixtures,

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or else decluttering cabinets and shelves for a fresher look.

No matter the challenges ahead as you prepare your home for sale, completing a few small tasks every weekend or so can put you miles ahead of the competition.

Without spending a dime, you can add serious value to your home’s bottom line, setting you up for success as you begin your own home-shopping adventure.

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MIKE MALVEY Top Agent Mike Malvey – of The Group Inc. Real Estate in Fort Collins, Colorado – is a hardworking, deeply knowledgeable Realtor who is truly focused on helping his clients achieve – and frequently exceed – their real estate goals. With his gift for problem solving during even the most difficult transactions, and his true concern for his buyers and sellers, Mike has truly earned his stellar reputation as a trusted, honest real estate advocate who has built his business on a sturdy foundation of integrity.

Mike first became interested in real estate in his early thirties after purchasing his first home and renting rooms to friends to offset his mortgage. “I met my wife while studying and eventually graduating with an environmental engineering degree at Colorado State University,” he recalls, “and we both read the book Rich Dad Poor Dad (which advocates the importance of financial literacy and financial independence through investing, particularly real estate investing), and that book changed our mindset regarding finances and retirement planning.

That’s what got my real estate juices flowing.” Obtaining his real estate license in 2006, Mike spent the next couple of years selling homes part-time while still working fulltime with an engineering company, before going full time selling real estate in 2008.

Since then, Mike has found enviable success, and a business that is based almost entirely upon referrals, an impressive feat in the highly competitive world of real estate. “Whether I’m working with buyers or sellers, I have a detailed process that works extremely well,” says Mike, when asked how he has managed to engender such remarkable loyalty amongst those he has worked with.

“This process keeps everyone on track and clear about what the next steps in the transaction are going to be so they aren’t wondering what’s going on or when the next deadline is.”

Mike is also incredibly detail oriented and continues to educate himself about the real estate industry. “I never Top Agent Magazine

like to be caught off-guard,” he explains. “Some people might think I spend a little too much time on market analysis and things like that, but I don’t ever want to be surprised when I’m sitting down with a client and they have a question I can’t answer. So, I just try really hard to be prepared, because it makes decision making so much easier for the client.”

A major factor in Mike’s success would be his thorough, comprehensive and intelligent marketing strategies, which includes 3-D tours, video tours, floor plans and aerial photography for each listing. “I always – and particularly in the age of COVID – try to give my clients enough information so that when they’re sitting at home looking at the property on the internet, it’s going to prompt them to want to go and see it.” Mike also has all of his listings pre-inspected, which increases the client’s confidence when viewing the home. All of this translates into fast sales for top dollar, not to mention happy buyers and sellers.

When he’s not working, Mike enjoys spending time with his wife and kids, and he is currently working on his scuba diving divemaster certification in anticipation of a trip to the Galapagos in 2021.

Mike’s plans for the future are fairly straightforward: to continue growing his already thriving business, while sacrificing none of the top-of-the-line customer service that has become synonymous with his name.

For more about Mike Malvey, please call 970-420-7235 or email MMalvey@TheGroupInc.com Copyright Top Agent Magazine 19

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Your Secret Presentation Weapon

by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best?

Here’s how.

“The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition.

“I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?”

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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly.

Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day.

A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.”

AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price.

This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have 22

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only been viewed by my buyers.

It’s fun for me. It’s the best way to give you the competitive edge.”

C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?”

You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf.

A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like?

The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction.

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The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them.

The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process.

In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them.

This is an advanced skill that raises your effectiveness and enhances your relationships and your results.

It requires preparation and practice.

It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business.

Copyright©, Rich Levin. All rights reserved.

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