COLORADO 12-20-21

COLORADO EDITION

24-HOUR TOUCH-UPS

3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

TO MAXIMIZE YOUR PRICE LIST

ARE YOU A VALUE-ADDED AGENT?

Every Player is Valuable:

HOW TO BOOST YOUR TEAM’S MORALE

FEATURED AGENT

DIANA WHEAT COVER STORY

DEVIN SCHLAUFMAN

COLORADO EDITION

DIANA WHEAT

And the key to her Throughout her life, Diana Wheat has 7 21 has been crucial to always been passionate about helping I know how frustra others and serving her community. While agent and not hear spending fifteen years moving her milisuch, I answer the tary family around the country, she would whenever I am need take an interest in real estate, learning the nuances of buying and selling properties Outside her career, from the ground up. After accepting an involved with her SCHLAUFMAN DIANA WHEAT opportunity with a leadingDEVIN realDEVIN estate team SCHLAUFMAN of serving on the in her area, she proceeded to pursue her Commerce, she vo license and launch her career as an agent, the victim advocac finding fast success in the local market. Most recently, though, she decided to take her business to the sheriff ’s department. Moreo CONTENTS also supports a variety of outre next level and start her own company, Dirt Road Realty. the year, from hosting pictures w ® programs in her area Today, Diana is YOU the Realtor and Owner of Dirt17) Road 4) ARE A 24-HOUR TOUCH-UPS TOschool dist Realty, where she assistsAGENT? clients throughout Fremont VALUE-ADDED MAXIMIZE YOUR PRICE LIST County and the surrounding areas of Southern Colorado. When she’s not with clients or be found goingTHAT on a hike with he 13) EVERY IS 22)real 3 MENTAL TRICKS Specializing in land,PLAYER ranch, farm, and residential camping—enjoying all that VALUABLE: HOW TO BOOST WILL aTAKEorYOUR BUSINESS estate, she has cultivated a boutique workflow around But LEVEL she also has exciting plan YOUR TEAM’S MORALE THE NEXT proven standard of integrity, truly living up to DirtTO Road business. As her volume maint Realty’s tagline: “In the people business of real estate.” she intends on scaling her mode When listing a property, Diana prefers a cutting edge needs of buyers and sellers thro Fax 310-734-1440 strategy.Phone After310-734-1440 helping her | clients fully prepare for the “Right from the start, Dirt Road market,mag@topagentmagazine.com she shares their listing both| www.topagentmagazine.com over the regional and pop brokerage, and I’d like t No portion of this issue be reproduced in any manner whatsoever without prior consent publisher. Top says.of the “Above all,Agent I believe in tre MLS and a blend of may highly targeted digital and social Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published they were member of my own media campaigns. step ofbethe shefor is there for or facts materials, Top AgentEach Magazine cannot held way, responsible opinions expressed supplied by itsaauthors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. her clients, catering her every decision to their best inPublished in the U.S. terests. “This business comes down to adaptability and outside the box thinking,” she says. “It’s real estate; 2 arise all the time. But I can always figure out a Top Agent Magazine issues creative solution for my clients and keep their transac-

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

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Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 5

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com.

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DEVIN SCHLAUFMAN

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Ranked in the top 5% in the Colorado Springs area, Top Agent Devin Schlaufman works as a solo agent and leads the Colorado Springs Home Team.

It was only natural for Devin Schlaufman to enter the real estate industry. “I was surrounded by it as a child, as my parents bought and sold multiple properties,” Devin explains. When it came time to choose a career, she knew becoming an agent was the right path. “I was a single mom for five years, and as soon as my daughter entered kindergarten, I decided to earn my real 8Copyright Top Agent Magazine

estate license. It all blossomed from there.”

Now several years into it, she is showing no signs of slowing down. Ranked in the top 5% in the Colorado Springs area, Devin works as a solo agent and leads the Colorado Springs Home Team. It’s Devin’s exceptional service, local knowledge and down-to-Earth nature that has helped her grow year after year.

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“Around 95% of my business consists of repeats and referrals,” she explains. “I think what sets me apart is that I truly love my people, and I am committed to taking care of them.” Knowing that this is a Top Agent Magazine

large and important chapter in her clients’ lives, she tends to every detail, and makes sure the process moves as smoothly as possible. “I try to always be present and available. I’m continually looking out for Copyright Top Agent Magazine 9

“Around 95% of my business consists of repeats and referrals,” Devin explains. “I think what sets me apart is that I truly love my people, and I am committed to taking care of them.” their best interests and ensuring that they are making the most informed decisions possible.”

Devin finds unique ways to make listings stand out, whether it’s getting a seller’s home professionally cleaned or having it staged. “I also offer professional Copyright Top Agent Magazine 10

photography by a real estate photographer, which is extremely important because it is every buyer’s first impression of a home.”

Even with today’s fast paced market, where homes often sell within a week, Devin continues to put extra effort into advertising.

“My job is to make my listings the best, most desirable homes available.”

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She carries that same motivation through her work with buyers. Getting to know them on a deep level, she is able to help them obtain the home of their dreams at a price within their budget. One recent buyer said, “We recently purchased our first home and Devin Schlaufman helped make the process Top Agent Magazine

easy. She is incredibly knowledgeable and was able to assist us throughout the entire purchase process. She followed up and has helped us after closing as well. Devin goes above and beyond to ensure things are done right. I would recommend her to anyone who is looking to purchase a home.”

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When Devin isn’t working, she’s spending time with her three children. She frequently hikes, attends concerts, and participates in local activities. Having grown up in the area, Devin is passionate about everything it has to offer.

With Devin’s sales up 60% over last year’s, it’s clear she’s on the right path. In the coming years she plans on growing even more while maintaining the same exceptional service. “I hope to continue on this trajectory, seeing my clients happy is the reason I love what I do.”

For more about Devin Schlaufman, please call 719-650-3295 or email Devin@cospringshometeam.com

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 13

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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Laughs!

We’re still here!

Making the workplace happy is what we do.

A Graham Harrop Cartoon can enhance office materials, training manuals and add zing to that worrying power point presentation.

Graham Harrop Cartoons

Companies large and small call on award-winning cartoonist Graham

the power Harrop to create unique, funPutting and of humour to work memorable cartoons especially for them…

for you!

Working with you to highlight aspects of your organization or celebrate that special someone, Graham is just an email away! gtoonist@shaw.ca

grahamharrop.com

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24-Hour Touch-ups to Maximize Your List Price Sometimes it takes a full-scale overhaul to prepare a house for market. Other times, only a series of small adjustments are required to make a listing’s true potential shine. Whether you’re gearing up for an open house, assessing a list price, or maximizing a property’s appearance prior to photography—the devil is in the details. However, touch-ups and refreshes don’t have to dominate your schedule or break the bank. For a few ideas of where Top Agent Magazine

to begin, consider our handy check-list below for quick home projects that will fortify your bottom line.

Refresh grout for a sparkling clean look.

Perhaps the quickest and most cost-effective way to make bathrooms, kitchens, and other tiled areas shine is to refresh grout until it looks

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good as new. Specialty grout stain removers and cleaners are inexpensive and sold at most home improvement stores. Plus, the project only takes a bit of elbow grease and an hour or two for a major makeover effect. Suddenly, dark, stained, and worn-down bathrooms gleam as if tile has just been placed.

Create mood lighting with soothing bulbs and fixtures.

A warm white light from specially chosen LED bulbs creates a welcoming environment when potential buyers come calling.

If outdated fixtures are bringing down a home’s otherwise modern styling, consider more design-neutral replacements that won’t

detract from the property’s charms. These are inexpensive but highly noticeable and impactful upgrades that shift a home’s ambiance for the better.

Repaint doors for an updated and inviting entryway.

It may sound like a hassle, but repainting doorways with a fresh coat signals a wellkept property—and that’s before prospective buyers even pass through the threshold. You can also change out generic doorknobs and switch-plates to add an updated flare while on a budget. Color-of-the-year trend choices can turn heads, while neutral paint choices signal less hassle for future homeowners.

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scrub, or with the addition of new shelves or styled bulbs.

Make windows shine— both inside and out.

Cleanliness goes a long way in communicating a well-cared for home in which buyers can imagine themselves. Cleaning the inside and outside of windows not only refreshes a room, but it allows light to infuse the space while appealing to the move-in ready crowd.

Closet spaces are not an afterthought.

Every prospective buyer wants storage options, and you’ve surely led a home tour where guests inspect closets and pantries.

Don’t let these hidden spaces go overlooked. Make sure they’re clean, cleared as much as possible, and you can even touch them up with fresh paint, a good

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Remove tough appliance stains with a bit of elbow grease.

If you’re packaging appliances with the sale of a property, you’ll want to make sure those big-ticket items are also in top shape to showcase their value. Stainless steel polish, electric cooktop polish, and stain removing pads for the kitchen sink can make your appliances look five years younger with nothing more than an hour or two’s labor.

Organize garage and basement areas to maximize storage and hint at bonus space.

It may take a labor of love, but organizing and decluttering these special storage spaces

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can add significant value to a property. Instead of telling prospective buyers how much storage space there is—let these areas speak for themselves by giving them a neutral, airy bout of cleansing. That way, craft-lovers, car aficionados, and buyers with interest in renovating basement areas can witness the potential immediately.

Individually, these bit to-do list items might seem like extra work without the promise of 20

a major return. But combined? These small tasks go a long way in crafting a home’s image and projecting pure potential. After all, prospective buyers imagine their lives unfolding inside those walls. That’s why cobbling together these small-scale projects can have a big payoff in the end. Not only will a home present itself in a cohesive, attractively-packaged form, but it can also translate to higher interest and a significant pay-off—in more ways than one.

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DIANA WHEAT Throughout her life, Diana Wheat has always been passionate about helping others and serving her community. While spending fifteen years moving her military family around the country, she would take an interest in real estate, learning the nuances of buying and selling properties from the ground up. After accepting an opportunity with a leading real estate team in her area, she proceeded to pursue her license and launch her career as an agent, finding fast success in the local market. Most recently, though, she decided to take her business to the next level and start her own company, Dirt Road Realty.

Today, Diana is the Realtor® and Owner of Dirt Road Realty, where she assists clients throughout Fremont County and the surrounding areas of Southern Colorado.

Specializing in land, ranch, farm, and residential real estate, she has cultivated a boutique workflow around a proven standard of integrity, truly living up to Dirt Road Realty’s tagline: “In the people business of real estate.”

When listing a property, Diana prefers a cutting edge strategy. After helping her clients fully prepare for the market, she shares their listing both over the regional MLS and a blend of highly targeted digital and social media campaigns. Each step of the way, she is there for her clients, catering her every decision to their best interests. “This business comes down to adaptability and outside the box thinking,” she says. “It’s real estate; issues arise all the time. But I can always figure out a creative solution for my clients and keep their transaction moving forward.”

Elsewhere, Diana is just as attentive when assisting her buyers. Also a licensed Public Notary, she is able to carefully guide them through the nuances of their transaction, ensuring they find the right home investment for their best interests. Through the years, this tireless approach has earned her a fantastic reputation across Colorado, with the vast majority of her volume coming from repeat clients and referrals.

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And the key to her success? “Availability has been crucial to me and my company.

I know how frustrating it can be to call an agent and not hear back for a while. As such, I answer the phone for my clients whenever I am needed.”

Outside her career, Diana is tremendously involved with her community. On top of serving on the Penrose Chamber of Commerce, she volunteers regularly with the victim advocacy center of her local sheriff ’s department. Moreover, Dirt Road Realty also supports a variety of outreach events throughout the year, from hosting pictures with Santa to sponsoring programs in her area school district.

When she’s not with clients or giving back, Diana can be found going on a hike with her dog, fishing, hunting, or camping—enjoying all that Colorado has to offer.

But she also has exciting plans for the future of her business. As her volume maintains its steady growth, she intends on scaling her model of service to meet the needs of buyers and sellers throughout her home state.

“Right from the start, Dirt Road Realty has been a mom and pop brokerage, and I’d like to keep it that way,” she says. “Above all, I believe in treating every client as if they were a member of my own family.”

To learn more about Diana Wheat please call (719) 431-9770, email dianawheat@dirtroadrealty.com, or visit dirtroadrealty.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 22

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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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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