COLORADO 9-21-20

COLORADO EDITION

5 Ways to TRANSFORM RENTERS INTO OWNERS

COVER STORY

AMY BERGLUND FEATURED AGENT

JARED SICKELS

ADDING VALUE TO LISTINGS

& the Advantage of Identifying Neighborhood Amenities

RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

COLORADO EDITION

The staff of Stewart Title Company congratulates

JARED SICKELS 6

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JARED SICKELS on being featured for the State of AMY BERGLUND Colorado in Top Agent Magazine!

CONTENTS 970-226-4399 | stewart.com/fort-collins www.

3711 John F Kennedy Pkwy, Ste 210, Fort Collins, CO 80525

4) ADDING VALUE TO LISTINGS & THE ADVANTAGE OF IDENTIFYING NEIGHBORHOOD AMENITIES Nikki Schaefer Senior Escrow Officer

Maggie Medrano Bilingual Escrow Officer

Jeanene Miles Escrow Assistant

Adrien Ruckle Business Dev.Officer

8) RECONSIDER REFERRALONLY WHEN PLANNING FOR THE FUTURE

17) 5 WAYS TO TRANSFORM RENTERS INTO OWNERS 22) 5 REASONS WHY YOU NEED A MENTOR

Shirley Orr Business Dev. Officer

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Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school 4

district ranking and local property taxes, have you ever considered the under-the-radar amenities that drive buyers and bidding wars? To derive the highest value from a listed home, you need to paint a complete picture of the area in which you’re selling. With that guiding principle in mind, let’s consider a few modern amenities and how they add drastically to your bottom line.

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Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites.

A little can go a long way: restaurants, coffee shops, and entertainment

Know thy history: creating a narrative of the neighborhood

Everyone has a favorite take-out spot, coffee shop, or neighborhood watering hole. Identifying the key players in an area—such as restaurants, nightlife, and entertainment hotspots—will create a livable picture that prospective buyers can latch onto. Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. While a cute coffee shop down the street may seem like a bonus instead of a foundational amenity, you never know what kind of homebuyer you might net if you include the cozy characteristics that make a house a home.

As humans, we’re drawn to narratives. Sales pitches and marketing campaigns hinge on an alluring storyline. That’s why understanding a neighborhood’s history can frame and contextualize a property to great effect. After all, buyers aren’t just drawn to sturdy foundations and bedroom counts; they like to imagine their lives unfolding inside those four walls.

Get a sense of the area’s historical timeline, architectural style, noteworthy community members, and the like. Conveying this intriguing information to buyers helps them connect more personally with a property, while understanding the holistic picture of their potential new home.

From here to there: public transportation and commuter access While this rule may not apply to all properties, considering access to public transportation is a major draw for today’s buyers. Especially amidst the more eco-conscious Millennial segment eager to buy within city limits—knowing public transportation access points and schedules can add serious value to listed properties. Also, think outside the box: do nearby thoroughfares boast dedicated bike lanes? Are there plans to expand rail lines to the area in the future? Deliver a confidant picture of the area’s public transportation access and prospective buyers will trust your expertise.

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While it is always good to cover the basics of school districts and property values, it is even more useful to expand your knowledge base and bring a warm, human element to locational knowledge. Not only will you appeal to a younger demographic of homebuyers who values this strategic information, but you will also broaden your understanding of your service area at large. Think of it this way: a neighborhood is far more than a collection of homes on a block. A neighborhood is about atmosphere, access, and a sense of community. If you authentically appeal to this guiding truth, and buyers will surely rise to the occasion.

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JARED SICKELS Jared Sickels began his real estate career in 2017, after working in the automotive industry for years. “I had always thought about it, so I decided to get my license,” he recalls. “It’s been pretty amazing.” Jared’s clients look to him for a quality service experience, and they know he always has their best interests at heart. “When I worked in automotive, I always prided myself on being the opposite of the stereotype when they came to me for a repair or purchase,” he says. “And I work hard to carry that through to real estate.”

to produce a comprehensive photography package for every home, including virtual tours, floorplan measurements, overhead drone videos, and a custom website for each listing. “I have really great relationships with other agents in the area,” Jared says, “so I make sure they are also aware of my listings. Through RE/MAX Alliance, I also have access to about 400 agents in Northern Colorado, so they receive the information as well.”

As an agent with RE/MAX Alliance, Jared represents buyers and sellers all over northern Colorado. Almost all of his business comes from repeat and referral clients, an impressive feat that speaks to the trust and loyalty he inspires. “I have a lot of really great connections here in NoCo,” Jared explains, “and I’ve seen more and more of the people I know from past association turn into my current real estate clients.”

Among the qualities Jared’s clients value are his compassion and the personal attention they receive when they work with him. “I really concentrate on my client,” he says. “That’s all that matters to me. I’m not thinking about my commission, I’m not thinking about the dollar sign behind a transaction. I’m just thinking about how I can best serve this individual and what their needs are. I concentrate on that, and through my process I end up building strong relationships outside of Real Estate with them as well.”

When he markets his listings, Jared pulls out all the stops to ensure a listing reaches as many potential buyers as possible. He works with a local photography company

Community involvement is important to Jared. He enjoys volunteering at a local food bank, and likes to support charities that benefit children and education. He serves on the Board of Directors for the Fort Collins Board of Realtors®. When he is not working, Jared loves to work on cars. He owns a 1986 Camaro IROC-Z and a Volvo V70 R, both of which have his logo on them, allowing him to promote his business while he’s out and about. Jared has a two-and-a-half year old boy named Jaxson, who loves riding in (and playing with) the cars with his dad.

In the future, Jared plans to continue growing his business and increasing his production. He loves mentoring newer agents and sharing his experience with them. “I can sympathize with what it was like to be brand-new not that long ago,” Jared says. “I think that’s a big value, and it’s really gratifying to see them succeed.”

Above all, he loves serving his clients. “This really isn’t a sales career, it’s a service career. I always act as an advocate for all my clients, that’s where I think we should be. We should serve our community. If you care about the people you serve, everything falls into line, and it’s a lot more fulfilling and enjoyable a career with that philosophy in place.”

For more about Jared Sickels, call 970-829-1914, email jsickelshomes@gmail.com, or find him online at JaredSickels.homesincolorado.com www.

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The staff of Stewart Title Company congratulates

JARED SICKELS

on being featured for the State of Colorado in Top Agent Magazine!

970-226-4399 | stewart.com/fort-collins www.

3711 John F Kennedy Pkwy, Ste 210, Fort Collins, CO 80525

Nikki Schaefer Senior Escrow Officer Top Agent Magazine

Maggie Medrano Bilingual Escrow Officer

Jeanene Miles Escrow Assistant

Adrien Ruckle Business Dev.Officer

Shirley Orr Business Dev. Officer 7

Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 8

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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AMY BERGLUND Top Agent Magazine

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Top Agent Amy Berglund works with her assistant and her trusted group of contractors at RE/MAX Professionals, serving historic neighborhoods in Metro Denver.

When Amy Berglund relocated to Denver with her husband in 1996, she had no inkling that the move would also entail a brand new career. As a huge admirer of vintage homes and historic neighborhoods, the first house they purchased required extensive renovations, and it was during that process that Amy started to feel a pull towards real 12 Copyright Top Agent Magazine

estate. She and her husband went on to purchase, renovate, and sell other properties, and encouraged by her husband to get her real estate license, Amy decided to make the leap and left her teaching career in 2008 in order to become a fulltime REALTORÂŽ.

She currently works with her assistant and her trusted group of contractors at Top Agent Magazine

RE/MAX Professionals, serving historic neighborhoods in Metro Denver.

For Amy, the key to client satisfaction and a high rate of repeat and referral business is building strong foundations with her clients that go beyond just a transactional Top Agent Magazine

connection. “I focus on relationships instead of transactions. My clients know that they can always call me, and that no matter the size of the transaction they get my 110 percent. And they consistently hear from me even after the transaction is done. My focus is to foster long term relationships,� she says.

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Amy’s passion for historic preservation and vintage homes has greatly contributed to her business, and set her apart from agents who take the jack-of-all-trades approach.

Her passion for historic preservation and vintage homes has greatly contributed to Amy’s business, and set her apart from agents who take the jack-of-all-trades approach. “If we don’t understand where we came from, and understand the history of who came before us in our cities and our towns, then it’s hard to have a vision for the future. It’s important we respect and understand who built the neighborhoods we live in and enjoy today.”

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Even though she has a deep fondness for vintage, Amy keeps up with the latest when it comes to the best marketing practices for her business. The ability to adapt and stay current with cutting-edge technology is important in any field, and Amy prides herself on staying on top of technological trends and incorporating them into her marketing. She often uses videos and social media to promote her listings. And during COVID-19 she started doing open houses Top Agent Magazine

through Facebook Live, which have been received extremely well by prospective buyers. And her strategy has brought in $22 million in sales volume so far this year.

Despite her massively successful numbers, what really brings Amy joy is the people she gets to help through her work. “I love helping my clients reach their goals and dreams. Helping a family into a bigger Top Agent Magazine

home, or helping the first time homebuyer make that all important first purchase.

About 20 percent of my database is single women, and I love that portion of my business because I’m a big believer in women helping women.”

Outside of work Amy is involved with HUNI, a neighborhood organization in NW Denver, and has partnered with them on various Copyright Top Agent Magazine 15

Photos by Gabriela Gjurekovec

community events, including a Halloween festival and neighborhood history lecture series. And in her personal time she loves to travel, go to the theater, garden in her yard, read, and spend quality time with family

and friends. Going forward she plans to introduce more support staff to her team so that her clients can receive the best service.

“At the end of the day houses are what we sell, but people are who we serve.”

To learn more about Amy Berglund call (720) 560–6674, email amyberglund@me.com, or visit LoveWhereYouLiveDenver.com www.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty Top Agent Magazine

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

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Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the 22

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and Top Agent Magazine

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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