COLORADO 9-6-21

COLORADO EDITION

ADDING VALUE TO LISTINGS

RECONSIDER REFERRALONLY WHEN PLANNING FOR THE FUTURE

& the Advantage of Identifying Neighborhood Amenities

EMOTIONAL FLUENCY : HOW TO COMMUNICATE

FEATURED AGENT

WITH CLIENTS WHEN TENSIONS ARE HIGH

KRISTI BRINGLE COVER STORY

GEORGIA CURIE

COLORADO EDITION

KRISTI BRINGLE

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GEORGIA CURIE

GEORGIA

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KRISTI BRINGLE

When you grow up with a REALTOR® dad, CURIE you quickly learn a thing or two about the business of real estate. That was the case for Kristi Bringle, who was able to witness and CONTENTS learn from her father’s 30 years of real estate work and decided to follow in his footsteps.

She15) now serves buyers and sellers throughout EMBRACING SMART the Denver metro area.

4) ADDING VALUE TO LISTINGS & THE ADVANTAGE OF IDENTIFYING NEIGHBORHOOD AMENITIES 6) RECONSIDER REFERRALONLY WHEN PLANNING FOR THE FUTURE

HOMES: DOES NEW Kristi prides herself on being able to easily TECHNOLOGY REALLY form long lasting bonds with her INCREASE HOME VALUE?

front of my peo they do a trans make it memor

Keeping up wi order to help h visibility on th “I use every si market my list or direct mailin

clients. “I like how personal my business is. I like that people can EMOTIONAL call20) me directly and not have to FLUENCY: go through anyone They know HOW TOelse.

COMMUNICATE they will be able to work with me WITH every step ofCLIENTS the way and WHEN not be TENSIONS ARE passed off to anyone else,”HIGH she explains, and adds, “I have ended up being friends with many of my clients. There is a trust factor there.

I really try to stay in touch and in

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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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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 6

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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GEORGIA CURIE Top Agent Magazine

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Affiliated with HomeSmart, Top Agent Georgia Curie works alongside her teammate, Mary Steinbeiser, serving buyers and sellers throughout El Paso County, Teller County, and Park County,

NICK VLASIDIS

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Serving buyers and sellers throughout El Paso County, Teller County, and Park County, Georgia Curie strives to provide each client with white-glove treatment. Georgia started her career in 1978, after finding her 9 to 5 bank job unsatisfying, and wanting to pivot towards a career where she could have more control of her schedule. “We had a family friend who owned a real estate business, so one day I just decided to ask him about becoming a real estate agent, and he was enthusiastic right away. That gave me the necessary encouragement to obtain my license and pursue a career in real estate.”

Affiliated with HomeSmart, Georgia works alongside her teammate, Mary Steinbeiser.

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With over four decades of experience, Georgia can effortlessly identify her clients’ needs and guide them through even the most complex real estate transaction. Her elite customer service continues Top Agent Magazine

to bring clients back to work with her.

“I make sure that my clients are always 100% satisfied and I’ve gotten awards for my customer service multiple times. I don’t care if it’s a $7000 piece of land or 11 Copyright Top Agent Magazine

a $1,000,000 property. I’m going to give it my all every single time. The only thing us REALTORS® truly provide is service.

That’s why I make sure that my service is excellent,” she explains.

When working with Georgia her clients can always count on a hands-on approach. “I’m Copyright Top Agent Magazine 12

there for my clients. I am readily available, even if it’s the middle of the night, and I’m always totally honest with them. I think they appreciate my honesty and my patience.”

Her hard work is reflected in her numbers.

“I’ve been in the top five producing agents in my company for several years, and we have 2,400 agents. I’m always surprised when I’m Top Agent Magazine

TEAM CURIE

Georgia with team member Mary Steinbeiser

“I make sure that my clients are always 100% satisfied and I’ve gotten awards for my customer service multiple times.

I don’t care if it’s a $7000 piece of land or a $1,000,000 property. I’m going to give it my all every single time.” at the awards banquet receiving the award.

It’s a huge honor. When I tell my friends that I’ll be cutting back, they all laugh and roll their eyes and say, ‘Yeah, right, every year you just end up doing more!’”

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Going forward Georgia plans to continue helping her clients achieve their goals.

“It seems like the market is trending back to a more tangible marketing approach, so we’re planning to get a little more Copyright Top Agent Magazine 13

aggressive with our postcards. We recently had a high number of listings sell from just the postcards. We’re also calling people a lot more and just seeing how they’re doing.

We’re going back to a hands-on approach because we feel that after COVID-19, that personal touch has become really important again.”

Georgia’s advice to younger agents who are just starting out in the business is to work hard and never cut corners. “If you’re check-oriented, your clients will be able to sense that. I advise all young agents that this work is all about service, dedication, and honesty. It’s very simple, just treat your clients like you would treat your friends or those who matter to you.”

To learn more about Georgia Curie email georgiacurie@msn.com, call (719) 660–5575, or visit zillow.com/profile/Georgia%20Curie www.

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add Top Agent Magazine

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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KRISTI BRINGLE

When you grow up with a REALTOR® dad, you quickly learn a thing or two about the business of real estate. That was the case for Kristi Bringle, who was able to witness and learn from her father’s 30 years of real estate work and decided to follow in his footsteps.

She now serves buyers and sellers throughout the Denver metro area.

Kristi prides herself on being able to easily form long lasting bonds with her clients. “I like how personal my business is. I like that people can call me directly and not have to go through anyone else. They know they will be able to work with me every step of the way and not be passed off to anyone else,” she explains, and adds, “I have ended up being friends with many of my clients. There is a trust factor there.

I really try to stay in touch and in 18

front of my people on a regular basis, and when they do a transaction with me, I work hard to make it memorable and pleasurable for them.”

Keeping up with new marketing strategies in order to help her clients’ properties have high visibility on the market is crucial for Kristi.

“I use every single avenue that’s available to market my listings. Whether it’s social media or direct mailing—there are so many different

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methods we now have access to. I get a stager if necessary and I make sure every listing has professional photos.” Her innovative marketing strategy results in about 30 to 40 transactions per year.

Kristi approaches every deal with compassion, understanding, and the goal of providing her clients with long-term satisfaction. “I’m not a pushy person at all.

My main goal is to make sure that my clients are making the right decision, and I will steer them away from something if I don’t believe that it’s right for them. My desire is to make sure that they’re successful in their real estate transaction just as much as I am, which is why I listen to their needs carefully.”

When she’s not busy working, Kristi is involved with numerous charitable organizations in her community, including one focused on promoting pool safety in order to shield children from drownings, as well as Housing 180, a non-profit organization that helps families get into homes. In her spare time, she likes to play golf, ski, cook, and travel. “My husband and I really prioritize getting out there, traveling and having those memorable experiences. We’ve had a lot of loss in our family, and we realize how short life is and why it’s important to enjoy it and have fun.”

As her business keeps growing, Kristi is determined to continue to give her clients the same high level of customer service and personal attention. “My goal is to have smaller face to face client appreciation events and give back to my people.”

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To learn more about Kristi Bringle please call (720) 530–1045, email kristi.bringle@gmail.com, visit kristibringle.com http://

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Emotional Fluency:

How to Communicate with Clients When Tensions are High Managing emotions, expectations, and personalities are central to a successful real estate career. After all, this is a business based on relationships and interpersonal communication. Likewise, real estate is built on one of life’s central milestones—homeownership. This means that stress, disappointment, excitement, and competition are inherently 20

involved in the process. As an agent, you take on the real estate world every day, but most of your clients aren’t well-versed in the norms of the industry and are likely riding an emotional roller coaster throughout.

Acknowledging this, how do you steer the ship when emotions and tensions are running high?

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For starters, it’s not always intuitive. Just like you add tools to your arsenal when it comes to marketing, social media, or lead generation, you also have to add emotional tools to your repertoire. Here are a few ways to diffuse tense situations and keep clients on an even keel—even during the ups and downs of the transactional process.

Create realistic expectations from the outset and reinforce them as you go As a seasoned agent, some aspects of the industry may seem run of the mill to you, but may come as a shock to your clients. That’s

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why communicating expectations from the beginning can help create reasonable touchpoints in the minds of your clients. In addition to talking through the steps of the transactional process with your clients, consider writing out a checklist or compiling a buyer’s guide that can serve as a resource for them throughout. Think of it like a security blanket, but one that’s built by facts, figures, and anecdotal experience. If you paint a clear picture of what to expect, clients are less likely to be taken by the surprise and react impulsively as a result. What’s more, reinforce next steps, expectations, and possible outcomes as you go. If your client is left to wonder or guess at what’s ahead or

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what will happen, they will either envision the worst-case scenario and panic, or they’ll misjudge the next step and be disappointed or left anxious as a result. Minimize surprises by communicating regularly, clearly, and with all options on the table.

When unveiling a problem, come to clients with potential solutions in hand Any agent worth his or her salt knows that bumps in the road are likely to occur along the way. You can’t promise a transaction free of stress or unforeseen issues, but you can minimize the ensuing stress by preparing you client in advance for any potential problems, and by addressing any problems

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clearly and with solutions already in hand.

Clients are likely to become agitated if a problem arises and they can’t understand why or what it means. That’s why slowing it down, talking it through, and offering potential avenues for recourse can quell fears and remind clients why they chose you to facilitate the transactional process. This means you’ll have to vigilant, proactive, and on the ball. Of course, it’s much easier to be an agent when everything is going great and flowing naturally. It’s when things take an unexpected or negative turn that true talent is really tested. Accordingly, show your clients that you are confident and in control by remaining adaptable, communicative, and clear in your problem-solving approach.

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Never underestimate the power of listening As an agent, you are probably well-versed in putting out fires and sourcing solutions. Sometimes, however, clients are really looking to you as a confidante and a listening ear. You’d be surprised how much nervousness you can resolve by simply offering a listening ear and offering reassurance. Sometimes it’s not about providing a band-aid or a practical solution; oftentimes, it’s all about listening. Clients need to feel like they’re being heard, even if you’ve heard it all before. By listening to their fears, acknowledging their perspective, and reiterating their goals—you display your empathy and understanding, which is often just what a client Top Agent Magazine

needs to feel better. In other words, you don’t have to break out the graphs and data each time a client airs his or her insecurity. First, slow down, listen, and interact on a personal level. You may stop an emotional upheaval in its tracks simply by putting your listening cap on.

Not all clients are alike. Some will require a little more hand-holding than others, but it’s your job to put yourself in their perspective, recognize the milestone at hand, and managing the personalities you’re working with. The next time you feel frustrated by a client’s unpredictable emotional energy, keep these insights in mind as you diffuse the situation, steer them to a place of comfort, and fortify your interpersonal skillset in the process.

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