CONNECTICUT 10-4-21

CONNECTICUT EDITION

HOW TO SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS COVER STORY

PETER KLEMM

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SUREFIRE METHODS THAT

MAKE FOR A PRODUCTIVE MEETING

TURN OPEN HOUSES INTO DESTINATIONS TOP AGENT TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING AGENT FEATURED AGENTS

VALENCIA T. REYNOLDS ALISON PERRELLI

CONNECTICUT EDITION

VALENCIA ALISON PERRELLI T. REY Selling a house is a big moment, a mile7 16 stone in our lives as a new chapter begins.

When she sold her home in 2003, Alison’s new chapter also became the start of a new career. Her REALTOR® at the time happened to own a local realty company. By the time the house sold, he had recognized Alison’s nascent talent. He encouraged her to become a REALTOR® and hired her as soon as she became licensed. From there, Alison began an eighteen-year history of successfully VALENCIA helping clients find their PETER KLEMM T. REYNOLDS dream home.

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and more all f tomized checklis “Every home req ing approach,” A home when it’s c go, and looking every detail.”

As a REALTOR back to her comm variety of charit Jude Children’s ALISON PERRELLI Towers Foundati Blind, and The Boston Child ® daughter worked as a teache Today, Alison is a top-producing REALTOR with from long-term illness.

Coldwell Banker Realty. She is a Coldwell Banker Sterling Society Award recipient and consistently ranks CONTENTS When she’s not working, Ali in the agent top-ten at her Branford, Connecticut office. writes her own culinary blog, Working primarily in the Greater New Haven and enjoys planning her annual D Shoreline UP areas that she has called home mostAGENT of her 4) HOW TO SPEED 18) for TOP TIPS AND dining, and traveling; her m After eight years in real estate, Valencia T. but a dolla life, Alison’s current business derives exclusively from FIRST-TIME HOMEBUYER QUESTIONS FORfrom CHOOSING real estate is dedicated t repeat and referral clients.

Alison consisReynolds has hit has hergarnered stride as a full-time Realtor Valen TRANSACTIONS YOUR LISTING AGENT husband and two daughters. Lo tent recognition for her customer service, celebrated in Connecticut, providing high-level isservice to cliwillinto expanding her business

by Connecticut Magazine as a Five-Star Award Winner where is also licensed.

C entsthe across the state. is recently the founder ofshe Women satisfy 14) TURN OPEN 22)She 3 has SUREFIRE METHODS every HOUSES year since award’s inception.

She to build client INTO DESTINATIONS THAT been brought for the 2022 Five MAKE Starwell RealFOR At forward The Well Ministries, as as process theA CEO anda newthorou growing her business to new fr Estate Agent award, honoring continued profesPRODUCTIVE MEETING Lead Agent of her Valencia Sells Houses At Keller customer senses her award-winning sionalism and commitment to service. Alison’s clients clients she loves has served so well Williams Legacy Partners. truly reason see that commitment every day in her extra-mile Valencia effort helping and hersuccessfully. transparency and com- throug to help them navigatepeople, their transactions Furthermore, Alison’s make care forher her aclients doesn’t stop passion comforting presence to clients on closing day.

She starts her handwritten holiday cards Phone 310-734-1440 | Fax 310-734-1440 trying to buy sure or sell theiryears’ home.

Valencia has built As a in early November, eighteen worth mag@topagentmagazine.com | making www.topagentmagazine.com a reputation for pinpointing needs and ence w of customers receive personalized holiday cheerpeople’s on No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine time. Alisonmeeting stays front-of-mind with all of herand clients them proactively effiis published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top ColdwellforBanker’s five-year personal Agent Magazine cannotthrough be held responsible opinions expressed or facts suppliedfollow-up by its authors. ciently, and her testimonials speak To subscribe or changemail address, send inquiryplan. to mag@topagentmagazine.com. marketing “You’d be surprised how quickly Published in the U.S. someone can forforget themselves to her level who their in realregards estate agent was,” Alison says.of “But my goal is to be their agent for life.” client satisfaction.

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When it comes to marketing, Alison harnesses the power Top Agent Magazine Connect with Alison at of ColdwellOne Banker’s Concierge services, engaging a of Valencia’s greatest strengths Alison.Perrelli@coldwellb robust marketing rollout for each listing. Professional

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 4

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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PETER KLEMM

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Peter Klemm is proud to be ranked among the nation’s top 250 realtors by Real Trends based on individual sales volume for the 6th year.

Those considering the purchase or sale of a luxury property in Connecticut’s Litchfield County, know that Peter Klemm’s phone number is the right one to dial. Famous for his unstoppable work ethic and his desire to provide each client with an unmatched level of 8Copyright Top Agent Magazine

service, Peter has been immersed in the real estate industry since childhood. He entered the family business after a short spell on Wall Street, concluding that he would rather serve the community he calls home and enjoy the freedom and flexibility of the real estate business.

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With over two decades of experience, Top Agent Peter Klemm is ranked as one of the best agents in America based on annual sales volume in the 2020 Real Trends The Thousand annual real estate survey. The heart of his business Top Agent Magazine

revolves around building and nurturing client relationships that are meant to last a lifetime. “We spend a lot of time with our clients and frequently become good friends, which plays a huge part in our company’s success,” he explains.

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The heart of Peter’s business revolves around building and nurturing client relationships that are meant to last a lifetime. “We spend a lot of time with our clients and frequently become good friends, which plays a huge part in our company’s success,” he explains.

As a Washington native—a charming rural town in Litchfield County—Peter and his family have many close ties with the community. His wife, Christina, is the newly elected President of The Gunn Memorial library. They support many other local organizations including Steep Rock Land Trust, Rumsey Copyright Top Agent Magazine 10

Hall School, and the amazing Spring Hill Arts Gathering (SHAG) festival.

“We’ve been actively involved in helping to make sure the festival continues as it brings a lot of rich culture to our community and helps stimulate the local economy, which is very important to our small town.”

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Outside of work Peter and his wife love to spend time together with their three young daughters who all lead an active lifestyle. Apart from tennis and golf, one Top Agent Magazine

of their favorite activities is travel. “We enjoy luxury hiking trips around the world and also love culture and finding great restaurants everywhere we go.”

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Looking ahead, Peter hopes one of his daughters will follow in his footsteps to continue the tradition of real estate excellence that customers have come to expect from the two previous

generations. “My hope is that eventually at least one of our girls will be interested in taking over the family business and serving our community with creativity and enthusiasm.”

To learn more about Peter Klemm call (917) 864–4940, email peterklemm@msn.com, or visit his website at peterklemm.com www.

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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property Top Agent Magazine

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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VALENCIA T. REYNOLDS

After eight years in real estate, Valencia T. Reynolds has hit her stride as a full-time Realtor in Connecticut, providing high-level service to clients across the state. She is the founder of Women At The Well Ministries, as well as the CEO and Lead Agent of Valencia Sells Houses At Keller Williams Legacy Partners. Valencia truly loves helping people, and her transparency and compassion make her a comforting presence to clients trying to buy or sell their home. Valencia has built a reputation for pinpointing people’s needs and meeting them proactively and efficiently, and her testimonials speak for themselves in regards to her level of client satisfaction.

a dollar sign and I’m truly not in it for the money,” Valencia says. “I care deeply about my clients. I’m willing to do whatever it takes to leave them with a satisfying experience.” Through her personal and thorough customer service, Valencia provides a sense of safety and peace for her clients. For this reason and others, she gets half of her business through repeat clients and referrals.

As a veteran agent with a great deal of experience working with people, Valencia is a skilled

One of Valencia’s greatest strengths as a real estate agent is the empathy with which she treats her clients. She is adept at maneuvering clients into a situation that meets their particular needs, and goes above and beyond expectations to find the best solution for her clients. “I don’t see clients as 16

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negotiator who consistently gets results for her clients. She is diligent and committed to them, and is willing to go to bat for them to help them accomplish their goals. “Just because I’m compassionate, doesn’t mean I’m not aggressive,” Valencia says. “When a client tells me there’s something they want, I’m going to do everything in my power to get it for them.” Valencia is an industry professional who takes pride in her ability to provide maximum value to everyone she works with, and she’s an agent you want on your side when buying or selling a home.

Valencia enjoys exploring new ideas when it comes to technology to make the transaction process seamless and efficient for her clients.

This comes into play with her marketing, where she uses her strong social media presence, as well as social media marketing platforms, to maximize exposure for her listings to prospective buyers. Additionally, she uses social media as a means to keep in touch with her past clients. When coupled with reaching out through email and inviting clients to events, this enables her to stay top of mind for past clients and expand her already extensive sphere of influence.

As a minister, Valencia is heavily involved with her local community - she works with various Homeless Outreach programs, is the Prayer Chairperson for Black Women United, teaches a Real Estate Course at Naugatuck Valley Community College, and provides a free first time home buyer seminar and credit restoration quarterly in her town. She loves spending time with her family, especially her grandchildren, and hopes to start her own brokerage firm in the near future. If you’re looking for a real estate agent in Connecticut who brings both strength and compassion to every transaction she works on, look no further than Valencia T. Reynolds!

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You can contact Valencia at (203) 589-2210 or ValenciaSells.Houses@gmail.com, or visit her website at valenciat.reynolds.yourkwagent.com http://

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 18

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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ALISON PERRELLI Selling a house is a big moment, a milestone in our lives as a new chapter begins.

When she sold her home in 2003, Alison’s new chapter also became the start of a new career. Her REALTOR® at the time happened to own a local realty company. By the time the house sold, he had recognized Alison’s nascent talent. He encouraged her to become a REALTOR® and hired her as soon as she became licensed. From there, Alison began an eighteen-year history of successfully helping clients find their dream home.

Today, Alison is a top-producing REALTOR® with Coldwell Banker Realty. She is a Coldwell Banker Sterling Society Award recipient and consistently ranks in the agent top-ten at her Branford, Connecticut office.

Working primarily in the Greater New Haven and Shoreline areas that she has called home for most of her life, Alison’s current business derives exclusively from repeat and referral clients. Alison has garnered consistent recognition for her customer service, celebrated

by Connecticut Magazine as a Five-Star Award Winner every year since the award’s inception. She has recently been brought forward for the 2022 Five Star Real Estate Agent award, honoring her continued professionalism and commitment to service. Alison’s clients see that commitment every day in her extra-mile effort to help them navigate their transactions successfully.

Furthermore, Alison’s care for her clients doesn’t stop on closing day. She starts her handwritten holiday cards in early November, making sure eighteen years’ worth of customers receive personalized holiday cheer on time. Alison stays front-of-mind with all of her clients through Coldwell Banker’s five-year personal follow-up mail marketing plan. “You’d be surprised how quickly someone can forget who their real estate agent was,” Alison says. “But my goal is to be their agent for life.”

When it comes to marketing, Alison harnesses the power of Coldwell Banker’s Concierge services, engaging a robust marketing rollout for each listing. Professional photography, virtual tours, floor plans, aerial views, Top Agent Magazine

and more all factor into Alison’s customized checklist for preparing a home.

“Every home requires a different marketing approach,” Alison explains. “I list the home when it’s completely done, ready to go, and looking its best with attention to every detail.”

As a REALTOR® who cares about giving back to her community, Alison supports a variety of charitable causes including St Jude Children’s Hospital, The Tunnels to Towers Foundation, Guiding Eyes for the Blind, and The Boston Children’s Hospital where her daughter worked as a teacher for children recovering from long-term illness.

When she’s not working, Alison is an avid baker and writes her own culinary blog, “The Real Foodie.” She enjoys planning her annual Derby party, entertaining, dining, and traveling; but her most cherished time away from real estate is dedicated to spending time with her husband and two daughters. Looking to the future, Alison is expanding her business to Boston, Massachusetts, where she is also licensed. Currently in the marketing process to build a new client base, Alison keeps busy, growing her business to new frontiers while maintaining her award-winning customer service for her Connecticut clients she has served so well for years.

Connect with Alison at 203-641-5232, email Alison.Perrelli@coldwellbankermoves.com, or visit alisonperrelli.cbintouch.com www.

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those Top Agent Magazine

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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