MARYLAND 6-29-20

MARYLAND EDITION

Is Starting a Team the Right Solution for Your Business?

Take My Word For It:

The Power of Testimonials & Making Word-of-Mouth Count

COVER STORY

CHRIS THOMPSON

By the Numbers: Understanding the True Value of Square Footage

FEATURED AGENTS

LEN HART JIMMY RUPERT

MARYLAND EDITION

Sara Lenes is proud to congratulate

LEN HART 6

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JIMMY R

Jimmy Rupert interests in real as his high sch looking at p properties as s real estate lice he looking to b a new career, t CHRIS LEN HART CHRIS THOMPSON JIMMY RUPERT THOMPSONbecome familiar with the current borhoods, and ultimately helped h on being featured for the State expert. “I slowly started out my of Maryland in Top Agent Magazine! showing homes to family and clo CONTENTS saw clients happy from those resul became an enjoyment for me,” he s that way ever since.

4) EASY BLOG TOPICS FOR YOUR REAL ESTATE BLOG

Sara Lenes | Branch Manager | NMLS #142787 Office: 443.574.9540 | Cell: 410.440.8458 9) IS STARTING A TEAM THE sara.lenes@swbc.com | swbcmortgage.com/sara-lenes

17) BY THE NUMBERS: UNDERSTANDING TRUE JimmyTHE is now in his tenth year in VALUE OF SQUARE FOOTAGE he heads his own team, Team Ru

of two agents, his father-in law, D Jimmy serves RIGHT FOR YOUR 22) TAKE MYBrian.

WORD FOR IT: all counties in M 11085 Stratfield CtSOLUTION | Marriottsville, MD 21104 Arundel County being the most activ BUSINESS? THE POWER OF TESTIMONIALS about 95% of his business is repeat & MAKING WORD-OF-MOUTH point that the bulk of his marketing COUNT past clients. Jimmy maintains thos ships with clients via monthly mai which include little home maintena weekly emails and monthly phone Phone 310-734-1440 | Fax 310-734-1440 past clients. “I try to use the meth prefer,” he says. Jimmy also has a mag@topagentmagazine.com | www.topagentmagazine.com CoEvo Marketing. Regardless of t No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent pointthe that he isofselling, Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure accuracy published he uses HD materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. sional video walkthroughs and tours To subscribe or change address, send inquiry to mag@topagentmagazine.com. posted to social media, and becaus Published in the U.S. military installations in Jimmy’s ar military-specific sites. www.

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Top Agent Magazine His hard work, charisma and true p ness has made his reputation as a qu

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again.

Real estate bloggers should be less concerned with whether the same post already exists (it does) 4

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine.

Pillar content refers to those evergreen posts that never get old because they are always timely.

Think about those questions that you’ve had to

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answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby?

What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming.

Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined.

You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal.

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Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in.

Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful.

The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression.

If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

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LEN HART Len Hart worked in the commercial printing business for the first 28 years of his career, but when his printing plant in Silver Springs, MD, closed in 2002, Len found himself in need of a new job. “I stopped and had lunch with a real estate agent I worked with in the past who was then a broker with RE/MAX Exclusive in Hanover, MD,” he says. “As we had lunch, the Broker suggested that I start working in real estate. I checked into it, and I started soon after and my business grew very rapidly.”

“I really like working with people and being their trusted advisor, and helping them understand the process,” Len says of his work. “It’s teaching them so that there’s no mystery...so it’s a lot of up-front teaching and coaching them through what the process will look like, so they’ll know what to expect and there are no surprises.”

Today, Len will be starting his 17th year in real estate.

He works as a solo agent at RE/MAX Advantage Realty, though co-markets and co-brands with two other agents. “One day I will retire and they will take over my book of business and continue working with my past clients,” he says. Referrals and repeat calls from past clients make up about 70% of Len’s business.

Len is also looking towards the future of his business. “I want to continue to grow. For the last three years I’ve been at a high level of business, mainly with listings, and the dollar value of those listings has grown considerably. Continuing to find, market, and sell high-dollar listings is my top goal,” he says. “I also plan to work with age-restricted communities and help people transition through downsizing.” He sums up his approach to real estate simply: “I’m caring. I want people to know what it is they’re doing.”

“I’ve always treated [clients] with utmost respect,” Len says of why people come back to him time and again. “Something I learned a long time ago is that it’s their house, not mine. I aim to sell myself only and become a ‘project manager’ so I can navigate them through the process of meeting their home goal. The only thing I’m selling is myself and my services to people who choose to work with me.”

“One of the things I found success with was staying in touch with my past clients,” Len says. “They were a great source of referrals and business.” Marketing is also key to getting business, and Len uses all professional photography for his listings, as well as the numerous marketing tools accessible to him via RE/MAX. “Their social media posts and Internet marketing tools help attract potential buyers to the listings which help get them sold quickly,” he says.

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“Outside of real estate, I work with the Kiwanis Club of Ellicott City, and have served as their past president, which keeps me involved in community service projects,” Len says. He’s also active in his church. He also enjoys spending time outdoors, both at the beach and in the mountains, with his family.

TO LEARN MORE ABOUT LEN HART, please email lenhart3963@gmail.com; visit maryland-realestate.net; or find him on Zillow, Realtor.com, and RE/MAX; or call 410-925-3836 https://www.zillow.com/profile/Len-Hart/

www.

https://www.realtor.com/realestateagents/len-hart_ellicott-city_md_427218_935784345

https://www.remax.com/real-estate-agents/len-hart-ellicott-city-md/100026118

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Sara Lenes is proud to congratulate

LEN HART

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

Sara Lenes | Branch Manager | NMLS #142787 Office: 443.574.9540 | Cell: 410.440.8458 sara.lenes@swbc.com | swbcmortgage.com/sara-lenes www.

11085 Stratfield Ct | Marriottsville, MD 21104

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Leslie Lutz is proud to congratulate

LEN HART

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

Leslie Lutz | Processor/Marketer/Settlement Officer P: 410-821-1401 | C: 240-271-2504 https://rpsettlement.com 1407 York Road, Suite 201, Lutherville, MD 21093

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Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

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The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans10

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

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CHRIS THOMPSON

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Top Agent Chris Thompson, along with his team of agents serve clients all over the state of Maryland—the vast majority of his business consists of repeats and referrals.

For Chris Thompson, entering the real estate world was a natural decision. He graduated college and wasn’t sure what steps to take next. “My dad worked in real estate, and always wanted me to come work with him,” he says. “So after a few months of job hunting, I ended up moving 12Copyright Top Agent Magazine

back to Maryland and going to real estate school.” It’s now been 14 years, and Chris has loved every minute of his career. With a team of agents helping him serve clients all over the state of Maryland, the vast majority of his business consists of repeats and referrals.

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“I think it’s the service and results that set us apart in this industry,” Chris says. “We offer a personalized approach. Whoever we’re working for, that’s how we’ll make our strategy. If we’re working for a seller, Top Agent Magazine

we want the goal to be selling the home for the most amount and best terms. If we’re working for a buyer, we want to get them the best deal possible.” This dedication has helped Chris and his team Copyright Top Agent Magazine13

“We offer a personalized approach. Whoever we’re working for, that’s how we’ll make our strategy. If we’re working for a seller, we want the goal to be selling the home for the most amount and best terms. If we’re working for a buyer, we want to get them the best deal possible.” grow, completing over 70 transactions in 2019 alone. By being there for his clients throughout the transaction, guiding them and educating them along the way, both buyers and sellers love to spread the word about his work.

One buyer recently said, “Chris Thompson is one of the best agents that I have met.

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From day one he knew exactly what we wanted and showed us many houses that we loved, were beautiful, and were in our price range. When we would look at a house he would tell us his honest opinion and outline things that my fiance and I needed to think about when looking into purchasing a home. I would highly recommend Chris Thompson if you are in need of purchasing Top Agent Magazine

or selling at home. He is very personable and a great guy to be around when you are about to make a huge decision!”

When Chris isn’t working, he’s giving back to the community. He recently came Top Agent Magazine

up with a program called Operation Local Hero in conjunction with Eastern Title and Mortgage Link. “It helps us give back to our local heroes, like police, firefighters, and school staff, by giving them a substantial credit when they purchase Copyright Top Agent Magazine15

a home.” Chris is also involved in local sports, coaching lacrosse, and worked with The Bernie House, a non-profit that offers transitional housing to domestic abuse survivors. During any free time, he loves hanging out with his wife and six children.

Chris Thompson Team ”Your Home Sold in 29 Days, Guaranteed”

301.540.1830

ChrisThompsonTeam.com Town Center

As Chris looks ahead, he is hoping to add more agents to his team. “Since the pandemic I have already interviewed two new people to the team,” he says. And no matter what the future holds, he will always find joy in what he does. “Being able to give back and help people is what I love most.”

For more information about Chris Thompson, please call 301-758-2679 or email christhompsonhomes@gmail.com

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n

Called “below grade spaces,” basements and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n

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Did you know the space inside closets and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

When recording square footage, ANSI actually suggests performing measurements from a property’s exterior—though this method does not account for the

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thickness of exterior walls, which could skew square footage numbers. n

Just like below grade spaces, a garage, a pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take. n

First, you’ll need a few things to get started, including a tape measure that can measure at least 100 ft., graph paper, and a pencil.

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Next, choose a room to start measuring wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.

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From there, draw out the wall you measured and measure the remaining walls in the

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room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage. n

As you go measure throughout the home, using your own system to scale, you will construct a failsafe floorplan.

Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.

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JIMMY RUPERT Jimmy Rupert says he always had interests in real estate, even as early as his high school days. He began looking at potential investment properties as soon he received his real estate license. Not only was he looking to better his future with a new career, this also helped him become familiar with the current markets and neighborhoods, and ultimately helped him become a local expert. “I slowly started out my business by mainly showing homes to family and close friends. Once I saw clients happy from those results, the career move became an enjoyment for me,” he says. And it has been that way ever since.

Jimmy is now in his tenth year in real estate. Today, he heads his own team, Team Rupert which consists of two agents, his father-in law, Dan, and his cousin, Brian. Jimmy serves all counties in Maryland with Anne Arundel County being the most active. He estimates that about 95% of his business is repeat and referral, to the point that the bulk of his marketing is directed towards past clients. Jimmy maintains those personal relationships with clients via monthly mailings and postcards, which include little home maintenance tips, as well as weekly emails and monthly phone calls and texts with past clients. “I try to use the method of contact they prefer,” he says. Jimmy also has a full-time marketer, CoEvo Marketing. Regardless of the property’s price point that he is selling, he uses HD photos and professional video walkthroughs and tours. Everything is also posted to social media, and because there are a lot of military installations in Jimmy’s area, he also posts to military-specific sites.

His hard work, charisma and true passion for his business has made his reputation as a qualified REALTOR® rise quickly and truly sets him apart. “I treat every client the same regardless of their price range,” Jimmy says. He specializes in many ways; first-time homebuyers, investors looking for a great deal, estate sales and/or homeowners looking to sell and search for their forever home.

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“I treat each client with honesty and integrity,” Jimmy says. “I guide them each step of the way and let them take their time with the process. I never rush anyone. I make sure they are 100% happy before I even look at the commission. I just want to help people, to take them by the hand and show them we genuinely care. My team is made up of my family, which is how we treat each client, like family.”

“You always hear the cliché, if you do what you love, you never work a day in your life, but I actually feel that way,” Jimmy continues. “Being able to help [clients] succeed with their homes, getting them the results they desire and deserve, seeing that smile on their face at settlement and having them thank you, it really makes me feel good and makes me want to help the next client.

Being able to help someone achieve their goal(s) is truly satisfying.”

And when it comes to helping people, Jimmy does not just limit activities to his work. He sponsors two local Little League teams and coaches his son’s basketball team. Jimmy leisurely plays golf and men’s softball himself. All in all, Jimmy enjoys showing off what the great state of Maryland has to offer and hopes to be able help more and more new clients with their home needs in the near future.

To learn more about Jimmy Rupert, please visit jimmyrupert.com, email jimmyrupert1212@gmail.com, find him on Facebook, or call/text him 443-618-5917 http://

https://www.facebook.com/Jimmy-Rupert-Your-Maryland-Realtor-496444270462631/?ref=hl

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Take My Word for It:

The Power of Testimonials & Making Word-of-Mouth Count Ratings, reviews, and testimonials are among the most powerful tools an agent or real estate professional has at his or her disposal. Think of it this way: almost all of us go online to get a sense of dining options, film scores, and product reviews. When it comes to real estate pros, people what the same measure of comfort and advice from those who have already experienced your services. The 22

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver.

With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do.

If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by showTop Agent Magazine

casing stellar reviews and testimonials that shine upon your character and delivery. When pitched by two agents with similar experience and credentials, but only one has the testimonials featuring positive experiences and lasting relationships—wouldn’t you be more inclined to work with the agent who has a proven track record of success?

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective.

If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial.

Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

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