MISSOURI 6-15-20

MISSOURI EDITION

8 TIPS ON USING DISRUPTIVE THINKING TO IMPROVE

INNOVATION

COVER STORY

TOP AGENT TIPS AND QUESTIONS FOR

CHOOSING YOUR LISTING AGENT

SHARON HASTY

5 Ways to

TRANSFORM RENTERS INTO OWNERS

FEATURED AGENTS

DEBBIE DUTTON ASHLEY GABRIELSON

MISSOURI EDITION Jason Emerson is proud to congratulate

ASHLEY GABRIELSON 4

ASHLEY GABRIELSON

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SHARON HASTY

on being featured for the StateCONTENTS of Missouri in Top Agent Magazine!

6) 5 WAYS TO TRANSFORM RENTERS INTO OWNERS 15) UNTANGLING THE BIDDING WAR: A BUYER’S http://www.libertylending.org & SELLER’S PERSPECTIVES

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DEBBIE DUTTO

For years, Debbie Dutton as a Director of the Education and Support at a private school. Afte was eliminated, she foun searching for an alternati that balanced her commu DEBBIE DUTTON with her entrepreneuri rations. She decided to the real estate industry. After spending a day a friend in the business, she was inspired. “Ev after that meeting is a whirlwind,” Debbie say there, I got my license and went into the busin things have been great ever since.”

Today, Debbie is a Realtor for Coldwell

18) TOP AGENT Gundaker, TIPS where AND she assists clients throug LouisFOR countyCHOOSING and city, St. Charles County and QUESTIONS County. Leaning on her ten years of experien YOUR LISTING AGENT business, Debbie has developed a workflow

clients of all kinds. “I recognize that this is a p she says. “We cater our approach to our clients

22) 8 TIPS ON USING When listing a property, DISRUPTIVE THINKING TO Debbie offers a wi services. Through Coldwell Banker G IMPROVE of INNOVATION she provides a Listing Concierge, which

professional photography, videography and sion advertising. She also markets clients’ h utilizing cutting edge technology such as M Elsewhere, she extends their digital reach throu Phone 310-734-1440 | Fax 310-734-1440 open houses and advertisements over social m to generate as much buzz as possible around t mag@topagentmagazine.com | www.topagentmagazine.com Through it all, Debbie remains open and com No portion of this issue may be reproduced in any manner whatsoever without priortive consent the publisher.

Topgo Agent withofher clients. “I over and above Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published customer service,” she says. “If my clients materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. reach me, I’m there for them, anytime. They c bother me.”

Published in the U.S.

jason.emerson@libertylending.org

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Debbie maintains these values for client serv assisting her homebuyers, making sure that t the home that’s right for them. For her, though Top Agent Magazine lasts well after the transaction has finished. She check in and see that they are succeeding in t

mailto:mag@topagentmagazine.com

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ASHLEY GABRIELSON Ashley Gabrielson was born and raised in the historic town of Chillicothe, Missouri. While she was pregnant with her eldest of 3 daughters in 2010, she was working as a secretary at United Country Graham Agency. “I was doing such a thorough job that my boss suggested I start selling,” she recalls. And the rest is history.

She received her real estate license in 2011 and furthered her education in 2016 by earning her broker’s license.

In 2019, she became broker/owner of United Country Graham Agency. “Selling real estate is my passion and bringing new friends into this beloved community is what keeps me going,” she exclaims.

Ashley is now working with her team of sales professionals to remain the “greatest United Country team in northwest Missouri.” Chillicothe is located in Livingston County of northwest Missouri and was rated #3 Best Places to Live in Rural America in 2008. “We’re a very small, rural town with not a lot of new builds,” Ashley notes. “So people tend to stay in their homes anywhere from 10-15 years.” Even so, Ashley says she does receive quite a few repeat and referral clientele. “In the last 10 years, I have had clients that I’ve moved up to three times,” she says.

our house. She also found our perfect forever home.

Her dedication and work ethic are the reason she is so successful!”

What’s more, Ashley has been recognized for her excellence, having won several awards, including the Pinnacle Award annually since 2014.

Ashley markets her listings utilizing a variety of methods. “Right now virtual tours are big,” she observes.

“We also push out our listings through social media as well as in quarterly catalogues and through real estate websites,” she states.

She is very proud of her small, rural hometown, of which her mother is the mayor. “Chillicothe is the home of the original bread slicer, so we are literally ‘the best thing since sliced bread,’” she laughs. Consequently, Ashley is very active with the local chamber of commerce, which produces multiple events every year. “We love our town.

The people are kind and there’s so much hospitality,” she says. “It’s a great place to live, and I love bringing new people here.”

Ashley hopes to continue to expand her business. “We just want to keep on, keeping on,” she says. “My team is like a family and we will continue to help and support each other moving forward.”

Ashley makes a point of staying in touch with her customers on a regular basis. “Social media is our biggest asset, but I also reach out with emails and phone calls,” she says.

It’s essential to Ashely that she make her clients happy.

“There’s nothing better than seeing the smiles on the faces of families walking into their new homes,” she says.

And her clients appreciate her stellar work ethic and tenacity. One recently wrote in a review: “My agent was phenomenal! She went above and beyond the calling of a real estate agent. Ashley Gabrielson listed and sold

To learn more about Ashley Gabrielson, email ashley_gabrielson@yahoo.com, visit grahamsold.com/all-listings, or call (660) 646-SOLD (7653) http://

Copyright Top Agent Magazine

Jason Emerson is proud to congratulate

ASHLEY GABRIELSON

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

http://www.libertylending.org

jason.emerson@libertylending.org

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 6

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.

That’s where your expertise as an agent comes Top Agent Magazine

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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SHARON HASTY

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SHARON HASTY Top Agent Sharon Hasty is a Broker and Sales Associate at RE/MAX Best Choice, where she assists clients throughout Missouri, starting with St. Louis and heading South down the Highway 55 corridor towards Ste Genevieve.

Having spent her life working in the corporate sphere, Sharon Hasty knew she wanted a change. In the 1990s, she began exploring real estate investment with the help of her family.

Sure enough, she fell in love with the business.

At last, Sharon had found a career path that complimented her drive for entrepreneurship 10 Copyright Top Agent Magazine

with her love of collaboration and helping others. After earning her license, she set forth on her journey as a Realtor—and the rest is history.

Today, Sharon is a Broker and Sales Associate at RE/MAX Best Choice, where she assists clients throughout Missouri, starting with St. Top Agent Magazine

Louis and heading South down the Highway 55 corridor towards Ste Genevieve. Over the years, she has built a robust network of friendships in the area, with the vast majority of her transactions coming from either repeat clients or referrals. However, Sharon doesn’t pay attention to the numbers. “I don’t focus much on my annual volume,” she says. “The relationships are what matters most.”

What’s the secret to all this success? Sharon chalks it up to a people-first approach. “My clients trust that I will always put them first,” Top Agent Magazine

she says. “Everyone gets the same treatment, and I’m honored to fight for them.” Indeed, throughout her career, Sharon has never lost her enthusiasm for meeting new clients and matching them with their dream homes.

When listing a property, Sharon offers a strong expertise with online marketing, ensuring that she reaches as many prospective buyers as possible. By harnessing websites like Facebook, she provides clients with widespread attention in the digital space. “Social media has become the key to our industry,” she says. “So 11 Copyright Top Agent Magazine

“Nothing matches the joy of helping people. I really appreciate the opportunity to coach my clients and improve their lives. That privilege is unique to our industry.”

I work to keep ahead of the curve.” Beyond these online outlets, Sharon also utilizes her connections around Missouri to further link her buyers and sellers.

Above all, Sharon lives for the moment when she connects her clients with their future homes. “Nothing matches the joy of helping people,” she says. “I really appreciate the Copyright Top Agent Magazine 12

opportunity to coach my clients and improve their lives. That privilege is unique to our industry.”

Sharon has extended her altruistic values to those in her own community, serving her local Chamber of Commerce, a member of St Joseph’s Parish and actively volunteering when asked. She also plays an active Top Agent Magazine

role in donations to area charities, such as the Children’s Miracle Network. “I volunteer whenever I can,” she says. “And if someone around here needs something, they know to come to me.”

relaxing on her patio. But through it all, she remains a phone call away from her clients.

“This is a full time business,” she says. “You have to make yourself available to clients whenever they need you.”

Outside of work, Sharon loves spending time with her daughters, playing board games and

Years ago, Sharon made a decision to change her life and pursue a new career in

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real estate. Today, having fully realized her dream, she has forged deep connections throughout her community while working thing new, and Sharon is forever

up to the challenge. “Relationships matter most in real estate,” she says. “I cherish every opportunity to meet someone new and better their life.”

To learn more about Sharon Hasty email sharonhasty@remax.net, visit sharonhasty.com or call (636)524-6087 www.

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Top Agent Magazine

Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 16

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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DEBBIE DUTTON For years, Debbie Dutton worked as a Director of the Parent Education and Support program at a private school. After her job was eliminated, she found herself searching for an alternative career that balanced her communal spirit with her entrepreneurial aspirations. She decided to explore the real estate industry. After spending a day meeting a friend in the business, she was inspired. “Everything after that meeting is a whirlwind,” Debbie says. “From there, I got my license and went into the business, and things have been great ever since.”

home. “I won’t let my clients forget about me after they close on their house,” she says. “Since they’ve already had a positive experience, they’re always glad to hear from me.” For this personalized approach, Debbie has earned herself an excellent reputation in the area, with the vast majority of her volume coming from either repeat clients or referrals.

Today, Debbie is a Realtor for Coldwell Banker Gundaker, where she assists clients throughout St. Louis county and city, St. Charles County and Jefferson County. Leaning on her ten years of experience in the business, Debbie has developed a workflow to assist clients of all kinds. “I recognize that this is a process,” she says. “We cater our approach to our clients’ needs.”

Elsewhere, Debbie enjoys spending time on the beach with her husband, Rick, who also helps out around her business.

When listing a property, Debbie offers a wide array of services. Through Coldwell Banker Gundaker, she provides a Listing Concierge, which includes professional photography, videography and television advertising. She also markets clients’ homes by utilizing cutting edge technology such as Matterport.

Elsewhere, she extends their digital reach through video open houses and advertisements over social media, all to generate as much buzz as possible around the home.

Through it all, Debbie remains open and communicative with her clients. “I go over and above board on customer service,” she says. “If my clients need to reach me, I’m there for them, anytime. They can never bother me.”

Debbie maintains these values for client service when assisting her homebuyers, making sure that they find the home that’s right for them. For her, though, service lasts well after the transaction has finished. She loves to check in and see that they are succeeding in their new Top Agent Magazine

Outside of her career, Debbie values helping out around her community. On top of regular donations to an area summer camp, she has also organized dinner for her clients that benefit various local charities, such as the St. Patrick’s Center. “I get involved whenever something strikes me and I see a need,” she says.

When examining the future, Debbie has only one idea in mind. “Keep going,” she says with a laugh. In the months ahead, she is considering adding a second agent to assist with her expanding client list. But for the time being, Debbie is perfectly happy offering clients unmatched service in the career she adores. “I will always give the highest level of service and care that I can,” she says. “My clients can count on me to be there at all times.”

www.

To learn more about Debbie Dutton email debbie.dutton@cbgundaker.com, visit yourstlrealestateagent.com or call 314-398-4909 Copyright Top Agent Magazine 17

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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8 Tips on Using Disruptive Thinking to Improve Innovation You might be wondering what disruptive thinking is. How can anything disruptive be good? Well, if you’re caught in a stagnant place, shaking things up might be exactly what you need to gain some momentum in your personal or professional life.

the norms that keep you from being creative and implementing big ideas. Here are some simple things you can do to find opportunities that might be hidden if you stay stuck in the status quo.

Sometimes taking a step out of your bubble will give you a much needed perspective and allow you to achieve the breakthrough you need to take things to the next level. There is no more valuable commodity in today’s business world than innovative thinking, and the key to innovative thinking is breaking down

1. TAKE RISKS

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Without risks, there usually won’t be any major rewards. Sure being steady and careful might keep things going marginally well, but if you really want to go big, you need to go all in sometimes. If you go through the history of great innovations, none of them

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt.

2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition.

3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea.

4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out.

5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead Top Agent Magazine

to a million reasons why something won’t work. But there really is no harm in ignoring your initial impulse and thinking it though a bit more. If you or someone you work with has passion for an idea, it’s definitely worth pursuing.

6. CHANGE YOUR PERSPECTIVE We tend to look at things in a linear way.

If you feel like you’ve stalled out on something, literally flip the script. Re-imagine it from different perspectives, reverse engineer the process. Anything you can do to see it from all angles, might get the creative juices flowing again, and could even lead to a breakthrough.

7. VALUE CHAOS Yes, it’s great to be organized and have a plan, but sometimes a little randomness can be that added ingredient that makes it all work. One of the major keys to successful disruptive thinking is breaking up everyday patterns. Sometimes the path to rational solution is filled with chaotic moments.

8. BE WILLING TO LET GO Don’t be rigid. Even the best ideas can always be refined and improved. You’ve invested a lot of time in your idea and it can be hard not to cling to it, but input from other people will only strengthen what you want to do.

Having big ideas is great, but you also need to be pragmatic. Recognize changes you might need to make to get your big idea implemented. Disruptive thinking is all about flexibility.

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