MONTANA 3-22-21

MONTANA EDITION

MATT BUCKMASTER

SEAN AVERILL COVER STORY

THE WHITEFISH LAKE TEAM CRYSTAL CRAWFORD FEATURED AGENTS:

DAWN MARIE BUTTREY, DAN REDDICK

MONTANA EDITION

MATT BUCKMASTER

SEAN AVERILL

DAWN MARIE BUTTREY

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With a passion for helping others and a recommend her highly to anyoneDan lookingReddick 7 17 21 ® love of real estate, Dawn Marie Buttrey for a Realtor that gets it done.”Montana nati has made great strides as an agent in the a strong pas When Dawn isn’t working, she’s giving Ruby Valley region of Montana. Growing the state’s gr back to the community through the up in Montana, she went to New York City doors and all t Chamber of Commerce where she serves to attend graduate school and ended up to time, offer. Wo as an ambassador. During any free working for the National Center for Missing estate sin she’s practicing archery, fishing,real hiking, and Exploited Children. From there, she managed camping, or reading. Recently he’s married, a job with the federal government in CRYSTALtook CRAWFORD cessfully herREDDICK husband have three dogs, com the Department of Justice.

“I was there for DAWN MARIE BUTTREY she and THE WHITEFISH DAN chickens, turkey, and hopes to love one day 14 and a half years, LAKE but didn’t want to do of nature TEAM it forever,” she explains. So she resigned and moved expand to have longhorn and highland cattle.extensive exp back home to Montana, where she quickly found real rural recreatio to estate. Having now been in the industry for a little over Looking ahead, her sights are set on continuing agricultural pr two years, a growing portion of her business is from grow. “At Berkshire Hathaway, we are able to have our making him CONTENTS own brand, so I am working on that now, which will referrals and repeat clients. sought-after agent for those looking to relo be called Resolute Roots Realty.” No matter what, she learnbemore about Montana’s active lifestyle and grateful for her career in this business.

“I pride myself on integrity, ethics and being detail will always 4) 7 WHY YOUR 18) TO RECOGNIZE beenHOW so refreshing to come home and be weloriented,” sheREASONS says. “I always call people back and “It has PROSPECTS AREN'T TURNING TRUE LUXURY PROPERTIES Dan started out hissmall business by acquiring in town community.” respond in a timely manner.” Dawn takes her job very comed with open arms in this INTO CLIENTS properties. After quickly learning to love the seriously, and always aims to educate her clients so they can make the best decisions possible. “I’m not tion5 process, to get licensed and h 22) STEPS he TOdecided ACHIEVE here to13) manipulate them,NUMBERS: I’m here to represent them ers and sellersSUCCESS navigate theAS Montana market.

BY THE LONG TERM A and what they need. I want to put the ‘real’ back in generation Montanan, UNDERSTANDING THE TRUE REAL ESTATE AGENThe has unparalleled kn Realtor®.” For her buyers, she continuously searches of the area and takes pride in helping clients a VALUE OF SQUARE FOOTAGE for their ideal property and once it is found utilizes her to the community. His in-depth expertise of th negotiation skills to get them the best deal possible. well as his passion for the outdoors allow him Meanwhile, her sellers enjoy exceptional marketing, guide clients toward the best options. “I’m ver with their listings being posted on social media and edgeable about many of the things people c featured in local papers and magazines.

THE WHITEFISH LAKE TEAM

move down here for, such as the outdoors. T to ensure that each transaction goes smoothly After the transaction, clients leave glowing reviews mag@topagentmagazine.com | www.topagentmagazine.com about their time together. One recently said, “Dawn my clients get exactly what they want.” Than No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Marie takes care of you like you are family. Her relentless work ethic, Dan completes anywh Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published localmaterials, knowledge andMagazine expertise is impeccable.

Her for opinions expressed 30 to 40or transactions year.

Top Agent cannot be held responsible facts supplied by per its authors.

Phone 310-734-1440 | Fax 310-734-1440

response time was always quick, even when she was To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. For more about Dawn Marie Buttrey, in class all day she got back to me in a very timely please call 406-600-4802 Educating clients throughout the transact manner. She is a very capable negotiator because of or email resoluteroots406@gmail.com cess and ensuring that they understand ever her knowledge base and strength of being.

I would 2 Top Agent Magazine

of their real estate investment is an importan Dan’s process. Another significant trait he

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

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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MATT BUCKMASTER

SEAN AVERILL

THE WHITEFISH LAKE TEAM CRYSTAL CRAWFORD Top Agent Magazine

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THE WHITEFISH LAKE TEAM “The biggest thing that sets us apart from others is our attention to detail and answering our phones.

We’re constantly responding to people whether it’s through calls, texts or emails.”

When Matt Buckmaster graduated from college in Florida, he moved to Whitefish, Montana and began bartending. “Within six months, I earned my real estate license and started selling real estate,” he says. Today, he works with a partner, Sean Averill, and an assistant, 8

Crystal Crawford. Together they have made great strides in their region, even selling $202 million in real estate in 2020. The vast majority of their business consists of repeat clients and referrals, a testament to their determination and high level of customer service.

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“We have a full-time service team with Crystal, so our clients know they can call us 24/7 and we’ll answer the phone,” Matt says. Everyone on the team is responsive and communicates throughout each transaction. “The biggest thing that sets us apart Top Agent Magazine

from others is our attention to detail and answering our phones. We’re constantly responding to people whether it’s through calls, texts or emails.” This allows them to sell homes fast and help buyers find their dream homes in a timely manner.

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When it comes to marketing, Matt and his team also go above and beyond, advertising their listings on all the top real estate websites and social media.

“We are members of the local golf club, so we will also market listings internally through there.” With about half of their properties being located on Whitefish Lake, they have boats that they can take their buyers on to show homes.

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After the transaction, clients love to spread the word about Matt, Sean and Crystal’s work. One review reads, “I have used Matt on several transactions over the years and he is the best at what he does in the area. He is very responsive and is always motivated to go the extra mile to get your deal done. I would highly recommend him to anyone who needs a great real estate professional in the valley.” Another

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said, “Sean was extremely helpful in our purchase of a condominium in Whitefish.

He found exactly what we needed even though the property had been previously taken off the market. He and his team truly made the process seamless; we will Top Agent Magazine

definitely be back again with any future real estate needs!”

Looking ahead, The Whitefish Lake Team plans to continue growing.

“We’ve kind of created a way to supply 11

our own inventory by finding local investors and builders to go in and buy some vacant properties, so we probably do about ten spec homes a year,” Matt explains. “We are also reinvesting our own money into some additional projects.” Wherever their path leads, they

will no doubt continue to enjoy every minute of it.

“What we enjoy the most is the excitement of each transaction, getting our clients a great price and putting properties under contract.”

For more information about The Whitefish Lake Team, please call 406-261-8350 or email matt@purewestmt.com 12

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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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DAWN MARIE BUTTREY With a passion for helping others and a love of real estate, Dawn Marie Buttrey has made great strides as an agent in the Ruby Valley region of Montana. Growing up in Montana, she went to New York City to attend graduate school and ended up working for the National Center for Missing and Exploited Children. From there, she took a job with the federal government in the Department of Justice. “I was there for 14 and a half years, but didn’t want to do it forever,” she explains. So she resigned and moved back home to Montana, where she quickly found real estate. Having now been in the industry for a little over two years, a growing portion of her business is from referrals and repeat clients.

“I pride myself on integrity, ethics and being detail oriented,” she says. “I always call people back and respond in a timely manner.” Dawn takes her job very seriously, and always aims to educate her clients so they can make the best decisions possible. “I’m not here to manipulate them, I’m here to represent them and what they need. I want to put the ‘real’ back in Realtor®.” For her buyers, she continuously searches for their ideal property and once it is found utilizes her negotiation skills to get them the best deal possible.

Meanwhile, her sellers enjoy exceptional marketing, with their listings being posted on social media and featured in local papers and magazines.

After the transaction, clients leave glowing reviews about their time together. One recently said, “Dawn Marie takes care of you like you are family. Her local knowledge and expertise is impeccable. Her response time was always quick, even when she was in class all day she got back to me in a very timely manner. She is a very capable negotiator because of her knowledge base and strength of being. I would Top Agent Magazine

recommend her highly to anyone looking for a Realtor® that gets it done.”

When Dawn isn’t working, she’s giving back to the community through the Chamber of Commerce where she serves as an ambassador. During any free time, she’s practicing archery, fishing, hiking, camping, or reading. Recently married, she and her husband have three dogs, chickens, turkey, and hopes to one day expand to have longhorn and highland cattle.

Looking ahead, her sights are set on continuing to grow. “At Berkshire Hathaway, we are able to have our own brand, so I am working on that now, which will be called Resolute Roots Realty.” No matter what, she will always be grateful for her career in this business.

“It has been so refreshing to come home and be welcomed with open arms in this small town community.”

For more about Dawn Marie Buttrey, please call 406-600-4802 or email resoluteroots406@gmail.com 17

How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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DAN REDDICK Dan Reddick is a Montana native with a strong passion for the state’s great outdoors and all that it has to offer. Working in real estate since 1991, he’s managed to successfully combine his love of nature with his extensive expertise in rural recreational and agricultural properties, making him a highly sought-after agent for those looking to relocate and learn more about Montana’s active lifestyle and culture.

Dan started out his business by acquiring investment properties. After quickly learning to love the transaction process, he decided to get licensed and help buyers and sellers navigate the Montana market. As a 5th generation Montanan, he has unparalleled knowledge of the area and takes pride in helping clients assimilate to the community. His in-depth expertise of the area as well as his passion for the outdoors allow him to easily guide clients toward the best options. “I’m very knowledgeable about many of the things people choose to move down here for, such as the outdoors. That helps to ensure that each transaction goes smoothly and that my clients get exactly what they want.” Thanks to his relentless work ethic, Dan completes anywhere from 30 to 40 transactions per year.

Educating clients throughout the transaction process and ensuring that they understand every aspect of their real estate investment is an important part of Dan’s process. Another significant trait he believes has helped his career reach the success it has, is his ability to build a robust referral network by earning his clients’ trust. “I really take the time to listen to my clients and their individual needs. I have found that to be the best way to save time, so that I don’t lead them down a path that isn’t really what they want. I Top Agent Magazine

think that type of personal client-oriented service is why they feel confident in recommending me to their family and friends.”

Keeping up with innovative marketing strategies in order to help his clients’ properties stand out on the market is crucial for Dan. “Marketing has really changed in the last few years. I always strive to stay on top of all the latest digital social media marketing trends so that I can best serve my clients.”

Outside of his work, Dan enjoys spending time with his three kids. And as an avid outdoorsman, he loves to fish and go pheasant hunting with his dog. He has also been a licensed outfitter for fishing and hunting.

In the future, Dan wants to continue growing his successful business and helping buyers and sellers accomplish their real estate goals and dreams. “I truly enjoy all the different people I get to meet and their unique perspectives and stories. It’s a very rewarding feeling to be able to help clients, especially the non-resident ones who want to learn more about Montana and our local lifestyle. I look forward to continue sharing my knowledge about this wonderful state and setting my clients up for success.”

To learn more about Dan Reddick, please call (406) 580 – 0653, email danreddick66@gmail.com 21

5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

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FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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