NATIONWIDE MORTGAGE 4-17-23

NATIONWIDE MORTGAGE EDITION

SMALL YARD?

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BIG STATEMENT: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS FEATURED LENDERS

BRIAN MARCHAND CRAIG GHIO

HOW TO SEND SMARTER EMAILS

BY THE NUMBERS:

UNDERSTANDING THE TRUE VALUE OF SQUARE FOOTAGE COVER STORY

RICHARD RAY

NATIONWIDE MORTGAGE EDITION

CRAIG GHIO

BRIAN MARCHAND

Beach York Mortgage, leverages over A longtime Caliver New resident, Craig don’t even reali twenty years in the mortgage industry to 7 16 20 simplify the home loan process. Richard Ghio has always possessed an entrepreto buy a home. manages the home loan experience with an owner operator mentality, and by takneurial spirit.ingHe more rewarding a handswould on approach. begin “We are the his career ‘DMV Home Loan Experts ’ – my team absolutely outstanding.

If everybodyestablished in auto sales, isdoes where he further on their credit an a little, then nobody has to do a lot, and that gives us the ability to partner the communication skills and penchant for achieve the Ame with REALTORS and builders, to help the country achieve homeclient servicefamilies thatacross later need to ownership inhe record would breaking numbers.”

For officer.

Richard, the seedsSoon were planted at excel as a loan after relocatOutside of mortg an early age. “My parents taught me the importance of finances at the age of 10, ing to Long Island, he decided to his communi when they opened my first bank account to switch to deposit my newspaper route earnings.”

His profession came fruition when he tracks and pursue hisinto mortgage license agents at Quintes was a teenager. “I actually started college when I was only fifteen,” heof recalls, “and I at the recommendation a good friend he contributes to got recruited by Norwest Financial when I was sixteen years old. That’s when I started in the In BRIAN the years since, he has such as toy drive as an intern, and I never left theMARCHAND mortgage RICHARD RAYindustry.

CRAIG GHIO business!” His impact on the industry has given him the experience to oversee a vast gone on to author an accomplished career in mortgages, son. While also providing sup repertoire of loans, including residential, commercial and non-traditional. Despite establishingBrian athis network of Richard satisfied clientsloan thatoffispansin therec leagues, he is equally comm mortgage industry.

“We’re pretty e Marchand an experienced breadth and familiarity, is insists that outstanding service is more Orange County, Westchester County, Dutchess County, unteering at job fairs throughou ceraboutwho career in real estate sales to become a big powerhouse moving fo expertise,started empathy, andhis flexibility than anything else. “There is no such thing ‘one-size-fits-all’ us clients one of the “I mortgage. wasEveryrepresenting large-scale making and beyond.inasclienta1993. with or largest giving credit back,uni he has their own set of circumstances and their own set ofand goals. We make sure the country.”

With his extensive expe developers new construction projects,” he visiting the gym, or enjoying a we hand-tailor our approach to customize a road map toward homeownership for the market took a turn and adaptability to and change, Brian is wel explains.

“And when CONTENTS Today, Craig is Senior Loan Officer with Quintessential with family friends. everyafamily we work with.” in 2007-2008, I decided to look into a new tioned to help many more clients achiev Mortgage Group, where he assists clients throughbut stay close to what I loved.” At that home ownership and refinance goals.

4) SMALL YARD? BIGcareer 18) HOW TO SEND out Westchester and the surrounding areas.

Looking ahead, Craig has exc time, a County family member suggested he Combining his elite business acumen with his acute of his business. As his volum STATEMENT: HOW TO SMARTER EMAILS explore a career in mortgage lending, knowledge of his the industry, he has cultivated growth, he intends on further as friend was opening a mortgagea boutique MAKE THE MOST OUT OF process to meet the demands of any transaction, from scaling his leading standards t division at First Niagara Bank. Brian MICRO OUTDOOR SPACES 21) BY THE NUMBERS: gave it a shot, and it ended up being residential to commercial mortgages. truly work for a great compan one of the best decisionsUNDERSTANDING he’s ever be inTHE the position I’m in today made.

Since then, he has completed 14) 5 THINGSAtYOU TRUE VALUE OF Quintessential Mortgage Group, Craig offers clients Mortgage Group. After all, it’s thousands of mortgages and worked a suite of loan products, specializing in everything from strong back office and compan CAN DO TO ACHIEVEfor different companies SQUARE FOOTAGE before setConventional, and USDA to Non-QM career. Because of our group, I YOUR BIGGEST GOALS tlingFHA, in withVA a credit union inloans Albany, options likeNew bankYork, statement DSCR products for work to the next level while pr for the loans, past eight years. investors, and commercial No matter to all my clients.”

Recently, his creditloans. union merged with the client, another large credit union, and Brian he personalizes his approach to their needs, ensuring excited to becatered part of directly the blending a seamless istransaction to their best Phone 310-734-1440 | Fax 310-734-1440 process that will create a major player interests. In fact, he enjoys keeping in touch long after mag@topagentmagazine.com the deals are done |towww.topagentmagazine.com cultivate an ongoing relationship and bemake sure inhis are fully without satisfied their Copyright Top Agent M No portion of this issue may reproduced anyclients manner whatsoever prior with consent of the publisher. Top Agent Magazine purchase. GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top is published by Feature Publications Richard Ray, Managing Partner with

®

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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.

Over the years, Craig has earned a fantastic reputation Published in the U.S.

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throughout New York among clients and colleagues alike, with the vast majority of his volume coming from repeat clients or referrals. Having completed 30 million in volume, in 2022 alone, he remains focused on the core values that set him apart. “At the end of the

Contact Craig email craig@q

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 4

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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RICHARD RAY Top Agent Magazine

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Richard Ray, Managing Partner with Caliver Beach Mortgage, leverages over twenty years in the mortgage industry to simplify the home loan process. Richard manages the home loan experience with an owner operator mentality, and by taking a hands on approach. “We are the ‘DMV Home Loan Experts ’ – my team is absolutely outstanding. If everybody does a little, then nobody has to do a lot, and that gives us the ability to partner with REALTORS® and builders, to help families across the country achieve homeownership in record breaking numbers.”

For Richard, the seeds were planted at an early age. “My parents taught me the importance of finances at the age of 10, when they opened my first bank account to deposit my newspaper route earnings.”

His profession came into fruition when he was a teenager. “I actually started college when I was only fifteen,” he recalls, “and I got recruited by Norwest Financial when I was sixteen years old. That’s when I started as an intern, and I never left the mortgage business!” His impact on the industry has given him the experience to oversee a vast repertoire of loans, including residential, commercial and non-traditional. Despite this breadth and familiarity, Richard insists that outstanding service is more about expertise, empathy, and flexibility than anything else. “There is no such thing as a ‘one-size-fits-all’ mortgage. Every client has their own set of circumstances and their own set of goals. We make sure we hand-tailor our approach to customize a road map toward homeownership for every family we work with.”

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“We are the ‘DMV Home Loan Experts’ – my team is absolutely outstanding. If everybody does a little, then nobody has to do a lot, and that gives us the ability to partner with REALTORS® and builders, to help families across the country achieve homeownership in record breaking numbers.”

On top of originating his own personal pipeline, which at any given time consists of over $100 million dollars in families seeking homeownership, Richard has also contributed to building and managing an award winning Top Agent Magazine

company culture and infrastructure which has resulted in over a billion dollars in fundings.

Richard has made significant contributions to the mortgage industry in the areas of origination, infrastructure, training, recruiting Copyright Top Agent Magazine9

and culture. These contributions have landed him in the position to be ranked amongst the top 1% of mortgage originators in America. In addition, he has earned many honors including but not limited to presidents club, top purchase lender, and he was selected to represent mortgage brokers at the New York Stock Exchange.

In addition to serving current clients, Richard is excited to share his depth of industry expertise with those who are new to a life of homeownership. “We consider ourselves to be advocates of consumer education. We’ve got a lot of consumer financial awareness programs launching throughout various markets, and we’re excited to spend more time face-to-face with our community. The educational aspect is absolutely one of my favorite things – I love that.” Richard has contributed to the development of many successful programs that teaches college students and college grads about homeownership and finances. He has mentored and trained many young professionals that are now leaders in the mortgage and real estate industry that are currently making significant contributions to the development of various communities across the country.

Beyond his present and future clients and colleagues, Richard goes to great lengths to share his success and prosperity with the extended community.

He is an avid martial artist, flag football coach, and proud parent-coach of his children’s basketball teams! “My Copyright Top Agent Magazine 10

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Richard is grateful that his reach has helped him positively impact everyone he meets. “I get to change lives every day,” he exudes. “Not just immediately, but for future generations to come. This is step one in building generational wealth – it’s a basic building block. nines-through-tens team made it to the playoffs, and my elevens-through-twelves team took gold! Planting the right seeds in their heads, even in a sports environment – I really enjoy that. Teamwork, makes the dream work!

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We are shaping our future leaders. Like my parents did me, I also value the importance of making a positive impact on our future leaders. Everything I do is centered around my family and my community.”

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Richard is happily married to his wife Julee, and the proud father of 6 children 4 girls and 2 boys. Richard’s mission in business is “changing lives, one household at a time.” His mission in the community is “changing lives,

one child at a time.” When he’s not helping families become homeowners or training the next generation of business leaders, he enjoys dedicating his time to coaching the children in his community.

Contact Richard Ray at 202-390-4483, email richardr@caliverbeach.com, or visit his website: caliverbeach.com https://

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and con14

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one.

Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially Top Agent Magazine

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways.

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation.

Sticking to a plan everyday means adjusting it accordingly.

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BRIAN MARCHAND

Brian Marchand is an experienced loan officer who started his career in real estate sales in 1993. “I was representing large-scale developers and new construction projects,” he explains. “And when the market took a turn in 2007-2008, I decided to look into a new career but stay close to what I loved.” At that time, a family member suggested he explore a career in mortgage lending, as his friend was opening a mortgage division at First Niagara Bank. Brian gave it a shot, and it ended up being one of the best decisions he’s ever made. Since then, he has completed thousands of mortgages and worked for different companies before settling in with a credit union in Albany, New York, for the past eight years.

Recently, his credit union merged with another large credit union, and Brian is excited to be part of the blending process that will create a major player 16

in the mortgage industry. “We’re pretty excited to become a big powerhouse moving forward making us one of the largest credit unions in the country.” With his extensive experience and adaptability to change, Brian is well-positioned to help many more clients achieve their home ownership and refinance goals.

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Serving the entire state of New York, Brian is able to offer a wide variety of loans. Much of Brian’s business consists of repeat clients and referrals, as he provides superior service at every step and eases buyer’s nerves. He’s known for his responsiveness, even answering texts late at night and getting out of bed to make sure tasks are handled in a last-minute emergency. “Some bankers would choke at the idea of ever doing that, but I love what I do, I love helping people,” Brian explains.

He stays in touch with his real estate agent partners, maintaining long-lasting relationships so they know he is always there for them.

Having worked as an agent himself, he knows what it takes to be successful in this field. “I sold well over 800 properties, so I understand that side of the business, which really helps me all the time because real estate issues do pop up while we’re completing things on the mortgage side. His experience has also taught him how important it is to explain every step thoroughly. “I take the time to educate my clients on what to expect,” he says. His experience in helping so many families over the years puts people at ease. “I just choose to do what I would expect someone to do for me, and it’s never done me wrong.”

Brian is committed to working hard in the next ten years to grow his business even further. “I don’t think I’ll ever fully retire, but for the next decade for sure I will be doing what I love every day…helping people.”

In Brian’s spare time he enjoys going to the gym, vacationing in Florida, working on house projects, cooking, and spending time with his wife Jennifer, and their 4 boys Johnathan, Christopher, Ethan, and Nicholas.

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For more information about Brian Marchand, please call/text 518-396-7392 or email bmarchand@homeownersadvantage.com

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How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4. MOBILE-FRIENDLY EMAILS

With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5. TRACK THE PERFORMANCE

OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6. DON’T SPAM UNDER

ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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CRAIG GHIO A longtime New York resident, Craig Ghio has always possessed an entrepreneurial spirit. He would begin his career in auto sales, where he further established the communication skills and penchant for client service that he would later need to excel as a loan officer. Soon after relocating to Long Island, he decided to switch tracks and pursue his mortgage license at the recommendation of a good friend in the industry. In the years since, he has gone on to author an accomplished career in mortgages, establishing a network of satisfied clients that spans Orange County, Westchester County, Dutchess County, and beyond.

Today, Craig is a Senior Loan Officer with Quintessential Mortgage Group, where he assists clients throughout Westchester County and the surrounding areas.

Combining his elite business acumen with his acute knowledge of the industry, he has cultivated a boutique process to meet the demands of any transaction, from residential to commercial mortgages.

At Quintessential Mortgage Group, Craig offers clients a suite of loan products, specializing in everything from Conventional, FHA, VA and USDA loans to Non-QM options like bank statement loans, DSCR products for investors, and commercial loans. No matter the client, he personalizes his approach to their needs, ensuring a seamless transaction catered directly to their best interests. In fact, he enjoys keeping in touch long after the deals are done to cultivate an ongoing relationship and make sure his clients are fully satisfied with their purchase.

Over the years, Craig has earned a fantastic reputation throughout New York among clients and colleagues alike, with the vast majority of his volume coming from repeat clients or referrals. Having completed 30 million in volume, in 2022 alone, he remains focused on the core values that set him apart. “At the end of the day, I love helping people,” he says. “Many clients 20

don’t even realize they have the ability to buy a home. For me, there’s nothing more rewarding than helping them work on their credit and position themselves to achieve the American Dream.”

Outside of mortgages, Craig is dedicated to his community. Alongside his fellow agents at Quintessential Mortgage Group, he contributes to a variety of area causes, such as toy drives during the holiday season. While also providing support to local schools and rec leagues, he is equally committed to his industry, volunteering at job fairs throughout the year. When he’s not with clients or giving back, he can be found traveling, visiting the gym, or enjoying a relaxing day at the beach with family and friends.

Looking ahead, Craig has exciting plans for the future of his business. As his volume maintains its steady growth, he intends on further building his team while scaling his leading standards throughout the region. “I truly work for a great company,” he says. “I wouldn’t be in the position I’m in today if not for Quintessential Mortgage Group. After all, it’s crucial that you have a strong back office and company supporting you in your career. Because of our group, I’ve been able to take my work to the next level while providing excellent service to all my clients.”

Contact Craig at 914-653-6182, email craig@qmgllc.com or visit his website: QMGLLC.com www.

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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 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.

n 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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