NEVADA 7-12-21

NEVADA EDITION

PROPERTIES: THE GOOD, THE BAD, AND THE UGLY

PRODUCTIVITY KILLERS:

4 WAYS TO MAKE BETTER USE OF YOUR WORKING HOURS

SUCCESS-

THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS FEATURED AGENT

MITCHELL ROSS COVER STORY

TRACY F. WINKELMAN

NEVADA EDITION

MITCHELL ROSS Mitchell Ross had no intention of becoming a Realtor®. Having just sold a 7business he’d run with his father for five years, he was preparing to purchase another when time and chance intervened. “My wife was having a lot of success as a Realtor®.

I initially got my license so I could help her off and on. But I did some open houses, some door knocking—and then I closed a transaction. I fell in love with the process!”

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market and safety allows.

Beyond his service to his clie is on the Agent Leadership C market center level, as well as s International Leadership Re for Keller Williams’s South He also works with other Kel agents every year to donat resources to community-serv TRACY F. WINKELMAN MITCHELL ROSS TRACY F. and food drives for those in WINKELMAN time off from work and his ot That was in 2017. In the four years since, spent with family. “We have a two-year o Mitchell has built a thriving business, closing 21 transactions last year, with an enviable 70 percent of so she’s my priority. But we like to trav those coming from repeat clients and referrals. Happy can, and I love to ski.” clients cite his professionalism CONTENTS and communication skills as the key factors for their loyalty, qualities that As for the future of his business, Mitche Mitchell believes are byproducts of his commitment to expand the ways in which he’s able t 4) HOW SPEED for UPhis day. “I believe 18) PROPERTIES: THE to beingTO accountable it’s about community.

“I’dGOOD, certainly like to grow m FIRST-TIME HOMEBUYER THE BAD, AND THE UGLY mindset and intention. What am I going to accomplish business to close 60 or 70 transactions a TRANSACTIONS today? I set my intention every morning and then fol- also want to invest in some other busin low through. And the most important thing 22) is talking scaping or roofing, for instance— that I co PRODUCTIVITY KILLERS: people, which is how I begin and end. If not TO to MAKE support my clients beyond the closing 13)toSUCCESS–THESE 4 I’m WAYS BETTER talking toARE my clients, then neither their needs nor OF my YOUR an entrepreneurial and am always 7 HABITS THE REAL USE WORKINGspirit HOURS business is being served.” ways to grow and reach more people’s liv

SECRET TO SUCCESS

That’s not the only thing distinguishing Mitchell from the ordinary agent, though. He’s one of those rare individuals who seems to thrive under pressure. “The thing that hooked me from my very first transaction was310-734-1440 the sense of excitement I got when confronted Phone | Fax 310-734-1440 by the obstacles that stood in the way of my clients mag@topagentmagazine.com | www.topagentmagazine.com getting into their dream home, or getting maximum No portion of this issuethe mayhome be reproduced in anytrying mannerto whatsoever value from they were sell. It without was prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published funTopfiguring out creative solutions to those materials, Agent Magazine cannot be held responsible for challenges, opinions expressed or facts supplied by its authors. and Iorlike thataddress, no two days aretothe same. It pushes me To subscribe change send inquiry mag@topagentmagazine.com.

Published in the U.S. to grow as an individual, and as a business owner.”

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Mitchell markets his listings across all of the social media platforms and real estate websites, utilizing fun listing videos and story-telling techniques to attract

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Contact Mitchell Ross at 775-23

mailto:mag@topagentmagazine.com

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

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

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

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

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

Set expectations upfront and often.

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

Then, tailor your outreach accordingly.

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

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

Know your first-time homebuyer programs and perks.

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

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

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

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

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

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

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TRACY F. WINKELMAN

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TRACY F. WINKELMAN “A lot of people enjoy the team dynamic, but I’m too much of a control freak. I want to make sure that every client has the same high level of service. When a client calls, they know they’re going to get me.”

Always striving for a flawless transaction, Tracy F. Winkelman never gives his clients less than a 100%. Tracy provides his buyers and sellers with an unparalleled level of service, and they can always rely on his extensive market 8

knowledge to guide them through the steps of a successful real estate transaction.

Affiliated with Wardley Real Estate, he serves clients throughout Las Vegas.

Tracy’s passion for real estate and helping Top Agent Magazine

clients is clear to see in his excellent results. “Within the first year of working in real estate I was the 13th agent in a company of 400. Since then, I’ve been blessed enough to be the top agent. It’s been a labor of love for me. But the best part is that it never feels like work, it’s always fun,” he explains. He finished last year with just under $35 million in sales volume and over 80 transactions. “I do it all by myself. A lot of people enjoy the team dynamic, but I’m too much of a control freak. I want to make sure that Top Agent Magazine

every client has the same high level of service. When a client calls, they know they’re going to get me.”

Tracy realizes that it’s his job to help clients navigate through what is for many one of the most stressful times in their life, and he works diligently to make every transaction as seamless as possible. “I think the attention to detail is crucial in making your clients feel at ease. Your goal, regardless of how many clients you have or how many escrows 9

you have open, is to make every client feel like they’re your only client. I think for the most part over the years, I’ve done a pretty good job of that. I’ve never received less than a five-star review, and those are really my pride and joy because that’s what people say about me and my work ethic. If you read them, I think there’s a common thread there, which is that I work with integrity, intelligence, and go

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above and beyond to make my clients feel special.”

Citing his eagerness to help clients at all costs, Tracy explains that he will work with any seller, no matter the price point, because of his passion for real estate. “A lot of times people will ask me why I’m taking a listing that’s maybe in a tough part of town or only a certain amount of money. My explanation is simple.

Behind every transaction, there’s Top Agent Magazine

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somebody that needs me, and regardless of how much money I’m going to make, they’re going to get the same level of service, photography, and marketing.”

Outside of work Tracy loves to go for

bike rides with his French Bulldog. Going forward, he plans to eventually hand off his Las Vegas business to his sons, 24 and 29, who are both licensed Realtors®, while he will continue to practice in Orange County, California.

To learn more about Tracy F. Winkelman, email tracywink@gmail.com, visit sell-your-vegas-home.com, or call (831) 430–6005. www.

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Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all?

The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of Top Agent Magazine

their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few.

It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests?

Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life.

Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

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BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest.

Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

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BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears.

All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.

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Working with you to highlight aspects of your organization or celebrate that special someone, Graham is just an email away! gtoonist@shaw.ca

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Properties: The Good, The Bad, And The Ugly

by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year.

I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.”

I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work.

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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.”

Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.

If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.

Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done.

There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price.

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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be creative. Use your marketing to have to tear down half the planet! target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or ugly. wanted that house. Period.

You are not the world’s taste critic. Copyright©, Denise Lones.

You cannot tell what people want. I All rights reserved.

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MITCHELL ROSS Mitchell Ross had no intention of becoming a Realtor®. Having just sold a business he’d run with his father for five years, he was preparing to purchase another when time and chance intervened. “My wife was having a lot of success as a Realtor®.

I initially got my license so I could help her off and on. But I did some open houses, some door knocking—and then I closed a transaction. I fell in love with the process!”

That was in 2017. In the four years since, Mitchell has built a thriving business, closing 21 transactions last year, with an enviable 70 percent of those coming from repeat clients and referrals. Happy clients cite his professionalism and communication skills as the key factors for their loyalty, qualities that Mitchell believes are byproducts of his commitment to being accountable for his day. “I believe it’s about mindset and intention. What am I going to accomplish today? I set my intention every morning and then follow through. And the most important thing is talking to people, which is how I begin and end. If I’m not talking to my clients, then neither their needs nor my business is being served.”

market and safety allows.

Beyond his service to his clients, Mitchell is on the Agent Leadership Council at the market center level, as well as serving as the International Leadership Representative for Keller Williams’s Southwest region.

He also works with other Keller Williams agents every year to donate time and resources to community-serving projects and food drives for those in need. Any time off from work and his other duties is spent with family. “We have a two-year old daughter, so she’s my priority. But we like to travel when we can, and I love to ski.”

As for the future of his business, Mitchell would like to expand the ways in which he’s able to impact his community. “I’d certainly like to grow my real estate business to close 60 or 70 transactions a year. But I also want to invest in some other businesses—landscaping or roofing, for instance— that I could leverage to support my clients beyond the closing table. I have an entrepreneurial spirit and am always looking for ways to grow and reach more people’s lives.”

That’s not the only thing distinguishing Mitchell from the ordinary agent, though. He’s one of those rare individuals who seems to thrive under pressure. “The thing that hooked me from my very first transaction was the sense of excitement I got when confronted by the obstacles that stood in the way of my clients getting into their dream home, or getting maximum value from the home they were trying to sell. It was fun figuring out creative solutions to those challenges, and I like that no two days are the same. It pushes me to grow as an individual, and as a business owner.”

Mitchell markets his listings across all of the social media platforms and real estate websites, utilizing fun listing videos and story-telling techniques to attract buyers. Before Covid, he also did big open houses, an effective tool that he plans to return to once the Top Agent Magazine

Contact Mitchell Ross at 775-232-5755 or email MitchellRoss@kw.com 21

Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

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1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise can-

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celing headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

4.Take your smartphone off the table

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

3.Create a goal-oriented reward system Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward Top Agent Magazine

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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