NEW MEXICO 1-28-19

NEW MEXICO EDITION

10 SECONDS TO CHANGE A HABIT

CONNECT BEYOND REAL ESTATE

BEYOND

CLEANING AND DECLUTTERING:

What Improvement Expenses Make the Most Sense?

to Attract Future Clients FEATURED AGENT

AMPARO USREY COVER STORY

Mayte Holguin

NEW MEXICO EDITION

AMPARO USR 7

MAYTE HOLGUIN

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AMPARO USREY

How did Amparo Usrey become one of the most beloved names in real estate in New Mexico? Before finding her way to real estate, Amparo Usrey was a bar manager and a food and beverage director at a hotel. her 19) 80 hour10 work week made her TO realize she wanted SECONDS to find a new career. A Realtor she knew reached out CHANGE A HABIT to her to ask if she might be interested in becoming an agent. “I enrolled and went to the classes and found out quickly I had a knack for it! I internalized it! I 22) THINKING LISTING? loved it!” she says. “I hit theOF ground running. I got my NINE license onWAYS June 1 and had my first house under TO GET READY contract June 3. By June 9 I had five houses under contract and I haven’t slowed down since!” she says.

Now with three years in the business and 117 homes sold, Amparo is with RE/MAX Combined Investments and is the top agent in her market. She serves Gallup and McKinley counties.

CONTENTS

Mayte Holguin

4) BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE? 13) CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS

Amparo has a high rate of repeat and referral business and often serves FBI employees, teachers, and Phone 888-461-3930 | Fax 310-751-7068 employees of the local hospitals. “For me, a real estate mag@topagentmagazine.com | www.topagentmagazine.com transaction is about developing friendships and long lasting relationships. My hashtag is #myclientsbeNo portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent comefamily,” she explains. Amparo genuinely cares Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published aboutexpressed her clients the by time to find out their materials, Top Agent Magazine cannot be held responsible for opinions or and factstakes supplied its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S.

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 4

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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Mayte Holguin

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Top Agent Mayte Holguin received Rookie of the Year on her first year in Business, closing over $7 million in sales and Platinum award for 2016 & 2017 for selling over $5 million.

problem-solving field that involves keeping clients’ best interests at heart.

Mayte Holguin brought a diverse mix of experience to the table when she entered real estate. After six years as an EMT for the U.S. Air Force Reserve and the Air National Guard, plus several years with Child Protective Services followed by owning her own boutique, her experience and her personality set her up for real estate success. That’s because real estate, as she knows, is an entrepreneurial, 8 Copyright Top Agent Magazine

“My broker happens to be one of my best friends!” says Mayte. “She tried to get me into it years prior, but my life was going in a different direction then.” At the time, Mayte, who owns several rental properties, was more interested in real estate from the perspective of rental property investor. But nearly three years ago, she made the leap to join United Realty as part of the team she knew would be very successful.

Mayte received Rookie of the Year on her first year in Business, closing over $7 million in sales and Platinum award for 2016 & 2017 for selling over $5 million. For 2018 she is on Top Agent Magazine

track to close over $10 million. Covering Lea County out of Hobbs, New Mexico, Mayte is known for her eagerness to help others. “I’ve always loved helping; I like taking the time to listen to people and understand their needs.”

She is also fluent in Spanish, speaking both Top Agent Magazine

English and Spanish very well. “There aren’t many Spanish speaking agents in our town and I like providing the customer service that people need.” Given her focus on service, Mayte already draws most of her business from client referrals.

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“It’s important to be there for people throughout the process, even in the tough times it’s the best feeling ever, spending time with people, becoming friends and eventually giving the keys to a buyer.”

“It’s important to be there for people throughout the process, even in the tough times,” she explains. “It’s the best feeling ever, spending time with people, becoming friends and eventually giving the keys to a buyer. To me, helping people finally purchase their Copyright Top Agent Magazine 10

dream home is the best part of real state.”

Additionally, Mayte is growing her presence in commercial real estate alongside her residential work. She closed about 70 transactions in the past year and recently hired a transaction coordinator to manage some of Top Agent Magazine

the paperwork. With that assistance, she’ll be able to expand into more commercial work while also helping people find or sell their houses.

Whether working in residential or commercial real estate, Mayte’s personal presence in Top Agent Magazine

the area she covers, plus to her strong social media presence, helps propel the sales of her listings. “United Realty provides a lot of support for our listings online, in print and through the mail; I also have a billboard and we advertise on the radio and in our own United Realty magazine.”

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Mayte’s community involvement also puts her in front of buyers and sellers on a regular basis.

“I am the Mentor-Director for the Lea County Women’s Network, which is an all-women’s mentor/scholarship program for high school and college aged girls,” she says. “I’m also their 3rd VP of Public Relations.” In addition, she is active with the local real estate board, currently serving as Secretary and as the chairperson for the banquet committee. This exposure to other agents and the market gives Mayte in-depth perspective on real estate sales and marketing.

“This is a small town, so we see our clients all the time; I still have many who text me regularly,” Mayte adds. Meanwhile, she also carves out significant time for her very busy

family life. Married to Jose Holguin, who is also in sales, and a mother of three, any time she spends with her family is a top priority.

“We like to get away and just be together whenever we can.”

Going forward, Mayte plans to continue learning and growing. “Real estate provides so many opportunities to keep learning. I want to do more commercial, because there are very few commercial agents here; I can step into that and fill a need while also helping people buy homes.” And, of course, she plans to stay with United Realty. “We are a great team.

My clients know that I give it my all, that I’m dedicated to them, and that their happiness is my happiness.”

To learn more about Mayte Holguin, call 575.942.7991,visit unitedrealtynm.com/about/Mayte-Holguin or go https://www.facebook.com/unitedrealtynm to her Facebook page, or email mayte@unitedrealtynm.com www.

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a 14

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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AMPARO USREY

How did Amparo Usrey become one of the most beloved names in real estate in New Mexico? Before finding her way to real estate, Amparo Usrey was a bar manager and a food and beverage director at a hotel. her 80 hour work week made her realize she wanted to find a new career. A Realtor she knew reached out to her to ask if she might be interested in becoming an agent. “I enrolled and went to the classes and found out quickly I had a knack for it! I internalized it! I loved it!” she says. “I hit the ground running. I got my license on June 1 and had my first house under contract June 3. By June 9 I had five houses under contract and I haven’t slowed down since!” she says.

Now with three years in the business and 117 homes sold, Amparo is with RE/MAX Combined Investments and is the top agent in her market. She serves Gallup and McKinley counties.

Amparo has a high rate of repeat and referral business and often serves FBI employees, teachers, and employees of the local hospitals. “For me, a real estate transaction is about developing friendships and long lasting relationships. My hashtag is #myclientsbecomefamily,” she explains. Amparo genuinely cares about her clients and takes the time to find out their 16

wants, needs, and goals. She’s straightforward with her clients, and they appreciate it! “I try to be real with my clients. I share with them the very human side of what it is we are doing,” she says. Amparo has a past as a stand-up comedian, and she likes to make sure her clients are smiling and laughing throughout the process. Because Amparo lives in a small community, she runs into past clients frequently and enjoys to stopping to chat and catch up. “Everywhere I go there’s somebody I’ve sold a house to, or talked to, or touched in some way through this process. I just really try to maintain those relationships. That’s a genuine thing,” she explains Amparo understands that in today’s market, most buyers begin their search for a home online. So she always hires a professional photographer to take high quality photos that highlight the property’s best features, and she advises clients on staging.

Each listing has its own website that she promotes online and through social media, she’s a premiere agent on Zillow and Realtor.com, and she markets properties on Google listings as well. “I’ve been trying to do things just a little bit outside the box,” she says.

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Currently, Amparo’s most expensive listing is just under $500,000. “We have a median sales prices of $165K to $225K,” she explains. “A lot my clients never believed they could purchase a home—they never believed that was possible for them. So I’ve had several clients tell me, ‘I’m never going to forget that you actually believed we could do this!’”

What’s her favorite part of the job? “I love helping people!” she says. To give back to the community, Amparo and her husband—who is a veteran—help put on fundraisers for veterans’ organizations. She gives a portion of every closing to the Children’s

Miracle Network. She also donates money and has volunteered to raise money for the local hospital.

She is currently the Director of the Gallup Board of Realtors, and next year she’ll be Vice President. She sits on the Board of Directors for the New Mexico Association of Realtors. In her free time, she loves golfing and is an avid shooter who enjoys shooting guns of all types. She and her family enjoy hiking and rappelling. For the future, she hopes to develop a team and eventually open her own brokerage with a design firm attached so she can better serve her community!

To find out more about Amparo Usrey, email amparo.gallup@gmail.com or call (505) 870-4700 or (505) 722-7811

www.

You can also check her out online at: remax.com/realestateagentoffice/gallup-nm-87301-amparousrey-id29627912.html Her office is located at RE/MAX Combined Investments, 1638 S Second St., Gallup, NM 87301.

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10 Seconds to Change a Habit

By Barry Eisen

I’ll bet that most of the speakers you’ve heard and books you’ve read on the subject of personal development, tell you that it takes 21-30 days to change a habit. Like a wives’ tale passed on generation to generation, sometimes the story is better than the information.

Clichés like, “habits are hard dying,” and “you can’t teach an old dog new tricks,”etc., are primarily about protecting your ego from possible failure (psychological) and upsetting your brain in its quest to stay unchallenged and comfortable (physiological).

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If purpose is strong enough, shifts can happen immediately. A near death experience while driving on the freeway can make the driver quit tailgating forever. A drug overdose can have a sobering effect. Having The choice as to a new baby in the family can make a smoker stop smoking right now. whether you make Having enoughfinancial pressure, it easy or hard, like a child in the family needing fast or slow are college tuition money, can cause choicesyou get to an inconsistent salesperson to prospect consistently like their hair is make. on fire. There are lots of positive and negative motivations that can cause change instantly. When the perception of achieved pleasure is strong enough, the behavior will change. Purpose can take the form of the carrot or the stick.

Some habits will never change if you perceive the end result not being worth the efforts necessary to get there. Over thinking is just another way of saying... self-sabotage.

So, is there a real answer to the question, “How long does it take to change a habit or attitude?” Here’s my answer. See if it works for you.

Immediately, NOW. The only time you spend on this earth is called NOW. What’s done is history. What hasn’t happened yet is the FUTURE. The only time you have to think or act is in the NOW. If you focus on the best decision in your NOW, for that moment you made a change. Make that same change again in the next NOW time, and you will have reinforced and made more comfortable the habit or attitude you are addressing.

Make the same decision many times and you have the expression used by many neuroscientists that, “When brain cells fire together, they wire together.” At a certain point of critical mass (tipping point) the new behavior becomes a no-brainer... automatic. This can take a one time shift or days or weeks or...? The choice as to whether you make it easy or hard, fast or slow 20

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are choices you get to make. So why make things hard when you always have choice? You always have NOW. 3 Keys to Change Habits and Attitudes

1

When confronted with a “tough” decision (e.g.) Prospect for business or check out Facebook? - Eat this serious piece of cake or go for the fruit?

- Go to the gym or turn on the TV? - Return the phone call or put it off for tomorrow? Take a deep breath and picture yourself doing what’s right, not what’s easy. Surrender the self-imposed stress you associate with the change. Let go of the history of excuses and make a better choice NOW.

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Follow through with that thought (NOW), not just to make this better decision, but also to set a pattern of realizing the power you have in controlling your life. This is a simple, but valuable lesson about helping to develop confidence and a positive self-esteem. Most who go to the many varieties of therapy, usually go because of lack of control issues or self imposed victimization. Show yourself what you CAN DO.

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Learn and use self-hypnosis and hypnosis to reinforce the habits you choose. In “speaking” to your subconscious mind with words, pictures and emotion, in a relaxed state of mind, you are encoding brain cells with instructions (cause). You become what you think about (effect). Hypnosis will speed up learning, whether it be specific subject matter or whether it be learning an improved habit, 2-5 times faster.

Habit change doesn’t have to be difficult, but it does usually entail being Mindful. Exercise your good decision making abilities and you’ll develop a do it now attitude, improve physical health and energy, develop consistency in your business, more fully enjoy your relationships and so much more.

Copyright©, Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas 22

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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