NORTH CAROLINA 10-5-20

NORTH CAROLINA EDITION

How to Cut Down on Digital Distractions and Up Your Productivity

24-HOUR TOUCH-UPS to Maximize Your Price List

Playing the Real Estate Matchmaker

FEATURED AGENTS

GARY ESPIN NINA GOLDEN AMY GUSKIEWICZ & JACKIE TANNER COVER STORY

BILL SAHADI

NORTH CAROLINA EDITION

GARY ESPIN

NINA GOLDEN

Ninabegan Golden’s journey in real estate Gary Espin’s career in real estate 16 7 15 began investin 2011, after purchasing a20 home years ago when he started buying with her husband and having a less than ment properties. At the time, he was the satisfactory owner of a commercial cleaning company, experience with their real estate agent. but had always been intrigued by theWhen her husband remarked that she sold would be perfect in the role of real estate business. He eventually ® a REALTOR his company and obtained his real estate , Nina decided to give the a try. She currently works as a license. Gary currently owns industry and operates solo agent serving clients throughout the Espin Realty serving clients in Denver, NC and the surrounding areas. Triangle area, North Carolina.

faster and for the right price.Outside Often, 25 healthy be the one to tell them that the orang in the living room needs tospendin be pai In more neutral color. Sometimes,the it fu is her bus important for people to hear wha need to hear and not what always they w tion an hear. I try to help them visualize become house as a product that people are ma to look at rather than as theirher home is tohegr Espin. Once the house is ready, BILL SAHADI AMY GUSKIEWICZ GARY ESPIN NINA GOLDEN help in e ments his marketing plan, which Knowing what it’s like to be the client of professional photography and practic & JACKIE TANNER His 16 years of experience offers home video a difficult real estate agent herself, Nina goes out of be genuine and hon buyers and sellers numerous advantages. to showcase the property. herfor way stay genuine the end of the day.”

Gary is known in the industry histoknowledge andand accessible to her clients.

“Integrity, loyalty, and honesty—those are three things expertise of the local market. Client retention and In the hectic world of real estate, agents go out o my clients can count on when working with me,” she Originally Sloc referrals make up a significant percentage of his busiway to create unique strategies that willfrom attract says.CONTENTS She also takes the time to educate them throughout States in 1986 with ness pipeline. Espin says, “During my 16-year career Gary believes sometimes focusing on the smallh the transaction process. “It’s important to keep your a new country I have sold many houses and made a lot of friends. I is what makes the biggest to difference.

One has of clients informed so that they feel empowered in their of what America view my job as building upon relationships rather than things is the ability to communicate. “I always ha p decision making. Especially the first time homebuyers, 4) PLAYING THE REAL ESTATE 18) HOW TO CUT DOWN ON to refreshing reach for just transactional.” my phone. Many people find enough that quite hold their hand from beginningDISTRACTIONS to closing. I let them who are just getting MATCHMAKER—FOLLOW ITHESE DIGITAL days,” he says. know what to expect, and we discuss any concerns they American Dream is 8 DATING RULES ENSURE YOU Gary focuses on TO the relationship aspect of the realAND estate UP YOUR PRODUCTIVITY might have.” She also stays in touch with clients long accomplish anything business andCLIENT believes it WITH is the relationships he develops When he is not working, Gary enjoys spendin MATCH YOUR pastTHE the transaction. “I become good friends with many you anywhere.

If I fr c withHOME clients that reallyTHEM make him stand out and 21) attract on Lake Norman surrounded by family and PERFECT FOR of my clients,” she says. 24-HOUR TOUCH-UPS TO people to work with him. “I stay in touch with past clients.

His plans goingPRICE forwardLIST are focused on movi MAXIMIZE YOUR Our relationship doesn’t stop when theittransaction ends. I a house company a newNina building. All the while k When comes to getting readyinto for sale, try to recognize occasions with personal notes or his clients a priority.

“I helping people. I 13) DAILY HABITSspecial THAT WILL does a walk through with her clients andACHIEVE lets themlove 26) 5 STEPS TO LONG small gifts.

It is MENTAL another way of saying I appreciate you a consider being a real estate INCREASE YOUR know what potentialTERM issues buyer might see, such as broker just a job, I co SUCCESS ASrealize A REAL and thank you for your business,” he says. it helping people too much clutter, wrong furniture placement, and anythe dream of owning the STRENGTH ESTATEhome.

AGENT Anddown it doesn’t hurt that I really love what other small problems that might slow the sale.

Espin’s attention to detail and communication with She then moves onto the marketing portion, utilizing his clients is unparalleled. He makes sure clients technology andhis social media such as Facebook Live to have a clear understanding ofshow the process and is off the property.there step of the way to answer any questions they may Phone every 310-734-1440 | Fax 310-734-1440 have. Gary recognizes that purchasing a home is onetransaction process, but her Nina enjoys the entire mag@topagentmagazine.com | most www.topagentmagazine.com of the biggest financial decisions people make into help her clients get exactly favorite part is being able their lives.

It is imperative to guide and educate them what they want.

“The pure happiness when someone No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent throughout the process.

Magazine is published by Feature Publications GA,the Inc.keys Although precautions taken that’s to ensure theIaccuracy gets to their dreamare house, what love of published To lea materials, Top Agent Magazine cannot be held forthis opinions or facts its authors. theresponsible most about job.”expressed And her love of supplied helping by people pleas Asorachange seller’s agent,send Gary starts off by past doing walk To subscribe address, inquiry to mag@topagentmagazine.com. transcends justa her job. Through her To company she about Gary Espin learn more emai Published in the U.S. pointing out any potential through, to his clients. is ableissues to volunteer at various differentplease community email garyespin@yahoo.com, or vis “There are a lot of inexpensive small and changes that a in her neighborhood. initiatives help people call 704.241.4404 or visit espinrealty homeowner can make enabling them to sell a house www.

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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BILL SAHADI Top Agent Magazine

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TESTIMONIAL

Bill has a mentality that is all about doing the “right thing.” There are a lot of agents in our market and Bill is one that stands out more than any other agent I have worked with in all my years.

—Hamp Thomas, Carolina Appraisers, Moore County N.C. Appraiser Bill Sahadi began his real estate career in 1999, after working in marketing & manufacturing for many years. As the broker/owner of Fore Properties, Bill has spent the past 20 years serving clients in his beloved Moore County and helping them achieve their real estate goals. His clients value his persistence, resilience, and honesty. “I advocate on their behalf, not on my behalf,” Bill says. “I’ll do whatever I can to help them meet their goals, and along the way, I will be straight and frank and honest with them.”

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Bill serves Moore County and Hoke County, an area that encompasses the Pinehurst, Southern Pines, Aberdeen, Whispering Pines, Carthage, Cameron, and the Seven Lakes area. About 75% of his business comes from repeat and referral clients, an impressive feat that speaks to the loyalty and trust Bill inspires. “Most of our business comes from one-on-one conversations,” Bill explains. “This is a very intimate, small community, so it happens organically. Our experience and longevity have also gone a long way toward establishing our reputation.” Year in and year Top Agent Magazine

TESTIMONIAL

Bill is one of the hardest working, honest, and caring professionals I have ever personally known…in any profession…hands down. He has spent his entire professional life putting his high ideals to use for the benefit of his entire community, including performing many acts of kindness with no expectation of anything in return.

—John Tampa, Southern Pines, N.C., Seller out, Bill’s production is always in the top ½ of 1% of all agents in Moore County, as his 170+ Zillow reviews attest to.

Simply listening to clients and paying attention to their needs is of paramount importance to Bill’s approach. “We need to listen to them, and we need to be able to speak to their listening and understand their motivation,” he says. “Then, once we understand their motivation and what’s most important to them, we work with the set of guidelines they give us to help them best get from here to there in the most aerodynamic way possible.”

Educating his clients is always part of the process for Bill, and he emphasizes the importance Top Agent Magazine

of preparation if favorable results are to be attained. “The number one thing we do to prepare clients to market their property is to set the price and set the expectation,” he says. “The second thing is we try to make sure that the condition of the home and the operational systems are in great condition. Our theory is that a home in the best location, in the best condition, at the best price, has the best chance to procure an offer in the shortest period. All the advertising in the world cannot sell an overpriced property.”

“My father taught me to never take the responsibility of making a decision away from a client.

Present the news and the facts. It is a privilege and honor to practice as a real estate broker, but it is Copyright Top Agent Magazine9

TESTIMONIAL

“The other part about Bill is his generosity in helping so many that will never know he did.

Of course his reputation of being THE BEST has been built on the fact that he is the best.

—Frank Thigpen, Thigpen & Jenkins, LLP, Attorney

a huge responsibility. Some brokers are good at telling people what they want to hear. We must be consistent in telling buyers and sellers what they need to hear so they can make their own informed decisions.”

is a great place to live, and we want to focus on giving people good information about the various businesses, schools and non-profit agencies.

I’m proud of my association with the show.” (www.allthingsmoorecounty.com)

Bill has been intimately involved in the Moore County community since he moved here in 1999.

In 2009, after doing some community work with local nonprofit agencies, Bill was invited to host a radio show called All Things Real Estate, which later expanded its focus to become All Things Moore County, which Bill hosts for an hour every weekend. “It’s an opportunity for me to talk about different topics and speak to a lot of passioned and committed people in Moore County,” Bill says.

“The message of the show is that Moore County

In the future, Bill plans to continue doing business in the same organic and personal way and continue to renovate homes in the area as his current primary residence, built in 1940. “Working in the industry with tradesman and contractors for your own projects is a great way to broaden your horizons in the business”. Mentoring younger agents is at the top of his list. “My goal is to raise fiercely independent brokers who are self-generators. I want them to ask, ‘What can I give to a client?’ rather than, ‘What is being

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TESTIMONIAL

“Bill Sahadi is one of a kind. He is authentic, trustworthy, and refreshingly “old school”. Bill knows that details matter, but relationships matter even more. He goes above and beyond in quiet yet impactful ways. No realtor works harder or cares more about their clients, colleagues, or their local community than Bill.”

—Jennifer Smith, Whispering Pines, N.C., Buyer given to me?’ Too many young agents think being a part of team is the way to go. It does not raise well rounded and experienced brokers. Most clients, in our communities, prefer one and one contact from the beginning to the finish line.” “Bill has given me the opportunity Top Agent Magazine

to create my brand organically in the real estate industry. His relevant experience and mentoring approach empower new agents to set realistic growth goals to build successful long-term careers in real estate” says Fore Properties broker, Victoria Riddle.

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TESTIMONIAL

“We have been in our home for 12 years. Bill remains a valuable resource for any services we need. Bill has a name for someone that is prompt, reliable, and honest. I trust Bill so much that I have referred no less than 12 people relocating to the area, and they have all had similar or better experiences.”

—G&V, Southern Pines, N.C., Buyer Some people in this business say you should ‘Fake it until you make it,’ but in my opinion that does not establish a deep root system for future growth.

We should all be truly working with a servant’s heart and be honest and level with people every single day and in every single conversation”. One of Moore County’s top brokers, Jen DiMayo, concludes, “I’ve had the privilege to work and be

mentored by Bill Sahadi for the last 5 years. He truly cares about each and every one of his clients. Being a great broker is so much more than contracts and closings. It’s about people and relationships, and that’s one of the most important lessons I’ve learned while working with Bill.”

Jen DiMayo, Realtor, MRP Photography by Carolina Full Motion

To find out more about Bill Sahadi,CRS, call 910-638-0888, visit bsahadi.foreproperties.com or email bsahadi@foreproperties.com https://

Fore Properties is a proud member of Leading R.E. Copyright Top Agent Magazine 12

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

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DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions.

This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 13

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 14

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require selfreflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE WILLING TO LEARN A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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AMY GUSKIEWICZ & JACKIE TANNER Top Agent Magazine

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JACKIE TANNER & AMY GUSKIEWICZ

Jackie Tanner and Amy Guskiewicz were both wellestablished, successful and respected realtors averaging 20 Million in sales annually when they first met through their mutual volunteer work on behalf of Playmakers, the University of North Carolina’s professional theater company.

Amy is the Chair of the Advisory Council for Playmakers, a part of the Habitat for Humanity Steering Committee and a supporter of PORCH. Originally from the UK, Jackie received the OCHAR Association Service Award in 2016 and the Realtor of the Year Award for 2019. She has served on the Policy Council for the Head Start program, is currently on the Gala Committee and Advisory Council of Playmakers, was instrumental in forming Childcare Matters, a nonprofit preschool in Chapel Hill and is on the Board of the Arts Center.

In early 2020, Amy and Jackie decided to join forces as real estate agents and their partnership was born. Together they now serve Chapel Hill, Carrboro, Durham, Hillsborough, Pittsboro, and parts of Wake and Alamance Counties. This duo have nearly thirty years of combined experience as Brokers in this area, having both moved here in the early 90’s. Raising 16

their children in the triangle area has led to an intimate knowledge of the many opportunities and resources that are available across a wide spectrum of interests.

Their business primarily comes the old-fashioned way, from client referrals and word-of-mouth. Both women care deeply about every client, no matter the price point, and both are passionate about helping buyers and sellers achieve their goals, often going above and beyond. “We take a lot of time getting to know our clients before actually showing them the area and homes they might want to consider,” Amy says. Past clients rave about Jackie and Amy’s professionalism, warmth, knowledge and communication skills, affirming that they are focused, understanding and organized.

Both Jackie and Amy strive to guide their clients through the complex navigation of the sea of details necessary to complete a real estate transaction and beyond. Knowing which partners to collaborate with to allow for smooth sailing through the process, whether they be lenders, lawyers, inspectors or repair people post closing, this is a valuable part of what they offer their clients. Buyers benefit from the depth of knowledge this pair possesses about local neighborhoods and school districts and are always willing to take the time to share the resources that help to educate and Copyright Top Agent Magazine

inform. Jackie adds, “When I first started as an agent about 20 years ago, I worked with a woman who had been an agent for 25 years. I remember being so impressed when I would mention a particular address and she would say, ‘There’s a powerline through that backyard,’ or ‘That property backs up to a main road.’ Now I have the level of experience and knowledge required to provide the kind of nuanced information not readily available on the internet. Combined with the ever evolving tools today’s technology provides and active listening skills I can save my clients a lot of time.

Jackie says. Jackie has a particular talent for writing engaging MLS captions that capture the spirit of a home, and knowing which less than tangible details will influence pricing can make all the difference.

This team of seasoned professionals firmly believes that the best strategy for listings is to properly prepare a house to go on the market. The goal is to sell for the most amount of money in the shortest possible amount of time. “A lot of time and effort goes into preparation. If you price a home right, and it is well ‘staged’ on the internet as well as in person,that home is going to sell fast.”

Jackie and Amy both understand that in today’s competitive market, an internet presence is essential, including high quality videos and photos, but they also work diligently to create a more connected, more fundamentally human and traditionally effective individualized marketing plan for each property.

For this team, people are their favorite part of the job. “We love helping our clients through their next step, whether buying or selling a home is a joyful or difficult time for them,” Amy says. For the future, Amy and Jackie want to continue learning to perfect their skills and systems so that they can continue to provide a high-quality, attentive, concierge service to each and every one of their clients.

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For more about Jackie Tanner & Amy Guskiewicz, contact them by email authenticjackie@gmail.com, by phone 919-360-1820 or amygus@fmrealty.com, by phone 919-302-6682 Copyright Top Agent Magazine 17

How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— 18

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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GARY ESPIN Gary Espin’s career in real estate began 16 years ago when he started buying investment properties. At the time, he was the owner of a commercial cleaning company, but had always been intrigued by the real estate business. He eventually sold his company and obtained his real estate license. Gary currently owns and operates Espin Realty serving clients in Denver, NC and the surrounding areas.

His 16 years of experience offers home buyers and sellers numerous advantages.

Gary is known in the industry for his knowledge and expertise of the local market. Client retention and referrals make up a significant percentage of his business pipeline. Espin says, “During my 16-year career I have sold many houses and made a lot of friends. I view my job as building upon relationships rather than just transactional.”

Gary focuses on the relationship aspect of the real estate business and believes it is the relationships he develops with clients that really make him stand out and attract people to work with him. “I stay in touch with past clients.

Our relationship doesn’t stop when the transaction ends. I try to recognize special occasions with personal notes or small gifts. It is another way of saying I appreciate you and thank you for your business,” he says.

Espin’s attention to detail and communication with his clients is unparalleled. He makes sure his clients have a clear understanding of the process and is there every step of the way to answer any questions they may have. Gary recognizes that purchasing a home is one of the biggest financial decisions most people make in their lives. It is imperative to guide and educate them throughout the process.

As a seller’s agent, Gary starts off by doing a walk through, pointing out any potential issues to his clients.

“There are a lot of inexpensive small changes that a homeowner can make enabling them to sell a house 20

faster and for the right price. Often, I must be the one to tell them that the orange wall in the living room needs to be painted a more neutral color. Sometimes, it is more important for people to hear what they need to hear and not what they want to hear. I try to help them visualize their house as a product that people are going to look at rather than as their home,” says Espin. Once the house is ready, he implements his marketing plan, which includes professional photography and video tours to showcase the property.

In the hectic world of real estate, agents go out of their way to create unique strategies that will attract clients.

Gary believes sometimes focusing on the small things is what makes the biggest difference. One of those things is the ability to communicate. “I always pick up my phone. Many people find that quite refreshing these days,” he says.

When he is not working, Gary enjoys spending time on Lake Norman surrounded by family and friends.

His plans going forward are focused on moving his company into a new building. All the while keeping his clients a priority. “I love helping people. I do not consider being a real estate broker just a job, I consider it helping people realize the dream of owning their own home. And it doesn’t hurt that I really love what I do.”

To learn more about Gary Espin please email garyespin@yahoo.com, call 704.241.4404 or visit espinrealty.com www.

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24-Hour Touch-ups to Maximize Your List Price Sometimes it takes a full-scale overhaul to prepare a house for market. Other times, only a series of small adjustments are required to make a listing’s true potential shine. Whether you’re gearing up for an open house, assessing a list price, or maximizing a property’s appearance prior to photography—the devil is in the details. However, touch-ups and refreshes don’t have to dominate your schedule or break the bank. For a few ideas of where Top Agent Magazine

to begin, consider our handy check-list below for quick home projects that will fortify your bottom line.

Refresh grout for a sparkling clean look.

Perhaps the quickest and most cost-effective way to make bathrooms, kitchens, and other tiled areas shine is to refresh grout until it looks

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good as new. Specialty grout stain removers and cleaners are inexpensive and sold at most home improvement stores. Plus, the project only takes a bit of elbow grease and an hour or two for a major makeover effect. Suddenly, dark, stained, and worn-down bathrooms gleam as if tile has just been placed.

Create mood lighting with soothing bulbs and fixtures.

A warm white light from specially chosen LED bulbs creates a welcoming environment when potential buyers come calling.

If outdated fixtures are bringing down a home’s otherwise modern styling, consider more design-neutral replacements that won’t

detract from the property’s charms. These are inexpensive but highly noticeable and impactful upgrades that shift a home’s ambiance for the better.

Repaint doors for an updated and inviting entryway.

It may sound like a hassle, but repainting doorways with a fresh coat signals a wellkept property—and that’s before prospective buyers even pass through the threshold. You can also change out generic doorknobs and switch-plates to add an updated flare while on a budget. Color-of-the-year trend choices can turn heads, while neutral paint choices signal less hassle for future homeowners.

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scrub, or with the addition of new shelves or styled bulbs.

Make windows shine— both inside and out.

Cleanliness goes a long way in communicating a well-cared for home in which buyers can imagine themselves. Cleaning the inside and outside of windows not only refreshes a room, but it allows light to infuse the space while appealing to the move-in ready crowd.

Closet spaces are not an afterthought.

Every prospective buyer wants storage options, and you’ve surely led a home tour where guests inspect closets and pantries.

Don’t let these hidden spaces go overlooked. Make sure they’re clean, cleared as much as possible, and you can even touch them up with fresh paint, a good

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Remove tough appliance stains with a bit of elbow grease.

If you’re packaging appliances with the sale of a property, you’ll want to make sure those big-ticket items are also in top shape to showcase their value. Stainless steel polish, electric cooktop polish, and stain removing pads for the kitchen sink can make your appliances look five years younger with nothing more than an hour or two’s labor.

Organize garage and basement areas to maximize storage and hint at bonus space.

It may take a labor of love, but organizing and decluttering these special storage spaces

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can add significant value to a property. Instead of telling prospective buyers how much storage space there is—let these areas speak for themselves by giving them a neutral, airy bout of cleansing. That way, craft-lovers, car aficionados, and buyers with interest in renovating basement areas can witness the potential immediately.

Individually, these bit to-do list items might seem like extra work without the promise of 24

a major return. But combined? These small tasks go a long way in crafting a home’s image and projecting pure potential. After all, prospective buyers imagine their lives unfolding inside those walls. That’s why cobbling together these small-scale projects can have a big payoff in the end. Not only will a home present itself in a cohesive, attractively-packaged form, but it can also translate to higher interest and a significant pay-off—in more ways than one.

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NINA GOLDEN Nina Golden’s journey in real estate began in 2011, after purchasing a home with her husband and having a less than satisfactory experience with their real estate agent. When her husband remarked that she would be perfect in the role of a REALTOR®, Nina decided to give the industry a try. She currently works as a solo agent serving clients throughout the Triangle area, North Carolina.

Knowing what it’s like to be the client of a difficult real estate agent herself, Nina goes out of her way to stay genuine and accessible to her clients.

“Integrity, loyalty, and honesty—those are three things my clients can count on when working with me,” she says. She also takes the time to educate them throughout the transaction process. “It’s important to keep your clients informed so that they feel empowered in their decision making. Especially the first time homebuyers, I hold their hand from beginning to closing. I let them know what to expect, and we discuss any concerns they might have.” She also stays in touch with clients long past the transaction. “I become good friends with many of my clients,” she says.

Outside of real estate Nina likes to stay healthy and workout. She also loves spending time with her family and friends.

In the future she hopes to continue growing her business and her client network. She is always looking to further her own education and continue her personal growth to become the best agent she can be. One of her main goals within the next few years is to grow her own team so that she can help educate them on ethical business practices. “I would like to teach agents to be genuine and honest. That’s all clients truly want at the end of the day.”

Originally from Slovenia, Nina moved to the United States in 1986 with her mom. Her experience of moving to a new country has shaped her work ethic and her love of what America has to offer to anyone who’s brave enough to reach for their dream. “I want young agents who are just getting into the business to know that the American Dream is real. Through hard work you can accomplish anything you want. Determination will get you anywhere. If I can do it, anyone can.”

When it comes to getting a house ready for sale, Nina does a walk through with her clients and lets them know what potential issues a buyer might see, such as too much clutter, wrong furniture placement, and any other small problems that might slow down the sale.

She then moves onto the marketing portion, utilizing technology and social media such as Facebook Live to show off the property.

Nina enjoys the entire transaction process, but her favorite part is being able to help her clients get exactly what they want. “The pure happiness when someone gets the keys to their dream house, that’s what I love the most about this job.” And her love of helping people transcends past just her job. Through her company she is able to volunteer at various different community initiatives and help people in her neighborhood.

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To learn more about Nina Golden please call (919) 815–7556 email ninagoldennc@gmail.com, or visit ninagolden.kwrealty.com www.

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

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

1

FIND A MENTOR

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

2

CONTINUOUS TRAINING

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

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3

BUILD A STRONG ONLINE PRESENCE

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

4

BUILD A SOLID FOUNDATION

5

SET GOALS

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

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

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

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mailto:mag@topagentmagazine.com

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