NORTH CAROLINA 11-8-21

NORTH CAROLINA EDITION

BUSINESS GROWTH HACK:

ABSORB YOUR CLIENTS' STRESS! FEATURED AGENT

JEFF LYNCH

BY THE NUMBERS: UNDERSTANDING THE TRUE VALUE OF SQUARE FOOTAGE

How to Get THE BIGGEST RECHARGE Out of Your Lunch Hour UNTANGLING THE BIDDING WAR:

A BUYER'S & SELLER'S PERSPECTIVES

COVER STORY

CRYSTAL MCINTOSH

NORTH CAROLINA EDITION

JEFF LYNCH Now with over 16 years of professional real 7 into the estate experience, Jeff Lynch dove business soon after graduating from The University of North Carolina at Charlotte, when he would become a top producing agent with The Premier Team, founded by his two good friends Patrick Nooney and Steve Onisick. In 2013, he became an owner of the team, and in the years since, Jeff and his partners have gone on to author accomplished careers in the business, with their team having been MCINTOSH consistently ranked CRYSTAL as a Top 25 RE/MAX US Team and Top 100 World Team since 2014.

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JEFF LYNCH

precisely what they’re loo these are personal relation ness transactions.”

Over the years, Jeff has tic reputation throughout with the vast majority of ing from repeat clients an through it all, he cares mo his elite standards of servi “When running a team, yo your fellow agents. It can b ceed in this industry witho of training and mentorshi committed to being the bes

Today, Jeff is the Co-Owner of The Premier Team, CONTENTS powered by RE/MAX Executive, where he assists cliOutside his career, Jeff and his team ents throughout Charlotte and the surrounding areas. their community. On top of making r 4) BUSINESS GROWTH 19) HOW TOtoGET THE causes throughout Licensed to serve in both Carolinas, he possesses the tions charitable tireless work ethic, expertise, and integrity needed to also host yearly events, HACK: ABSORB YOUR BIGGEST RECHARGE OUT such as Thank facilitateSTRESS! any transaction. or Christmas CLIENTS' OF YOURaways LUNCH HOURgatherings to raise homeless. When he’s not with clients o WhenTHE listing a property, Jeff equips his clients with a can be found golfing 14) BY NUMBERS: 22) UNTANGLING THE or spending time w comprehensive strategy. After helping them prepare two daughters.

UNDERSTANDING BIDDING WAR: their home for the market and supplying a suite of THE professional TRUE VALUE OF and videography Aservices, BUYER'S & SELLER'S photography Looking ahead, Jeff has an exciting vis SQUARE FOOTAGE PERSPECTIVES he shares their listing via a blend of digital and social of The Premier Team. Aiming to double media campaigns. In the meantime, he can generthe next 18 months, he intends on brin ate added buzz around a home through neighborhood aboard while expanding further into events, such as ice cream truck socials, all leading up to rounding Charlotte. No matter what, Phone 310-734-1440 | Fax 310-734-1440 the open house showing. continue to uphold the principled ap mag@topagentmagazine.com | www.topagentmagazine.com anchored his success in the first place.

Elsewhere, Jeff bit inasany active assisting by aof set of coreTop values,” he says. “Perh No portion of this issue mayis beevery reproduced mannerwhen whatsoever without his prior consent the publisher.

Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, buyers, carefully guiding them to the perfect home for tantly, we believe that Top service alway Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. their best interests. From start to finish, he is there for opportunity. We want to do something To subscribe or change address, send inquiry to mag@topagentmagazine.com. his inclients, regardless of whether there’s a monetar Published the U.S. keeping them fully informed each step of the way. “Real estate comes down to being extremely After all, there’s nothing more gratify attentive, following up, and responding to your clients,” people navigate the single most impor he says. “It’s about listening to them and finding out their lives.” Top Agent Magazine

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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Top Agent Crystal McIntosh is known for being genuine and down to earth—averaging 25+ transactions per year, Crystal is constantly learning and growing.

If you ask Top Agent Crystal McIntosh how she consistently achieves top seller status each quarter since joining her firm in 2017, she will tell you “Relationships don’t end after the transaction. The transaction is only the beginning.” Crystal is known for being genuine and down to earth. Before she got her license, Crystal long entertained the idea of remodeling and flipping houses. A friend’s 8Copyright Top Agent Magazine

urging finally inspired her to give real estate a try. Thanks in part to her husband, seven daughters, two dogs, and a corporate background, Crystal easily acclimatized to real estate’s complexities. Initially, she invested in print advertising in her area of Lake Norman, North Carolina’s largest body of water. Seven years later, she primarily relies on her sphere of influence and well-earned reputation.

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One thing Crystal always hears is that other agents just don’t follow up like she does. She markets listings on a myriad of social media avenues like Facebook, Instagram, and her personal YouTube channel, which she looks forward to expanding with the help of an Top Agent Magazine

upcoming digital crash course. Also, she stays in touch with gifts and birthday cards, which she sends to clients and their kids, prioritizing VIPs—those clients who have sent referrals her way. She also falls back on mailers and postcards and hosts client appreciation Copyright Top Agent Magazine9

“I love working with people,” Crystal says, “so being part of a team will allow me to service more people, quicker, and to be ever more expedient, on task, and on target.” events. “Sometimes,” Crystal shares, “I even stop by to say hi.”

Averaging 25+ transactions per year, Crystal is constantly learning and growing. This variability is her favorite aspect of the job.

While the general population might be familiar with basic real estate knowledge, Crystal knows the devil is in the details. “The public Copyright Top Agent Magazine 10

does not truly understand market trends,” she reflects. “By the time information is widely understood, they are behind the times.”

Crystal stays abreast of market trends, which enables her to help clients make wise investments. “I educate them,” she says, “so they can make the best decision when they purchase a home that is often the single greatest investment of their lives.”

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When Crystal is not helping clients, she invests in her community. She is the president of her local chapter of the Exchange Club, a civic organization that gives back to the Top Agent Magazine

community through three pillars of service, Americanism, community service and youth programs, and the National Exchange Project, which focuses on preventing child abuse. In Copyright Top Agent Magazine 11

her free time, Crystal plays music with her husband. “We have a huge following,” she humbly admits. The acoustic duo performs every weekend at weddings, wineries, corporate events, and private backyard parties. In addition, you can find them playing pro bono for many local fundraising events.

Despite her busy schedule, Crystal has big plans for future growth. Recently, she teamed up with another veteran agent. Their goal is to branch out and expand. “I love working with people,” Crystal says, “so being part of a team will allow me to service more people, quicker, and to be ever more expedient, on task, and on target.”

To connect and grow with Crystal, call 704-657-3127, visit movewithmcintosh.com, or email crystalm@lakenormanrealty.com www.

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of 14

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n

Called “below grade spaces,” basements and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n

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Did you know the space inside closets and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

When recording square footage, ANSI actually suggests performing measurements from a property’s exterior—though this method does not account for the

thickness of exterior walls, which could skew square footage numbers. n

Just like below grade spaces, a garage, a pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

grahamharrop.com Top Agent Magazine

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JEFF LYNCH Now with over 16 years of professional real estate experience, Jeff Lynch dove into the business soon after graduating from The University of North Carolina at Charlotte, when he would become a top producing agent with The Premier Team, founded by his two good friends Patrick Nooney and Steve Onisick. In 2013, he became an owner of the team, and in the years since, Jeff and his partners have gone on to author accomplished careers in the business, with their team having been consistently ranked as a Top 25 RE/MAX US Team and Top 100 World Team since 2014.

Today, Jeff is the Co-Owner of The Premier Team, powered by RE/MAX Executive, where he assists clients throughout Charlotte and the surrounding areas.

Licensed to serve in both Carolinas, he possesses the tireless work ethic, expertise, and integrity needed to facilitate any transaction.

When listing a property, Jeff equips his clients with a comprehensive strategy. After helping them prepare their home for the market and supplying a suite of professional photography and videography services, he shares their listing via a blend of digital and social media campaigns. In the meantime, he can generate added buzz around a home through neighborhood events, such as ice cream truck socials, all leading up to the open house showing.

Elsewhere, Jeff is every bit as active when assisting his buyers, carefully guiding them to the perfect home for their best interests. From start to finish, he is there for his clients, keeping them fully informed each step of the way. “Real estate comes down to being extremely attentive, following up, and responding to your clients,” he says. “It’s about listening to them and finding out

precisely what they’re looking for. For me, these are personal relationships—not business transactions.”

Over the years, Jeff has earned a fantastic reputation throughout the Carolinas, with the vast majority of his volume coming from repeat clients and referrals. But through it all, he cares most about sharing his elite standards of service with his team.

“When running a team, you have to support your fellow agents. It can be difficult to succeed in this industry without a fair amount of training and mentorship, but we’re all committed to being the best we can be.”

Outside his career, Jeff and his team are dedicated to their community. On top of making regular contributions to charitable causes throughout the region, they also host yearly events, such as Thanksgiving pie giveaways or Christmas gatherings to raise supplies for the homeless. When he’s not with clients or giving back, he can be found golfing or spending time with his wife and two daughters.

Looking ahead, Jeff has an exciting vision for the future of The Premier Team. Aiming to double their business in the next 18 months, he intends on bringing new agents aboard while expanding further into the markets surrounding Charlotte. No matter what, though, he will continue to uphold the principled approach that has anchored his success in the first place. “Our team lives by a set of core values,” he says. “Perhaps most importantly, we believe that service always comes before opportunity. We want to do something for somebody— regardless of whether there’s a monetary goal at the end.

After all, there’s nothing more gratifying than helping people navigate the single most important purchase of their lives.”

For more information about Jeff Lynch email jefflynch@remax.net, visit PremierTeamNC.com or call (704) 737-3404

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How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create Top Agent Magazine

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a Top Agent Magazine

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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