NORTH CAROLINA 4-13-20

NORTH CAROLINA EDITION

How to Recognize

TRUE LUXURY PROPERTIES Why Millennials Are Now

The Hottest Segment Of The Buyers Market

Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT FEATURED AGENTS

COVER STORY

BERNIE GILCHRIST

KYLE BENDER KATHY GREER

NORTH CAROLINA EDITION

KYLE BENDER

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BERNIE GILCHRIST

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KYLE BENDER

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Kathy Gree estate justW t because she te ously a stoc Kathy fell po in North Caro vi KATHY GREER vacation. Sh th real estate h W after a whil her that the hi others find wealth and happines Bender has been work- in real estate.

Although he is only 36, Kyle CONTENTS ing in real estate for 16 years. Through hard work and w “As a stockbroker I loved helpin an determination, has risen from humble beginnings 20) HOW TO 4) TOP AGENT TIPS 13)heWHY she says. “But as a REALTOR to become one of the top real estatedifferent agentslevel. in his RECOGNIZE MILLENNIALS ARE AND QUESTIONS I getarea. to connectalw just throwing TRUE LUXURY NOW THEinHOTTEST FOR CHOOSING Kyle was interested real estatelevel, at asanopposed earlyto age, whether they’re growing their m PROPERTIES SEGMENT YOUR LISTING K when he became awareOF of THE the financial independence ment properties or finding their BUYERS MARKET AGENT th that comes with homeownership. help Now, Kyle has people achieve theira dreams network of loyal clients who trust him to always be in fo Kathy helps her clients by m their corner and help them build their financial future.with Fi constant communication th Phone 310-734-1440 | Fax 310-734-1440 explain the process,” she says.no “E or soldatwith two or threeBti mag@topagentmagazine.com | www.topagentmagazine.com As the CEO of Scarlett Property Group eXpmeRealty, through No portion of this issue may be reproduced in any manner whatsoever without prior consent of theeverything publisher. Top step by step, b Kyle serves the entire Charlotte, North Carolina, area. hi Agent Magazine is published by Feature Publications GA, Inc. Although precautions arechange taken to ensure theyear.” accuracy every of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by An impressive 95% his business comes from repeat Sc its authors. To subscribe or change address, send inquiryof to mag@topagentmagazine.com.

Published in the U.S. attention to detail and com and referral clients, and it’s easy That to see why. Kyle ot earned Kathy a terrific 75% c in brings a people-focused, compassionate approach to wit referral rate.

Kathy works 2 Top Agent Magazine budget ranges. help everyon of his work, and his customers appreciate that.“I“This

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 4

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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BERNIE GILCHRIST Top Agent Magazine

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Top Agent Bernie Gilchrist spearheads his work solo under the banner of Sundog Realty, serving clients across the western North Carolina region, particularly a resort called Bear Lake Reserve, Tuckasegee, North Carolina.

After fifteen years in the restaurant business, and as a development manager for part of that time for independent restaurant chain Chico’s Mexican Restaurant, Bernie Gilchrist was on the hunt for his next challenge. His friend from college and future mentor David Huffman of 8Copyright Top Agent Magazine

Blue Realty, who had twenty years of experience in the real estate business, suggested Bernie try his hand at the business. Nearly two decades later, Bernie has cemented himself as an agent of note, complete with a reputation for regional knowledge, a proven track record, Top Agent Magazine

and a personal touch. Along the way, he has earned a host of accolades, including 2019’s spot in the Top 1% of North Carolina agents when it comes to selling high-end properties above market value, and he also belongs to the Top 100 Agents of America. For the last two Top Agent Magazine

years, he also placed in the Top 10 of his MLS board in Jackson County, North Carolina.

Today, Bernie spearheads his work solo under the banner of Sundog Realty, (Owned by Joel and Jeannine Sowers) serving clients across western Copyright Top Agent Magazine9

Bernie has earned a host of accolades, including 2019’s spot in the Top 1% of North Carolina agents when it comes to selling high-end properties above market value, and he also belongs to the Top 100 Agents of America.

North Carolina region, particularly a resort called Bear Lake Reserve, Tuckasegee, North Carolina.

He is an expert in mountain, lake and stream centered properties, though he is also well-versed in land sales, commercial properties, and even luxury vacation rentals. In fact, Sundog Realty is something of a one-stop shop, offering resale options, new-build custom properties, and options for investors seeking property management. To date, a significant contingent of Bernie’s business is built on repeat and referral clientele who trust his experience and hands-on approach. “I go above and beyond,” he explains. “I’ll get down, crawl around in a crawl-space and look around if I have to. I’m also diversified enough between Copyright Top Agent Magazine 10

residential land and commercial, so I know how to get the job done and not give up. My biggest strengths are my service and my personality. To me, they’re not just clients—they’re friends.

I make sure their every need is taken care, and I put their interests ahead of my own.”

When listing properties, Bernie taps both tech-forward and traditional means to achieve wide-ranging visibility. Every detail is accounted for, beginning with high quality professional photography, drone footage, and walkthrough videos (Matthew Turlington Photography). All properties are showcased across the leading online listing platforms and social media outlets, in Top Agent Magazine

addition to exposure to three MLS boards across seven counties. He also manages a YouTube channel called Living Blue Ridge, which highlights the area and local inventory. “Whether it’s a two-million-dollar listing or $100,000, I treat it with the same respect,” he says. “I try to sell based around lifestyle, that’s the biggest thing.

You can buy a house anywhere, but I try to learn about the people, and what they do, their hobbies, and make sure this area and their home is Top Agent Magazine

a good fit for them. It’s also a lot of fun to help people find what they really want.”

Beyond the office, Bernie gives back to his community by supporting area businesses and restaurants, in addition to serving as both a past president of his local Realtor association and networking chairman. He also gives back to animal rescue efforts through BBQ competitions that fundraise for the cause. In his free hours, he most Copyright Top Agent Magazine 11

enjoys time spent with family and loved ones, cooking, and of course trout fishing, as he lives on the Tuckasegee River, a long sought-after dream come true as result of all his hard work. “The idyllic outdoor setting of Sylva, North Carolina and the North Carolina mountains gives you a feeling that you will not get anywhere else!” he says.

Looking ahead, Bernie intends to keep business going steady as he eyes future growth. “I’d like to start sharing some of the knowledge I’ve learned with new folks coming up in the industry,” he says. Now, with seventeen years of experience, the future looks assuredly bright for Bernie Gilchrist of Sundog Realty.

To learn more about Bernie Gilchrist, email Bernie@SundogRealty.com, visit BearLakeSales.com or SundogRealty.com, or call (828) 606–2900 www.

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Why Millennials Are Now the Hottest Segment of the Buyers Market

and How You Can Attract Them to Your Home There are many factors when it comes to knowing how to sell your home to the Millennial generation. Millennials are becoming an important part of the buyer market, and to fail to cater to their needs will cut you off from a large and important segment. But, why have Millennials all of a sudden become interested in buying houses when they were perfectly content to rent for the rest of their lives?

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A number of factors contribute to what has recently made Millennials the hottest segment of the Buyers market. One factor is the improved job outlook for Millennials. Millennials took a serious blow during the recession.

Unemployment in this group soared to 14 percent, compared to the 9.6 percent for the population as a whole. But, in recent years that number has been decreasing, with unemployment for Millennials being 9.3 percent this past year.

Rising rents are also contributing to making Millennials more interested in purchasing homes now. Rents have risen so much that buying a home now just makes more sense. Half of all renters spend more than 30 percent of their income on housing. Millennials are becoming increasingly stressed over the constantly increasing financial obligation to something that isn’t even theirs to own.

The near-historic low mortgage rates are luring Millennials towards purchasing a home with their promise of affordability. When compared with the skyrocketing rental rates, buying a house looks even more enticing.

Another factor helping Millennials get over the hump of purchasing a house is the lower down payment requirements. Fannie Mae and Freddie Mac are now offering new loan programs that require as little as a 3 percent down payment. This may just be the last push the Millennials needed to turn toward buying a home rather than rent.

So, now that we’ve established that Millennials are finally joining the Buyers market, the next thing that it is important to understand is what exactly Millennials are looking for in a home. What kind of floorplans do they prefer? What locations are they interested in? Here are some of the essentials that Millennials are looking for in a home: • Updated Kitchens and Baths: Almost everyone wants to buy a

home with new kitchen and bath fixtures, but this is especially true for Millennials Buyers. Millennials are going to spend most of their savings on the down payment and furnishings, leaving little room to update the Kitchen and Bath, which are also the most expensive parts of a home to

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update. Millennials who are on a budget simply won’t have the money to sink into those areas. An updated Kitchen and Bath is sure to bring in a younger crowd.

• Big Kitchen with Open Floor Plan: For Millennials, the kitchen has

become the room where they hangout in addition to the family room. This is why having an open space that can transition easily from the kitchen to the TV room is high on the list of things Millennials are looking for in a home. Along a similar vein, Millennials are attracted to an open floor plan rather than one that compartmentalizes the home. This has to do with how Millennials entertain. Millennials want their guests to flow through the rooms and mingle together, rather than be sectioned off in different rooms.

• Home Office: More than 13 million Americans now work from home,

and if you look at the trend, that number is only going to increase as the time goes on. With technology steadily increasing, more Millennials than ever have the flexibility to work from home. But, the home office isn’t just for someone working from home full time. Having a separate space dedicated to work helps people concentrate and focus on work while they are at home. They can separate themselves from the activities going on around the house and have a quiet space where they can set up their workday, plan a presentation, hold a meeting on Skype, or even pay bills.

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• Less Maintenance: Many Millennials work different schedules that

don’t conform to the 9 to 5 workday, as well as full social calendars. This doesn’t leave them much time to clean a big house. Lawn services and low-maintenance front yards are particularly appealing, as they take less responsibility to still keep the curb appeal high.

• Energy-Efficient Appliances: Millennials have been educated on

keeping the Earth clean from the time they were born. They want to do their part to help the environment and appreciate the long-term cost savings that come with it. Energy-efficient appliances and greener ways to heat and cool the home might end up being the tipping point that makes them choose one house over another.

• Hardwood Floors: Millennials don’t have the time or patience to clean

dirty carpets, especially those that own pets. Hardwood and laminate flooring is easy to mop up if there’s been a mess. The more time they can conserve, the better.

• Good Location: Millennial buyers are looking for homes that are in

proximity to public transportation and have a good walking score. Young Millennial buyers without children are more likely to want a location closer to the action of the city, while Millennials with children would prefer more residential areas.

• Technology: Technology rules the Millennial’s life. They do work on

their computers through an Internet connection and solely use cellphones for communication. They are going to ask about how strong the cell service is and about the Internet service provider. While these amenities are out of the seller’s hands, Millennials are still going to ask these questions, and you will need to know how to answer them.

Knowing what Millennials are looking for in a home will ultimately help you make the necessary changes that will attract these buyers to your home.

Since they are the a serious segment of the market now, updating your home to fit their needs will lead to more buyers and better offers. So, get with the times and embrace the Millennial buyer.

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KYLE BENDER networked. And that’s really the way I’m trying to mentor and coach my other agents. If you continue to give great service and build relationships, you’ll have clients for life.”

Although he is only 36, Kyle Bender has been working in real estate for 16 years. Through hard work and determination, he has risen from humble beginnings to become one of the top real estate agents in his area.

Kyle was interested in real estate at an early age, when he became aware of the financial independence that comes with homeownership. Now, Kyle has a network of loyal clients who trust him to always be in their corner and help them build their financial future.

As the CEO of Scarlett Property Group at eXp Realty, Kyle serves the entire Charlotte, North Carolina, area.

An impressive 95% of his business comes from repeat and referral clients, and it’s easy to see why. Kyle brings a people-focused, compassionate approach to his work, and his customers appreciate that. “This isn’t just business,” he says. “Real estate is an emotional world, and it’s about relationships. It’s not just about the numbers, it’s about people. I want to help people get to where they want to be, and I want them to have fun, and I want it to be stress-free.”

Relationships are the foundation of Kyle’s business, and he puts in the effort to nurture those relationships.

“I started out the hard way,” he explains. “I didn’t have money to buy leads, so I just met people and

When it comes to marketing a listing, Kyle and his team work to get the word out in “any and every way possible,” he says. “Postcards, social media pushes, video tours, drone footage, even going door to door in the neighborhood to get people out to an open house.

We do everything we have to do.” This year, Kyle and his team are working toward a goal of $65 million in volume, and their listings span the whole range of what’s on the market. They work with small homes and expensive luxury homes alike. “In our eyes, it’s all about the people and helping them,” he says.

Kyle’s service-oriented approach also applies outside the office. Since 2012, he has been helping fundraise for nonprofits. His efforts started with the Cystic Fibrosis Foundation, and have expanded to other nonprofits including Autism Charlotte, Big Brothers Big Sisters, and Charlotte Rescue Mission. Kyle and his company even started their own nonprofit called Scarlett Hearts to give back to local community and other local nonprofits by putting on events and bringing people together. Scarlett Property Group also offers a program called Scarlett Heroes to give back to local teachers, nurses, EMTs, firefighters, vets, and military with a rebate to help with their closing costs.

In the future, Kyle plans to continue growing his team, with a focus on nurturing individual agents in his company so that they can each develop their own “team within the team” that will flourish for years to come. “We have amazing agents who work with us now,” Kyle says. “I want to continue to build our team up, and I want to build up other agents too.”

To find out more about Kyle Bender, contact him by phone at 704-942-6316, email kyle@scarlettpropertygroup.com, or visit scarlettpropertygroup.com www.

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Laughs!

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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KATHY GREER Kathy Greer didn’t get into real estate just to have a career, it’s because she had a calling. Previously a stockbroker in New York, Kathy fell in love with Wilmington, North Carolina during a family vacation. She began investing in real estate herself in the area, and after a while it became clear to her that the next step was to help others find wealth and happiness in Wilmington-area real estate.

“As a stockbroker I loved helping people find wealth,” she says. “But as a REALTOR® I can do that on a different level. I get to connect with people on a social level, as opposed to just throwing numbers at them. And whether they’re growing their money through investment properties or finding their perfect home, I get to help people achieve their dreams.”

Kathy helps her clients by maintaining open and constant communication with them. “I’m honest and I explain the process,” she says. “Even if they’ve bought or sold with me two or three times I still walk them through everything step by step, because certain aspects change every year.”

in June for Nourish NC,” she says. “And another in August for PAWS For People, which trains and places assistance dogs. In October we’ll do one for ‘Open Gate,’ the Domestic Violence Shelter and Services, Inc. here in Wilmington, and in December we’ll do one for the Boys and Girls Home of NC.” SURGE combines Kathy’s love of giving back with one of her other great loves: riding motorcycles. “SURGE started as a group of friends that ride together and also wanted to do more for the local community. I am truly blessed to be able to do all of this outreach and build friendships at the same time,” When she’s not riding, Kathy loves to spend time with her family. “They’re growing up and moving on!” she says, wistfully.

Growth is something Kathy is looking for in her own future; she’s dedicated to not only growing her business but also her own knowledge base. She’s been in real estate since 2000, but she knows there’s always room to improve. “Every year I take more classes,” she says. “I believe in education and learning more so that I can keep helping my clients with my knowledge and expertise.”

That attention to detail and communication has earned Kathy a terrific 75% client return and referral rate. Kathy works with clients of all budget ranges. “I help everyone,” she says. “I work with a lot of first time home buyers, and their budget might only be in the $150,000 range.

But I’m also currently working with buyers who have a $2 million budget.”

Kathy works with everybody because she’s driven to help others. That also drives her community involvement; as a founder and treasurer of the non-profit SURGE (Stand Up Riders Group and Enthusiasts) she engages in fundraising drives for local charities. “This year we’re doing a fundraiser Top Agent Magazine

To find out more about Kathy Greer, please call her at 910.726.4140, visit KathyGreerRealEstate.com, or email her at kathygreerrealtor@gmail.com www.

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