NORTH CAROLINA 5-16-22

NORTH CAROLINA EDITION

Thinking of Listing?

Nine Ways to Get Ready

FEATURED AGENT

KARIN HEAD

COVER STORY

Area Specialist

MICHAEL PICHAN

PLAYING THE REALYard?

ESTATE Small Big Statement: How to Make the Most Out of Micro Outdoor Spaces

6 WAYS TO GET YOUR CLIENT TO TRUST YOU

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Thinking of Listing?

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

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

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

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

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

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

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

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

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

up baseboard moldings and doorways and open wall spaces in high-use areas 4

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 6

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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Area Specialist

MICHAEL PICHAN

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MICHAEL PICHAN “Being a Realtor® allows me to use my experiences working with numbers and coaching to help people on a journey toward maximizing their goals.”

A former college basketball player who has a diverse work background as a poker dealer, a fantasy sports expert, as well as a middle school math teacher and basketball coach, Michael Pichan sees many similarities in his former roles and his 10

current role as a REALTOR®. In fact, he says he sees quite a number of advantages from his varied background when it comes to helping prospective home buyers and potential home sellers – including making decisions based on data Top Agent Magazine

and market analysis, wearing many different hats, solving problems, negotiating, seeking creative solutions, keeping up with the times, and building trusting relationships focused on a common goal.

“Being a REALTOR® allows me to use my experiences working with numbers and coaching to help people on a journey toward maximizing their goals. In real estate, people appreciate the knowledge and insights (my wife) Jessica and I bring and thus are more receptive to the Top Agent Magazine

value we strive to provide to our clients.

Something that wasn’t always the case in teaching,” Michael said with a chuckle.

Originally from both the Metro Detroit and New York areas, Michael and Jessica are now a two-person real estate team under the umbrella of eXp Realty in Greenville, North Carolina. Michael made the full-time switch to real estate after he won baseball tickets through a local college in a drawing sponsored by a local real estate agency. When he went to 11

pick up the tickets, he casually inquired about working in real estate. Five years later, he is one of the top REALTORS® in Pitt County and surrounding counties, and an integral part of the community.

“We love the Greenville area. It’s a fun place that has a lot to offer for people of any age, the weather is good most of the year, and the city continues to grow and attract new businesses while maintaining its Southern Hospitality. At one point, Greenville had the highest percentage of increase in population during the pandemic and has been ranked in the top ten of the nation’s “Best Small Places for Business

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and Careers” by Forbes Magazine, which is a testament to its diversity of opportunities,” Michael said. “While Greenville is only about an hour from a plethora of beaches, the state capital, and The Triangle area, you don’t have to travel to find cool things to do as our area features a dynamic culinary, art, and live music scene with that Southern Hospitality community feel. Some cool spots include Sain Tea & Kava, Local Oak Brewery, ECU sporting events as well as Sup Dogs, which has won “Barstool Sports Best College Bar” in the country multiple times over the past few years. Not to mention its myriad of parks and walking/hiking

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trails, Greenville, North Carolina truly has something for everyone.”

Michael and Jessica are active in the community, including being recent members of the Winterville Chamber of Commerce, and run a Facebook group called ‘Parenting in Pitt County’ that helps organize community events, provides tips for families, highlights a local teacher weekly, and as the father of four children includes a little “Dad Humor.”

Michael is also the Education Coordinator of a local chapter of Business Networking International (BNI) which meets weekly to help local businesses grow through referrals (ask Michael for more info).

Michael also works out with F3 – which Top Agent Magazine

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stands for Fitness, Fellowship and Faith – a group of Christian men that get up and work out outside for an hour at 5:30 a.m.

Michael and Jessica even had a “Little Library” erected in their front yard where people of all ages can take a book.

focus on servicing, not selling,” Michael said, “We’re more than just real estate.

We want the community to grow as we grow. This “Giver’s Gains” mentality is a large reason why The Pichan Reality Team continues to attract business and referrals in and around the Eastern North Carolina area.”

“Our motto is putting people first as we

You can call or text Michael Pichan at (252) 412-8868, email him at michaelpichanrealtor@gmail.com or visit his website at michaelpichan.bestlocalexpert.com.

See his profile at michaelpichan.work/content www.

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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KARIN HEAD Luxury Specialist and Relocation Expert Karin Head has over 10 years of experience in the residential real estate business.

Originally in sales, marketing and advertising for 25 years; Karin joined the real estate industry in 2009, after being a stay at home mom for 9 years. An intuitive and motivated leader, Karin leads a team of 8 locally and has over 140 agents in her organization worldwide. Karin’s team serves the middle of North Carolina, Winston-Salem-Greensboro and its surrounding counties. The area, once known for housing prices below the national average, has experienced a renaissance and is now known for arts, entertainment, great breweries and beautiful landscapes. Prices in the area have gone up 30% - 40% this past year.

Karin is adept at providing an unsurpassed real estate experience. She is in network with a wide array of agents so 75% to 80% of her business is by way of a broker or client referral. Client relationships are important to Karin so she hosts client parties as a way to keep in touch. “It sounds cliche but we take care of them before, during and after a the close.” Karin is part of a tight knit community so keeping in touch with past clients is fairly easy. “When you’re in a smaller community and not a massive city its easier because you see people everywhere you go.” For past clients looking to add on to a previous purchase, Karin’s agency has a private vendor login page where clients can find vendors they may need for all types of contractual services.

For sellers looking to work with Karin, they can expect their listings to be marketed and promoted to the highest degree with professional photos and video on real estate platforms and social media. Karin’s team will also advertise listings on Google search and across social media platforms. This year the Head Realty Group will do about $50M in sales volume. What Karin likes most about being in real estate is that everyday is different and presents a new challenge. For instance, Top Agent Magazine

she is currently working on being one of the first service providers to work with crypto currency in North Carolina. Karin envisions mainstream exchanges of crytpo for real estate property just over the horizon.

As an active member of her local community, Karin is part of an amazing group that works to support schools, churches, at risk kids and Veterans through volunteering and charitable work. Currently exploring new hobbies, Karin loves to travel and does so frequently. “We travel three times a month. A little bit of work and a lot of fun.” She also enjoys attending local events and festivals that showcase local distilleries and the picturesque downtown of charming cities. Looking ahead, Karin’s plans for the future include being more mobile and growing her EXP sponsorship team. This will allow her to generate more referrals in a non conventional and less expensive way. “I really want to grow my virtual team and to keep growing in our area.” Karin believes crypto is going to play a major role in the future of real estate transactions and she is positioning herself accordingly.

For more about Karin Head please call (336) 283-8687, email karin@karinhead.com, visit linktr.ee/KarinHead https://

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything 22

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

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Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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