OREGON 6-14-21

OREGON EDITION

5 TIPS

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Reasons Why Multitasking Can Actually Derail Your Day

TO GET NEW CLIENTS COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

FEATURED AGENT

CHRIS MARTIN 3 EASY AT-HOME DIY PROJECTS TO INCREASE PROPERTY VALUE

COVER STORY

WINSTON MURRAY

OREGON EDITION

CHRIS MARTIN What sets the Martin Outdoor Property 7 ® Group apart? To Chris Martin, REALTOR and Team Leader, its because their team takes a knowledge first, quality over quantity approach. “We are service-oriented and we pride ourselves on knowing what we do and doing that well.” This approach has led to a high proficiency in the action of sales naturally, with over $80 million sold state-wide in 2020.

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this job. I like to be chall plish new things. I like the innovation.”

He advertises heavily on sure his listings make it to channels to reach the m possible people. “The real for us is how we present t he says. He invests professional photograph CHRIS MARTIN Chris and his team WINSTON specialize MURRAY in outdoor graphics, design, brochu properties, ranging from farms and ranches, By combining compelli to other rural-lifestyle properties including high-end and captivating media with a global re estates, waterfront, hunting properties, and more. With Outdoor Property Group has an establish team members from all over the state of Oregon, Chris reputation for effective marketing.

CONTENTS focuses the bulk of his business on Southern Oregon. One of Chris’s favorite parts of his chosen profession is the Outside of work, Chris participates in t 4) 5 TIPS TO GET 16) COOPERATION, NOT clintel he gets to work with. “There’s a genuine wellhis non-denominational church. A true NEW CLIENTS COMPETITION, CREATES roundedness to the kind of people we get to work with,” biggest goal is to raise his children to MUTUAL SUCCESS FOR he says. “They tend to value integrity, honesty, and have people in their community.

14) 4 REASONS WHY a passion for the outdoor property lifestyle like weAGENTS do.”

MULTITASKING CAN Looking to the future, Chris is excited to c ACTUALLY DERAIL 20) 3 EASY AT-HOME Nearly all of Chris’s business comes from repeat and his business and innovating his busines YOUR DAY DIY PROJECTS TO referral clients. He credits their loyalty with his and his want to take what we’re doing now a INCREASE PROPERTY VALUE team’s incredible work ethic. Specializing in listings, continue to build a system and a team t they keep communications open and flowing throughout all storms and help our clients achieve th the transaction. Additionally, Chris and his team are dedicated to not only understanding their clients’ properties, Phone Faxgoals 310-734-1440 but also 310-734-1440 understanding |the of their clients while building a relationship with them. | www.topagentmagazine.com mag@topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine

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After all, understanding a client’s goal precautions is criticalaretotaken findis published

by Feature Publications GA, Inc. Although to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. ing them the best buyer. “Our ideal client is someone who To subscribe or change address, send inquiry to mag@topagentmagazine.com. isPublished looking toU.S. sell something that has rural qualities and in the characteristics, such as productive agricultural lands or if it falls into the category of rural lifestyle,” Chris explains.

“To us, our motto is ‘we live the lifestyle we sell’ meanTop Agent Magazine ing we resonate with our clients on our shared love of the

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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WINSTON MURRAY

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WINSTON MURRAY In the span of 10 years Winston went from being a real estate assistant to being the owner of Portland Works Real Estate. He credits his colorful work background for providing him with the foundation to build a successful business.

As the real estate industry undergoes an evolution, brought on in large part by the uncertainty of the COVID-19 pandemic, REALTORS® are having to pivot toward technology and adapt 8

in order to survive. That hasn’t been an issue for Winston Murray, who has left the notion of knocking on a hundred doors a day to succeed in business, as a distant relic of the past.

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“There is a very real change taking place in the industry, and it’s transforming the way we do things. While some believe that the tech evolution threatens real estate as we know it, I personally see it as a positive change.

For the first time ever, a client can click a button and learn about the home buying process, which can only result Top Agent Magazine

in more diverse home ownership and allow opportunities for more variety within the industry as a whole.”

In the span of 10 years Winston went from being a real estate assistant to being the owner of Portland Works Real Estate. He credits his colorful work background for providing him 9

with the foundation to build a successful business. “I’ve held many different jobs before I started my real estate career, from landscaping, construction, to being a personal assistant. I think all that combined experience has helped sharpen my communication skills and made me a better listener so that I can accurately identify the needs of my clients.”

Winston’s brokerage has over 30

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agents and they’re on pace to sell over 350 homes this year.

Technology is imperative to the success of a business in the new era of real estate, and Winston’s team works diligently to stay ahead of the curve.

“Technology is transforming the landscape of the real estate industry. When someone hires a REALTOR® they’re really hiring a digital marketing company in this day and age. That’s Top Agent Magazine

why we have a marketing team that helps facilitate the entire listing process on behalf of our agents. They are in charge of the professional photos, videos, and the Matterport 3D tours.

Most agents are not professional marketing people, nor do they know how to boost a post on social media, that’s why we’ve created our marketing team to help support our agents and let them be available to do what they do best, which is take care of the client.”

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Winston focuses on educating the clients throughout the process to ensure they’re informed to make the right decision. “I lead with education and empowerment, and I make myself available to be a continued resource for clients long after the transaction is over.”

As for the future, Winston sees things going in a positive direction for the industry. “I’m excited to lean into the technology but keep the heart and integrity of the process intact. I am hoping that the new shift in real estate will make homeownership a reality for those who never thought it could even be a possibility.”

To learn more about Winston Murray, call (503) 936–5549, email winston@pdxworksrealestate.com, or visit pdxworksrealestate.com/team/ winston-murray-licensed-real-estate-agent www.

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4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying 14

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently Top Agent Magazine

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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CHRIS MARTIN What sets the Martin Outdoor Property Group apart? To Chris Martin, REALTOR® and Team Leader, its because their team takes a knowledge first, quality over quantity approach. “We are service-oriented and we pride ourselves on knowing what we do and doing that well.” This approach has led to a high proficiency in the action of sales naturally, with over $80 million sold state-wide in 2020.

Chris and his team specialize in outdoor properties, ranging from farms and ranches, to other rural-lifestyle properties including high-end estates, waterfront, hunting properties, and more. With team members from all over the state of Oregon, Chris focuses the bulk of his business on Southern Oregon. One of Chris’s favorite parts of his chosen profession is the clintel he gets to work with. “There’s a genuine wellroundedness to the kind of people we get to work with,” he says. “They tend to value integrity, honesty, and have a passion for the outdoor property lifestyle like we do.”

Nearly all of Chris’s business comes from repeat and referral clients. He credits their loyalty with his and his team’s incredible work ethic. Specializing in listings, they keep communications open and flowing throughout the transaction. Additionally, Chris and his team are dedicated to not only understanding their clients’ properties, but also understanding the goals of their clients while building a relationship with them.

After all, understanding a client’s goal is critical to finding them the best buyer. “Our ideal client is someone who is looking to sell something that has rural qualities and characteristics, such as productive agricultural lands or if it falls into the category of rural lifestyle,” Chris explains.

“To us, our motto is ‘we live the lifestyle we sell’ meaning we resonate with our clients on our shared love of the outdoors and recreational hobbies such as hunting, fishing, hiking, or horseback riding just to name a few.”

When it comes to marketing his listings, Chris likes to stay ahead of the industry. “That’s what I like about Top Agent Magazine

this job. I like to be challenged to accomplish new things. I like the opportunity for innovation.”

He advertises heavily online, and makes sure his listings make it to the appropriate channels to reach the most amount of possible people. “The real bread and butter for us is how we present the information,” he says. He invests heavily into professional photography, videography, graphics, design, brochures, and more.

By combining compelling information and captivating media with a global reach, the Martin Outdoor Property Group has an established presence and reputation for effective marketing.

Outside of work, Chris participates in the leadership of his non-denominational church. A true family man, his biggest goal is to raise his children to be upstanding people in their community.

Looking to the future, Chris is excited to continue growing his business and innovating his business practices. “We want to take what we’re doing now and we want to continue to build a system and a team that will weather all storms and help our clients achieve their goals.”

To learn more about Chris Martin and the Martin Outdoor Property Group, call 541-200-3060, email Chris@LandandWildlife.com, or visit MartinOutdoorProperties.com www.

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3 Easy At-Home DIY Projects to Increase Property Value Most homeowners have a lengthy list of chores and bit projects they intend to accomplish around the house. Oftentimes, those to-do items are completed piecemeal over a long stretch of time, or else sometimes not at all. However, when it comes time to prepare a home for market, all those tasks begin to pile-up and overwhelm. The 20

list of things to do before the photographer comes or the first open house is held might seem endless, but not if you tackle just a few things here and there as you go. These sorts of projects—easy, DIY, at-home tasks you can accomplish in a few hours or less, with tools you most likely have on hand— go a long way with marginal effort.

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Complete a quick rehab of closets and storage areas Many agents advise clients to declutter and depersonalize their spaces ahead of professional photography and home showings. The idea is to provide prospective buyers with a neutral palette. Not only does this allow them to imagine their own lives unfolding within those four walls, but it also helps make a home’s square footage stand out. One way to add visual space to your home without calling in the contractor is to declutter common storage areas and closets. When buyers can get a complete look at a closet’s capacity, or a pantry’s depth, or the garage’s full functional potential, they get a better sense of a home’s potential and thus, its value.

In that vein, consider decluttering and cleaning your high-traffic storage spaces: the garage, pantries, closets, attics, and basements. Besides, organizing and discarding unwanted items help you prep for a move anyway, while giving potential buyers a peak at how spacious your home really is.

Add easy curb appeal with a bit of sweat equity Sure, curb appeal can arrive in the form of a new mailbox, pathway lighting, or updated house numbers, but it can also come cheaper than that. Curb extends to the upkeep of your lawn, landscaping, and home’s façade, and there are plenty of ways Top Agent Magazine

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you can give these zones a refresh without spending anything but time. Keeping your front and back yard green and uniform adds a lux layer to exterior square footage.

Likewise, polishing the outside of your windows, trimming hedges, and sweeping the walkway can make a tidy and wellcared for first impression. There are other measures you can take too. Planting wildflower seeds in empty beds, or collecting some landscaping rocks to frame mulched areas can add a bit of character to your residence. Repainting the front door, ensuring trees are trimmed, and keeping back patios 22

neat and uncluttered also underscore a home at its finest, which is ripe for buyers to snatch up.

Transform tiled spaces into sparkling clean surfaces.

Bathrooms and kitchens are where sellers can stand to add plenty of value in the process of selling a home. While pricey renovations might be out of the question for some, there are still affordable and time-effective ways you can transform for these spaces for the better. Cleaning,

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bleaching, or redoing your tile grout—in either kitchens, bathrooms, or other tiled spaces—can give these high-trafficked areas a new lease on life. Ensuring windows, mirrors, stainless steel appliances and backsplashes are streak-free and polished also demonstrate to buyers that your home is well-cared for and practically move-in ready. Sometimes, the devil is in the details. You might consider relining drawers, changing out knobs and fixtures,

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or else decluttering cabinets and shelves for a fresher look.

No matter the challenges ahead as you prepare your home for sale, completing a few small tasks every weekend or so can put you miles ahead of the competition.

Without spending a dime, you can add serious value to your home’s bottom line, setting you up for success as you begin your own home-shopping adventure.

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