Pennsylvania 3-4-24

PENNSYLVANIA EDITION

If it’s Good for the Soul,

Playing the Real Estate Matchmaker COVER STORY

Lisa Povlow Team MAKES IT HAPPEN

IT’S GOOD FOR THE BUSINESS

MILLENNIAL BUYERS:

Where They Are & What to Know

BEYOND CLEANING AND DECLUTTERING: What Improvement Expenses Make the Most Sense?

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WASHINGTON EDITION

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Lisa Povlow Team

LISA POVLOW TEAM

MAKES IT HAPPEN

CONTENTS 4) IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS 6) BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE?

15) MILLENNIAL BUYERS: WHERE THEY ARE & WHAT TO KNOW o: 215-340-5700 | m: 215-370-0525

21) PLAYING THE REAL ESTATE MATCHMAKER—FOLLOW THESE 8 DATING RULES TO ENSURE YOU MATCH YOUR CLIENT WITH THE PERFECT HOME FOR THEM

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their 4

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured Top Agent Magazine

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 6

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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Lisa Povlow Team MAKES IT HAPPEN

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Top Agents Lisa Povlow and Shana Trichon stand out as a powerhouse sister duo, making waves as community-driven and client-centric agents.

In Philadelphia and Doylestown’s bustling real estate landscape, Lisa Povlow and Shana Trichon stand out as a powerhouse sister duo, making waves as community-driven and client-centric agents. Lisa’s beginning in real estate dates back to 1997. Initially wary about the possible boredom of a real estate career, Lisa took the plunge to support her daughter as a single mom. Since joining nearly a decade ago, Shana has been integral to the Lisa Povlow Team, working as a buyer’s agent and occasional co-listing agent. Lisa, the lead listing agent and Associate Broker, has nurtured her business for twenty-seven years, financing the business and driving it forward as the entrepreneur and idea generator of the team. Lisa ranked #7 for the month in her region for Team Closed 10 Copyright Top Agent Magazine

Volume at Keller Williams Realty, outranking 10,689 agents.

With an impressive 80% of the business stemming from Lisa’s repeat and referral clients, the team is truly committed to helping clients achieve their real estate dreams. Lisa’s extensive knowledge of the Philadelphia area and her vast understanding of the industry enable her to navigate the entire process. Additionally, Lisa is known for her outof-the-box ideas and excellent marketing skills, generating all the leads for the business. Shana handles the leads, has consistently won multiple bids, and maintains her client’s best interests.

Furthermore, Lisa manages several rental properties as a Landlord, further strengthening her

Keller Williams Real Estate | 215-340-5700 | Lisa Povlow & Shana Trichon | 215-370-0525 Top Agent Magazine

relationships develrelationships with with builders, builders, landlords, landlords, and and developers. engaged in in land land opers. In In addition, addition, she she has has engaged development, as development, secured secured variances, variances, performed performed as her contractor and and collaborated with her own owngeneral general contractor collaborated awith locala architect to contribute to the and local architect to contribute to design the design construction of her residence, alongside her and construction of her residence, alongside her

husband, John, who who helped helped immensely immensely with with the the husband, John, building building process. process.

To listings uniquely, uniquely, Lisa Lisa and and Shana Shana imbue imbue To market market listings their spirit with with creative creative marketing marketing their entrepreneurial entrepreneurial spirit strategies, exploring diverse avenues to guarantee strategies, exploring diverse avenues to guarantee After

Before

Keller WilliamsMagazine Real Estate && Shana Trichon | 215-370-0525 Top Williams Agent Keller Real Estate ||215-340-5700 215-340-5700| |Lisa LisaPovlow Povlow Shana Trichon | 215-370-0525

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To market listings uniquely, Lisa and Shana imbue their entrepreneurial spirit with creative marketing strategies, exploring diverse avenues to guarantee their clients’ homes are seamlessly sold. their clients’ homes are seamlessly sold. They employ professional photography, videography, home stagers, appraisers, a writer, a social media manager, and partner with other individuals in the area. As a result of their joint efforts, they are consecutive regional winners for transactions; however, their greatest pride lies in their genuine love for serving clients. Lisa’s personal journey as a single mother has significantly fueled her drive, allowing her to make a future where she developed a home for her family and financed her daughter’s undergraduate and graduate education.

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After working together, clients love to leave glowing testimonials about their time with the Lisa Povlow Team. One recently said, “Honesty, determination, expertise. Lisa is in a class by herself. Lisa has been with us since we started our real estate journey during pandemic madness in early 2021. We were picky buyers and did not want to overspend for something that didn’t have value which was almost impossible in that market.

Despite this, Lisa worked with us patiently as we saw maybe 50 homes and stood by us as we lost a great home to the shady tactics of an unscrupulous

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seller. Through all of it, she was never too busy to provide counsel or advice on homes that would pop up and treated us like family. We eventually decided to wait out some of the insanity (Lisa’s advice from the start – imagine that honesty!) and re-contacted her in early February this year with a baby on the way. Within weeks, we had made an offer on a home that actually had value, and Lisa worked with us and difficult sellers (again) to arrive at a price and contract that we were happy with.”

Another wrote, “I had a fantastic experience working with my REALTOR® Shana Trichon on the Lisa Povlow team. I found her very knowledgeable, professional, and dedicated to finding me my dream home in an active adult community. My agent, Shana, was always available to

answer any questions I had, and was incredibly helpful in providing me with names of various contractors for some refurbishing I wanted done, and they all did superb jobs. Thank you Shana for all your hard work and help these past few months. If anyone is looking to buy or sell, I would highly recommend getting in touch with the Lisa Povlow team.”

Lisa’s community involvement in Doylestown stretches to her role as a member of the county theater and a supporter of local businesses.

Through generosity, she offers free advertisements for local businesses and actively participates in community events, zoning meetings, and brainstorming sessions. Shana, as president and co-coordinator, is actively involved in the Stand Up For Justice Educator Fund. Originating from an

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idea conceptualized by their mother, Beth Povlow, idea conceptualized by their mother, Beth Povlow, in Florida, Shana turned it into a non-profit organiin Florida, Shana turned it into a non-profit orgazation in the Central Bucks School District, with the nization in the Central Bucks School District, with pursuit to expand its reachitsto reach other school districts. the pursuit to expand to other school The fund aims to celebrate and reward educators districts. The fund aims to celebrate and reward implementing impactful programming countering educators implementing impactful programming bigotry and bullying. countering bigotry and bullying.

Shana cherishes timetime outside workwork with with her two Shana cherishes outside hersons two and husband, Richard.

When Lisa isn’t working, sons and husband, Richard. When Lisa isn’t

she enjoys being with her adult children and husworking, she enjoys being with her adult children band. She also loves traveling and spending time at and husband. She also loves traveling and spendtheir New Jersey beach house. Looking ahead, Lisa ing time at their New Jersey beach house. Looking is considering expanding her team and on ahead, Lisa is considering expanding herbringing team and agents aligned with their mission.

Both Lisa and bringing on agents aligned with their mission. Both Shana alsoShana plan toalso obtain their Jersey Lisa and plan to New obtain theirlicense, New welcoming innovative ideasinnovative and exploring new Jersey license, welcoming ideas and marketing tactics.

Together,tactics. they represent exploring new marketing Together,visionthey ary thinking and a relentless loyalty to turning real represent visionary thinking and a relentless loyestate alty todreams turninginto real reality. estate dreams into reality.

doylestownproperties@gmail.com DoylestownProperties@gmail.com www.DoylestownProperties.com DoylestownProperties.com Office 215-340-5700 Call Lisa Direct 215-370-0525 www.

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Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there Top Agent Magazine

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

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a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

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tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

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that you’re savvy, available, and understand the value of their preferred method of communication.

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

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financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home.

Also consider fielding Millennial clientele with the long view in mind. You might be 18

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

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Laughs!

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Playing the Real Estate Matchmaker –

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

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

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

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

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

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

Be Genuine, Not Superficial

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

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

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

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

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

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

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

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

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

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

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

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

Celebrate the Happy Union!

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

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

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

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