TEXAS 10-16-23

TEXAS EDITION

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SIMPLE TIPS THAT ARE PROVEN TO HELP YOU STAY AHEAD OF THE COMPETITION FEATURED AGENTS

RACHAEL FELAN ROBERTA BAIR BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE?

COVER STORY

SAM DEMEL INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

HOW TO RECOGNIZE TRUE LUXURY PROPERTIES

TEXAS EDITION

RACHAEL FELAN ROBERTA BAIR

After his professional baseball m assisting at As a commercial Navigating both the good buyerone an the wife of areal career US Army Officer, career, Top Agent Sam 7 16 20 te company toRoberta becoming a standlandscapes since 2011,a lot Rachae Bair has crisscrossed the USA, of fi Demel transitioned to work alongside wife Jennifer residential agent, Rachael a diversified expertise in real es moving fromFelan’s coast to coast and his overseas (who is currently a broker) y into this industry is one to rememprowess in marketingActive is not to South Korea.

Over the course of 27 in in 2016 to service Dallas-Fort Encouraged toyears, obtainRoberta her license channeling a robust online and her Worth family engaged is a prese mem on The Demel Group Burt Ladner Real Estate. a mentor who insaw her potential, strategic social media posts.

“W a unique real estatewithdance, buying of Comm hael found herhomes callingupon in the resi- at most the word far and wide about arrival duty stations ings, our and Former Arizona Diamondbacks pitcher Sam Demel has combined his professional drive tial realm after and crossing pathsthem with whenand determination she says. Additionally,for affiliatio selling their with journey the v an insatiable curiosity and a dedication to client satisfaction to fuel n Kennedy, a took leading agent who both the Austin and Central Texa them elsewhere. “We even soldFELAN ouris one of the son plays SAM DEMEL RACHAEL ROBERTA BAIR his real estate enterprise.

“This more challenging industries anyone can be k her under her wing.

Licensed ensure her listings enjoygoes widespr in. It requires statistical understanding home in Georgia for-sale-by-owner,” she of big to l data, of course; but you also have to be a there 2007, Rachael has carved a bility across key syndication apist, a financial advisor toand some extent, up recalls.

“I haveout always loved houses helpedsite ra to date on tax law – all while managing your he for herself, I complemented by database, enriched by her prolong own schedule.

I enjoy the challenge and the enjoyed buying and selling our homes, band, the flexibility, but it’s not for everybody.” virtual transaction coordinator and in the field, gives her an edgethe in hs but because we were always moving I just never got ketball teams, and After CONTENTS his professional baseball career, Sam keting assistant. from her ing properties.

Her impressive trajectory in the to work alongside his wife myDrawing license.” inspiration transitioned also attends military eveb Jennifer (who is currently a broker) in 2016 y days with Kennedy’s team, Rachael tohas achieving tremendous volume growth year af servicemasDallas-Fort Worth on The Demel Group with Burt Ladner Real Estate.

“In addi4) INCORPORATING 17) HOW TO RECOGNIZE tion to being a broker, Jennifer focuses on a d the art of maintaining genuine connections. underscores her growing influence in the mark Their final stop was Fort Hood, and settled PROPERTIES When she’s not working couple of otherTexas, businesses we own,” they Sam LUXURY CHARITABLE GIVING IN YOUR TRUE explains.

I just brought on an assistant commitment to cultivating relationships has“Andher and another agent who focus on investors in ESTATE nearby Salado.

Her husband retired, andand with the family hanging out in S REAL PRACTICE which really frees me up to work in has consistently been an active memb ering a vast expanse from Georgetownrentals, to Kyle, Rachael the luxury commercial markets.”

Their Roberta youngest of their four boys inandmiddle school, shops. “This is a golf car 21)brings BEYOND CLEANING dog, Buddy the Bernedoodle, apsulating the vibrant Austin market. team Although community, serving on various boards and pa foundTIPS the time to ARE take classes, AND get herDECLUTTERING: license, can drive everywhere on 14) finally 7 SIMPLE THAT WHAT ventures beyond occasionally for client requests, ing in outreach programs. These genuine enga PROVEN TOselling HELPreal YOU STAY IMPROVEMENT EXPENSES and start estate.

The first thing she discov- spending time boating w heart lies in this dynamic region, driven by a have serendipitously fostered deep friendsh AHEAD MAKE THE MOST SENSE? ered OF wasTHE that COMPETITION she really liked it. “I love taking care which is about 15 miles rral-based approach that speaks volumes of the even clients. Currently, much of Rachael’s of people,” she insists. “I enjoy the process. I am so t she has earned over the years. devoted to her family, especially her three ch excited for them when they find the perfect place.”and Themiddle After a veryShe successful fi elementary school. proudly thing she discovered is that she really son’s good seventh-grade future looksbasketball bright. Shete hael centers hersecond business on building lasting relaheriseldest atcare it.

The real market was a little rough when tolicense someday, and pe Phone 310-734-1440 |clients,” Fax 310-734-1440 ships. “I really about myestate Rachael remains dedicated community service, shea started May ofand 2022.

But in just a year- Loaves Thatand mayFishes be a couple o mag@topagentmagazine.com | www.topagentmagazine.com lains, reflecting genuineinpassion intrigue withunder the Mobile initiative and-a-half in business has sold 20residents properties, things she is No portion of this issue may the be reproduced in any she manner whatsoever without prior consentin of the publisher.

Top considered, Agent Magazine people, the stories they carry, and the dreams they local need. is published

by Feature Publications GA,than Inc. Although precautions in are taken to ensure the accuracy oflove published materials, Top accounting for more $4 million volume. it,” she says with a bor. She engages deeply, fostering a seamless rapAgent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

I didn’tenvisions do this sooner.” subscribe change address, sendand inquiry to mag@topagentmagazine.com.

Looking ahead, Rachael a fut that aligns Towith theorunique needs aspirations Published in the U.S. She is works Vista Real Estate and servesthe allessence of embraces of personal connection. R er clients. Her goal simplewith yet profound – steerCentral Texas, including Fort Hood, Salado, Belton, the allure of a large team, she cherishes her h her clients towards the right decisions, whether it Temple, Harker Heights, North Austin, and Waco. in Sheevery step involvement herMagazine clients’ jou slates to 2 buying, selling, or even leasing. “If that Topof Agent listings on social media but she also really like adverto be involved in all facets of eve slates into notmarkets buying her now, or, having to lease Copyright Top Agent Magazine

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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SAM DEMEL

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After his professional baseball career, Top Agent Sam Demel transitioned to work alongside his wife Jennifer (who is currently a broker) in 2016 to service Dallas-Fort Worth on The Demel Group with Burt Ladner Real Estate.

Former Arizona Diamondbacks pitcher Sam Demel has combined his professional drive and determination with an insatiable curiosity and a dedication to client satisfaction to fuel his real estate enterprise. “This is one of the more challenging industries anyone can be in. It requires statistical understanding of big data, of course; but you also have to be a therapist, a financial advisor to some extent, up to date on tax law – all while managing your own schedule. I enjoy the challenge and the flexibility, but it’s not for everybody.”

After his professional baseball career, Sam transitioned to work alongside his wife Jennifer (who is currently a broker) in 2016 to service Dallas-Fort Worth on The Demel Group with Burt Ladner Real Estate. “In addition to being a broker, Jennifer focuses on a couple of other businesses we own,” Sam explains. “And I just brought on an assistant and another agent who focus on investors and rentals, which really frees me up to work in the luxury and commercial markets.” Their team dog, Buddy the Bernedoodle, brings 8Copyright Top Agent Magazine

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endless joy to the office as well. The Demel Group cleared $26 million spread across thirty-eight transactions in 2022, bolstered by a book of business that is one hundred percent repeat and referral clients.

Sam attributes the bulk of his success to a disposition that prioritizes education over

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salesmanship. “I want my clients to have the most information available,” he exudes.

“Everything I know about the property, the neighborhood, the market – we are consultants, rather than salespeople.” By specializing his business in three specific gated communities, The Demel Group is able to provide unparalleled insight into targeted neighborhoods.

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Sam attributes the bulk of his success to a disposition that prioritizes education over salesmanship. “I want my clients to have the most information available,” he exudes.

“Everything I know about the property, the neighborhood, the market – we are consultants, rather than salespeople.”

This geographic specificity allows Sam and his team to creatively pursue marketing tactics in digital and physical spaces. “We keep in touch with the agents who work with clients in our range, but we also like to think outside the box. I have a French chateau sitting on two acres, so we hosted a French wine Copyright Top Agent Magazine 10

event with clients and brokers, complete with wait staff and fully staged props. Being able to highlight the lifestyle helps people envision what it’s like to move to a golf course community – it’s a lot of fun, and we get to be creative.” This hand tailored approach to advertising has helped The Demel Group Top Agent Magazine

spotlight their luxury listings; which, over the course of Sam’s career, have risen from a $1.1 million average to over $2.3 million.

With his position cemented in the luxury real estate market, Sam is looking forward to spending time with his family and Bernadoodle, improving his golf game, and supporting the Cook Children’s Medical Center in their efforts to cure neuroblastoma.

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He’s eager to grow his enterprise to support his family, neighbors, and community. “I’d like to expand on the commercial side of things,” he explains. “We grow very slowly – hiring people is easy, but hiring the right people can be a challenge in this particular niche. We do a lot of training in-house with constant mentorship, but I can see a lot of opportunity for commercial leasing to small businesses here in Dallas-Fort Worth.”

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For more information about Sam Demel, please call 817-899-6899, email sam@burtladner.com, or visit his Instagram, Facebook, or LinkedIn

https://www.instagram.com/thedemelgroup/ https://www.facebook.com/thedemelgroup/ https://www.linkedin.com/in/sam-demel-948ba6b4/

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7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

IF you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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RACHAEL FELAN From assisting at a commercial real estate company to becoming a standout residential agent, Rachael Felan’s entry into this industry is one to remember. Encouraged to obtain her license by a mentor who saw her potential, Rachael found her calling in the residential realm after crossing paths with Ann Kennedy, a leading agent who took her under her wing. Licensed since 2007, Rachael has carved out a niche for herself, complemented by her virtual transaction coordinator and marketing assistant. Drawing inspiration from her early days with Kennedy’s team, Rachael has mastered the art of maintaining genuine connections.

Her commitment to cultivating relationships has her covering a vast expanse from Georgetown to Kyle, encapsulating the vibrant Austin market. Although she ventures beyond occasionally for client requests, her heart lies in this dynamic region, driven by a referral-based approach that speaks volumes of the trust she has earned over the years.

Rachael centers her business on building lasting relationships. “I really care about my clients,” Rachael explains, reflecting a genuine passion and intrigue for people, the stories they carry, and the dreams they harbor. She engages deeply, fostering a seamless rapport that aligns with the unique needs and aspirations of her clients. Her goal is simple yet profound – steering her clients towards the right decisions, whether it translates to buying, selling, or even leasing. “If that translates into not buying now, or, having to lease versus sell, I’m also there to help them,” she declares.

By remaining focused on her clients’ best interests, she’s continuously grown over the years.

Navigating both the buyer and seller landscapes since 2011, Rachael boasts a diversified expertise in real estate. Her prowess in marketing is noteworthy, channeling a robust online presence with strategic social media posts. “We spread the word far and wide about our listings,” she says. Additionally, affiliations with both the Austin and Central Texas boards ensure her listings enjoy widespread visibility across key syndication sites. A vast database, enriched by her prolonged tenure in the field, gives her an edge in showcasing properties. Her impressive trajectory in the business, achieving tremendous volume growth year after year, underscores her growing influence in the market.

Rachael has consistently been an active member of her community, serving on various boards and participating in outreach programs. These genuine engagements have serendipitously fostered deep friendships and even clients. Currently, much of Rachael’s time is devoted to her family, especially her three children in elementary and middle school. She proudly coaches her eldest son’s seventh-grade basketball team and remains dedicated to community service, assisting with the Mobile Loaves and Fishes initiative to feed local residents in need.

Looking ahead, Rachael envisions a future that embraces the essence of personal connection. Resisting the allure of a large team, she cherishes her hands-on involvement in every step of her clients’ journeys. “I really like to be involved in all facets of everything,” she admits. As she reflects on her successful 18-year run, Rachael’s vision remains clear—cultivating genuine relationships, delivering top-notch service, and ensuring a fulfilling quality of life for her family.

For more information about Rachael Felan, please call 512-517-8122 or email rachael.felan@compass.com

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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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ROBERTA BAIR As the wife of a career US Army Officer, Roberta Bair has crisscrossed the USA, moving from coast to coast and overseas to South Korea. Over the course of 27 years, Roberta and her family engaged in a unique real estate dance, buying homes upon arrival at most duty stations and selling them when their journey took them elsewhere. “We even sold our home in Georgia for-sale-by-owner,” she recalls. “I have always loved houses and I enjoyed buying and selling our homes, but because we were always moving I just never got my license.”

Their final stop was Fort Hood, Texas, and they settled in nearby Salado. Her husband retired, and with the youngest of their four boys in middle school, Roberta finally found the time to take classes, get her license, and start selling real estate. The first thing she discovered was that she really liked it. “I love taking care of people,” she insists. “I enjoy the process. I am so excited for them when they find the perfect place.” The second thing she discovered is that she is really good at it. The real estate market was a little rough when she started in May of 2022. But in just under a yearand-a-half in the business she has sold 20 properties, accounting for more than $4 million in volume.

She works with Vista Real Estate and serves all of Central Texas, including Fort Hood, Salado, Belton, Temple, Harker Heights, North Austin, and Waco. She markets her listings on social media but she also advertises on Zillow.com and Realtor.com. Because she has only been in the business a short time, she hasn’t generated a ton of repeat business or referrals, so she focuses on the real estate needs of those in her network, primarily military families and retirees. The key to her early success is the personal attention she extends to her clients. “I am sort of a momma bear,” says Momma Bair. “I really take care of my clients. I call everybody back, and I always look out for their best interest. I am 20

good one-on-one with my clients. I get a lot of five-star reviews.”

Active in her local community, Roberta is a member of the Salado Chamber of Commerce, attends alderman meetings, and volunteers to drive golf carts for the visitor’s bureau. Her youngest son plays middle school football, so she goes to lots of football games. She’s helped raise funds for the middle school band, the high school football and basketball teams, and the high school robotics team. She also attends military events at Fort Hood.

When she’s not working you might find her and her family hanging out in Salado at local restaurants and shops. “This is a golf cart community,” she says. “You can drive everywhere on your golf cart.” She also loves spending time boating with her family on Belton Lake which is about 15 miles from their home.

After a very successful first year in real estate, Roberta’s future looks bright. She would like to get her broker’s license someday, and perhaps run her own business.

That may be a couple of years down the road, but all things considered, she is off to a pretty good start. “I love it,” she says with a big smile. “I don’t know why I didn’t do this sooner.”

For more about Roberta, call 254-931-3993, email robertabair.tx.realtor@gmail.com, or visit facebook.com/RobertaBair.TX.realtor www.

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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 Top Agent Magazine

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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