TEXAS 5-16-22

TEXAS EDITION

BEYOND

CLEANING AND DECLUTTERING:

BY THE NUMBERS:

What Improvement Expenses Make the Most Sense?

Understanding the True Value of Square Footage

Why Millennials Are Now

The Hottest Segment of the Buyers Market

FEATURED AGENTS

CHASE DURAN CODY WICKHAM COVER STORY

YANG SONG REALTOR®, ACSI, GRI, CLHMS, SRS, ABR, NHSAC, PSA, SFR, HES

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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 4

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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YANG SONG REALTOR®, ACSI, GRI, CLHMS, SRS, ABR, NHSAC, PSA, SFR, HES

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Photo by Shoot2Sell

Top Agent Yang Song joined the team of over 1,000 agents at Coldwell Banker Apex, ranking in the top 3% individually, and has previously appeared in “Forty Under Forty” by Chief Investment Officer magazine.

Yang Song is a prestigious real estate agent who prioritizes authenticity above all else.

Her personable approach and strong work ethic directly attribute to her success in the industry.

Coming from the financial world having worked globally at financial institutions including investment banks, insurance companies, and asset managers, Yang shares, “I have always been fascinated by numbers.” She discovered 8Copyright Top Agent Magazine

real estate in her early twenties once she began investing in properties within the Frisco area.

Due to the steadily growing interest in the area, Yang could see the value in real estate here. She recalls when Frisco was “just cows and farms” and marvels at how in recent years Frisco drew interest “from basically every state in the US as well as locals.” Money Magazine’s 2018 #1 ranking of Frisco as the “50 Best Places to Live in America” significantly contributed to Frisco’s booming populus.

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Photos by Shoot2Sell

Yang shares how the pandemic brought surprising benefits to Frisco’s community, as a lot of professionals turned remote workers have relocated here, seemingly overnight. The pull is Frisco’s affordable cost of living, low crime rates, and exemplary public schools. Yang highlights Top Agent Magazine

the “hub style” community within Frisco, which enables residents to shop, style, and entertain all in one common area. She shares that the city “is more of a global community,” with its wide range of cultural diversity and that this suburbia oasis is an “idyllic lifestyle for those looking for it.”

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Photo by Shoot2Sell

“If we’re on a team together, you’re [the client] in the driver’s seat. I am here to support and help you. Whether or not we get to that finish line is a team effort.”

Yang continues to make her mark. She shares how she joined the team of over 1,000 agents at Coldwell Banker Apex, ranking in the top 3%, and has since won the “$10 Million+ Production Award” and the “2021 New Horizon Award.” Yang works as a solo agent and primarily serves the communities of Frisco, Prosper, and the surrounding areas. She says, “Finding a home to your liking is difficult anywhere.

That’s where I come in.” She continues, “A big part of this is understanding what you want versus what you need.”

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Yang’s current repeat referral rates are 75% and new business rates are 25%. She shares, “We’re a word of mouth business.” Yang prioritizes the follow-through part of the industry and values actions over words. She stays up to date on current listing and homebuyer regulations and changes to keep her clients educated.

An avid Formula One fan, Yang describes her approach to the real estate process, “If we’re on a team together, you’re [the client] in the driver’s seat. I am here to support and help you. Whether or not we get to that finish line Top Agent Magazine

is a team effort.” Like any good racing crew, she strives to stay three steps ahead, always anticipating potential challenges. Yang is also well-versed in contract negotiations and professionally stages her current market listings.

She strives to highlight the unique aspects of a property to draw specific buyers.

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Yang shares why she loves the industry, “I never know what any day looks like.” From interviews to new client calls to meeting with builders, the opportunities are truly limitless.

She enjoys being directly involved in the “building of the community”. Yang says, “I was raised here, I’ve watched this community grow.” With Copyright Top Agent Magazine 11

her impressive academic credentials from MIT and the London School of Economics, Yang also understands the importance of education. She has served many years as an Educational Counselor for MIT, where she annually interviews high school Seniors. MIT holds a special place in her heart as she met her husband and college sweetheart there, who’s a software engineer.

In her free time, Yang enjoys traveling, art history, eating out, and, most importantly, being with her family. She regularly cheers on the Dallas Cowboys, and Sunday pancake brunches are reserved for watching F1 racing with her son. Regarding her future plans, Yang shares, “I intend to continue to do what I’m doing, but bigger and better.”

Get in touch with Yang by calling 469.789.9969 or emailing homeswithyang@gmail.com

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Why Millennials Are Now the Hottest Segment of the Buyers Market

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

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

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

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

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

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

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

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

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

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

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

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

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

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• Less Maintenance: Many Millennials work different schedules that

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

• Energy-Efficient Appliances: Millennials have been educated on

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

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

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

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

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

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

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

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

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

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CHASE DURAN Chase Duran is a dedicated real estate agent, with a strong desire to help clients “win.” He found his way into the industry after buying his first investment property in college. After graduating from Texas Tech with his bachelor’s in Kinesiology and his master’s in Business Administration, Chase earned his real estate license in December 2020 and was highly encouraged to jump into the market by his wife Carsyn. Chase shares that his career “took off from there,” and he has since found great success in the Dallas-Fort Worth market.

Chase serves the greater Dallas-Fort Worth area, with a special interest in Frisco and Prosper. He notes how that particular area is seeing a significant spike in individuals relocating from California and New York. This historic railroad community turned suburbia hotspot touts an array of hotels, bars, and restaurants. Chase says, “It’s a really good atmosphere,” noting that, “Frisco and Prosper rank in the top school districts in the state of Texas.”

Chase’s current referral rates are around an astounding 90%. He shares that his drive to help clients “win the deal,” keeps him committed and attentive. Chase believes that “customer service is key” and provides clients with exemplary communication to give the best support possible. He continues, “It’s not about the transaction, it’s about how you treat them during the transaction.” His uncanny knack for finding ways to win a deal keeps clients coming back time after time. Chase reaches out to all of his current and past clients at least once a week to touch base and to just connect about everyday life matters. He shares that something as simple as a check-in text can lead to a conversation about buying or selling a home.

Chase markets all current listings via social media, mainly through Instagram and Facebook. He regularly sends out email blasts featuring new properties. His brokerage, which ranks as the number one brokerage in North Texas, also lists properties on numerous third-party sites and gives each property an individual webpage.

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Chase achieved roughly 7.5 million in sales volume during his first year as an agent. He shares that he “really likes the grind.” He continues, “I love helping families, no matter their financial situation, who are feeling discouraged about the current market. I enjoy helping them win a deal and seeing their faces at the end.”

Chase’s team at Ebby Halliday regularly gives back to the community through volunteer work. The team regularly helps with the Frisco Family Services, and the local Boys and Girls Club, with agents volunteering at least once or twice a month. Chase also contributes regularly to his church and helps with events.

Outside of work, Chase enjoys spending time with his wife, friends, and family. He also likes to work out often.

Chase says that his favorite pastimes include “a lot of sports,” from cheering on the Dallas Cowboys to enjoying a Dallas Mavericks game.

Chase’s plans for the future include doubling or potentially tripling his sales volume this year. He wants to have a team of his own one day and continue building his brand. He intends to eventually expand to other states, and even market internationally.

To work with Chase, email chase@ebby.com, call 214.621.9446, or visit chase.ebby.com https://

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of 18

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n

Called “below grade spaces,” basements and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n

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Did you know the space inside closets and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

When recording square footage, ANSI actually suggests performing measurements from a property’s exterior—though this method does not account for the

thickness of exterior walls, which could skew square footage numbers. n

Just like below grade spaces, a garage, a pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take. n

First, you’ll need a few things to get started, including a tape measure that can measure at least 100 ft., graph paper, and a pencil.

n

Next, choose a room to start measuring wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.

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From there, draw out the wall you measured and measure the remaining walls in the

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room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage. n

As you go measure throughout the home, using your own system to scale, you will construct a failsafe floorplan.

Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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CODY WICKHAM Cody Wickham is an exemplary real estate agent with a fierce integrity. He “stumbled into” the industry after leaving the military in 2014, where he served as a Technical Engineer for six years. While searching for his next profession, Cody became an executive assistant to the president of Keller Williams, in Austin, Texas. It was here that he was exposed to the life of an agent.

Cody shares, “It was a lifestyle that worked for me. Getting to help people and making a good living doing it.” He eventually worked as a listing coordinator and later as the Chief Operating Officer for a couple of real estate teams, until the pandemic pushed him to make a change that would revolutionize his career path.

Cody comes from humble beginnings, growing up in northern Illinois. Cody played football in high school and that laid a foundation of work ethic and a drive to succeed. Cody loves that “real estate is a great vehicle for helping people make their dreams come true.” As a veteran himself, he especially enjoys guiding veterans and first-time homeowners through the process, “For me, it’s seeing their eyes light up when we’re at the closing table. I’m not chasing a check, I’m chasing a relationship.”

Cody became an independent agent in the summer of 2020 and quickly made a name for himself as a versatile agent, with ample knowledge of the greater Austin area.

Cody notes, “I don’t focus on one place, I will go anywhere.” The variety of headquarters located in Austin, as well as the draw of the city, has led to an influx of people who all need housing. Cody shares how he enjoys taking clients to “The Oasis,” a popular lakeside eatery featuring staple Tex-Mex cuisine and breathtaking views of Lake Travis and the hill country. Cody says, “In Austin, you can be whatever you want to be. From the downtown life to the laid-back hill country, you can do everything here.”

To give back to the community, Cody also serves as a Court-Appointed Special Advocate (CASA) for kids in the system whose parents cannot advocate for them. He is also heavily involved in the veteran community and regularly gives back to local efforts. Cody shares that he lost a close friend in Afghanistan, whose family started Darkhorse Lodge, a peaceful retreat for combat veterans, “I donate frequently to them. I really try to give back to them as much as I can.” In his free time, Cody loves being on his boat, riding his motorcycle, and spending time with his eight-year-old son. Together they attend live music shows and volunteer at various events throughout central Texas.

Cody’s referral business is currently between 60 and 70%. When asked the reason for this influx, he shares, “I’m not a check the box type of agent. I aim to be a resource for any connections you might need. I like to bring value wherever and however I possibly can.” Cody keeps in close contact with current and past clients, and checks in frequently to solidify and finalize every part of

When asked about his plans for the future, Cody shares, “I want to help as many people as possible.” He plans to eventually expand his business across Texas, and eventually to Colorado and Southern California. He shares, “My job is to work. To go out and find the house that you want, to make sure that your goals are coming true. If I continue to do that, I know that my goals will also come true.”

the process. His large Facebook following serves as his go-to platform for marketing current listings, and last year he closed nearly 28 million in sales.

To work with Cody, call 512.593.0312, email cody@austinrealestate.com, or visit austinrealestate.com/agents/cody-wickham www.

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