VIRGINIA 1-11-21

VIRGINIA EDITION

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

5 Ways to

TRANSFORM RENTERS INTO OWNERS FEATURED AGENTS

DEBBIE MEIGHAN LIZ LIVERNOIS & BARBARA TERRANOVA CHRIS "BIG Z" ZALDIVAR

Why Millennials Are Now

THE HOTTEST SEGMENT OF THE BUYERS MARKET

COVER STORY

TAMMY RICKMAN

VIRGINIA EDITION

CHRIS "BIG Z" ZALDIVAR

Originally from Maryland, Chris “Big with them Z” get thing 17Zaldivar has always been passionate 23 27 about real estate; however, it took him time to find his place in the industry.

For Chris After relocating to Richmond with hisDebbie Meighan first discover as he pre wife, he decided to work on his commu-real estate through her husband, clients t nication skills and began volunteering ataccomplished builder in tive news Northe an assortment of events and programs bouquet Virginia. Since then, she was int around town. Sure enough, Chris was years, he a able to overcome his early strugglesested in joining the business, tation acr and establish himself as a pillar of hisonce her daughter graduated his strong hi community—and his industry. “It allschool, Debbie decided rals.

“My the tim TAMMY RICKMAN LIZ LIVERNOIScame & down toDEBBIE MEIGHAN putting myself out there,” CHRIS "BIG Z" ZALDIVAR me with was to dive in. Quickly, BARBARA TERRANOVA he says. “I quickly realized that enthusiasm andright authenlife savings,” he says.s realized that she could to combi ticity& can take you a long way.” responsibility repay LIZ LIVERNOIS value I cana for the BARBARA TERRANOVAher lifelong passion as an equestrianbest to uncover spec Today, Chris is a Realtor for Hometown Realty, where niche in the market—and the rest is history. he assists clients throughout the Ashland and Western Outside his career, Ch Hanover area. Across his fifteen years of experience active in his communi Debbie is aandRealtor working bothToday, in property management residential forof Washington Economics of theFi D real estate, he has cultivated a career around compasas well as coaching JV Properties, where she services clients all througho sion, honesty and a genuine appreciation for client Henry and Hanover H Loudoun County and the surrounding areas. A renown relationships. as President of Market 4) 5 WAYS TO TRANSFORM 20) BEYOND CLEANING expert in equestrian, luxury and country s he can properties, be found garden RENTERS INTO OWNERS When listing AND DECLUTTERING: WHAT a home, offers his a worker spending time stands for Chris her clients as clients a tireless withwith a his tru IMPROVEMENT EXPENSES comprehensive approach.

After helping them fully old daughter. unique insight into her market. “I provide my clients property THE for theMOST market, heSENSE? shares it 13) WHY MILLENNIALS prepare theirMAKE standing knowledge-base propertie over both thelong Richmond and Northern Virginia MLSfor country Looking ahead, Chris ARE NOW THE HOTTEST systems, extending she says. takes a way lot of skilltoand Inbackground know their“It reach all the through the coming months, SEGMENT OF THE BUYERSWashington25) 5 THINGS YOU CAN DO DC and Delaware.

Meanwhile, he goes adding a full time edge to understand how to price and package assi the MARKET door to doorTO in the ACHIEVE neighborhood toYOUR personally BIGGEST promote But through it all, he w properties correctly. But I’m here to give my clients t each of his listings to the neighbors. Elsewhere, Chris alized standard that br GOALS resources they need guide to succeed.” is there for his buyers as an advocate, and friend much success in the firs throughout the entire transaction, ensuring they find to add more value to m the home that fits their best ainterests. don’t beat says.clients “If I’m going When listing home, “IDebbie offersheher a hant around the bush because I don’t know how to,” he I want real estate to ch on approach. After helping them prepare their proper says with a laugh. “But seriously, everything I tell my changed mine. Sure, th Phone 310-734-1440 | Fax 310-734-1440 and supplying of professional clients comes from the bottom aofsuite my heart.

I’m real But photography it’s also the mostar

DEBBIE MEIGHAN

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CONTENTS

videography services, she proceeds to share her listin mag@topagentmagazine.com | www.topagentmagazine.com

viamore targeted digital campaigns.

But most of a To learn about Chris media Zaldivar, email ChrisZ@HTRSI.com

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Debbie caters approach to the specific needs of h Magazine is published by Feature Publications GA, Inc. Although precautions are takenher to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or factsadditional supplied by itsexposure authors. client, providing through equestri To subscribe or change address, send inquiry to mag@topagentmagazine.com. publication and websites. With the growth of agricu Published in the U.S.

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ture-based business, she has added exposure on t Loudoun County Economic Development webpage. always think of who the ideal buyer is for each pro Top IAgent Magazine erty,” she says. “From there, tailor my marketi strategy directly to them.”

mailto:mag@topagentmagazine.com

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 4

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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TAMMY RICKMAN Top Agent Magazine

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Top Agent Tammy Rickman, Owner and Broker of Rickman Realty in Vinton, Virginia, has sold nearly one hundred homes in 2020 alone and has a perfect, overall five-star rating on Zillow.com Tammy Rickman’s indefatigable work ethic and go-above-and-beyond business ethics are perhaps two of the strongest contributing factors in her ascendency to Top Agent status. Tammy, who has been in the real estate industry for nearly three decades, has proven herself to be an honest professional who has built her thriving business on a foundation of integrity. With pinpoint focus on providing an 8Copyright Top Agent Magazine

exceptional customer service experience for her many grateful buyers and sellers, Tammy has more than earned her reputation as a trusted real estate advocate.

Tammy began her journey in real estate at the tender age of fifteen. “My mom’s best friend was a prominent real estate agent,” recalls Tammy, Owner and Broker of Rickman Realty Top Agent Magazine

LLC in Vinton, Virginia. “She was sort of like my mentor, and I’d help her by doing assistant work like sending mail outs to clients.” After graduating from high school, Tammy attended the Academy of Real Estate and obtained her license at the age of eighteen, and she began selling full-time immediately.

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After working for another brokerage for twenty-six years, Tammy ventured out on her own in 2017, and found even greater success managing her own company. That success can be measured by the almost shockingly impressive fact that she has sold nearly one hundred homes in 2020 alone.

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“I’m very honest and straightforward with my clients, and also, I’ve lived in this area my entire life, so my knowledge of the market is also a contributing reason for my success.”

Nearly as remarkable is her perfect, overall five-star rating on Zillow.com, comprised of glowing testimonials to the excellent customer care she provides. Just one of these reviews reads: “My family has used Tammy since 1998 for 3 property sales. She is personable, diligent, stays on track, listens and evaluates our needs and/or concerns. I have recommended Tammy to family and friends for all their real estate needs.”

Voted “Best of Vinton”, Tammy’s company has also won a slew of other awards and Copyright Top Agent Magazine 10

recognitions, including being ranked by Virginia Living Magazine as one of its top Realtors for three consecutive years (2018 – 2020), which places her among the top 1.5% of agents in the state of Virginia. Roanoker Magazine also placed her among its top 100 agents in 2013.

There are many factors that have contributed to Tammy’s stellar success story, and chief among them would be her focus on strategic and comprehensive marketing, which begins with hands-on preparation of each property Top Agent Magazine

to ensure they are always shown in their best light. This includes staging and professional photography. “We help our clients do what they need to do to try and get their home sold for as much money as possible,” she explains.

Currently, well more than half of Tammy’s overall business is comprised of repeat clients, Top Agent Magazine

referrals and positive word of mouth, a significant achievement in the highly competitive world of real estate. “I think a lot of it has to do with how long I’ve been in this business,” says Tammy, when asked how she inspires such impressive levels of trust and loyalty. “I’m very honest and straightforward with my clients, and also, I’ve lived in this area my entire Copyright Top Agent Magazine 11

life, so my knowledge of the market is also a contributing reason for my success.”

During those rare moments when she isn’t helping a buyer or seller, Tammy enjoys nothing more than spending time with her family, and she exercises her philanthropic side through donations and support for local school programs.

Looking to the future, Tammy’s plans include growing her already-amazing business, while sacrificing none of the top-of-the-line customer service which has been her calling card for decades. “I don’t want to grow a huge team or expand my company too much,” says Tammy.

“I just want to keep on doing a good job for all my clients.”

For more information about Tammy Rickman, please call 540-793-4141 or email TammyRickmanRealtor@gmail.com

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Top Agent Magazine

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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LIZ LIVERNOIS & BARBARA TERRANOVA Top Agent Magazine

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LIZ LIVERNOIS & BARBARA TERRANOVA

Liz Livernois and Barbara Terranova have a combined 28 years of real estate experience between them. Liz got into the business because she loved the endless potential that real estate had to offer.

Barbara got her license in 2005 so she could start flipping homes. “I’ve always liked the idea of knocking down walls and making ugly things beautiful, so that’s why I got my license,” she says. When the 2008 recession hit and things started slowing down, Barbara realized she needed to get into the sales side of things.

is great to work with, always available to answer questions and make a recommendation. She is very knowledgeable and an amazing resource.”

Liz’s client wrote: “Liz is an excellent realtor. She sold our house in five days. Even worked hard to see that we received the best deal possible. I would recommend her to anyone. Her keen eye and thorough inspection of our house helped us make fixes that improved the resale value of the home.”

Together, the women formed Livernois, Terranova & Associates for the Rose & Womble Realty Company in Virginia Beach, Virginia. With a sales volume this year of $20 M, Barbara and Liz report that their business is 96% repeat and referral clientele. “It’s our knowledge of the area and superior customer service that keeps them coming back,” says Liz. “We are honest, and our clients know they can trust us.”

It’s not surprising that Barbara and Liz receive stellar reviews for their esteemed work ethic. Barbara’s client recently wrote: “We had an amazing experience buying our home in Virginia Beach. Barbara 18

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Because they love what they do, this dynamic duo try to make each transaction fun. “This is probably the biggest asset that someone will either buy or sell,” Liz explains.

“We know how intense that can be, so we try to lighten things up with a little humor,” says Barbara. Between 2005 and 2020, they have accrued over 21 awards from the Hampton Roads Realtors Association, Circle of Excellence, and others.

To stay in touch with their clients, Liz and Barbara make phone calls and send out monthly newsletters. Twice a year they hold client appreciation events. “For Thanksgiving, we hold a gathering and give out pies,” says Barbara. “That’s a big one for us.”

“We also do fun pop-bys, which our clients really appreciate,” Liz exclaims. “We recently did a pop-by with wine, which was very popular.” To market their listings, Barbara and Liz post on social media, hold open houses, and advertise in local newspapers.

Barbara and Liz believe in giving back to the community that’s been so good to them. Each year, Rose & Womble holds a Turkey Brigade that feeds thousands of families in need. They also support Young Life, a nonprofit that provides positive role models for teenagers, helping them develop their personal faith and to become positive leaders in their schools, homes, and communities.

When not working, Barbara loves taking part in outdoor activities, including biking and hiking. Liz enjoys getting away to their family cabin in the mountains to recharge.

Moving forward, the women want to continue along their successful path with an eye towards growing their referral base. “As long as we are helping people realize their real estate goals, we are rewarded,” says Liz. Top Agent Magazine

To learn more about Liz Livernois & Barbara Terranova, email them at bterranova@roseandwomble.com, lizlivernois@roseandwomble.com or visit ltanda.com, or call (757) 635-6833, (757) 348-0032 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 20

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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DEBBIE MEIGHAN Debbie Meighan first discovered real estate through her husband, an accomplished builder in Northern Virginia. Since then, she was interested in joining the business, and once her daughter graduated high school, Debbie decided the time was right to dive in. Quickly, she realized that she could combine her lifelong passion as an equestrian to uncover a special niche in the market—and the rest is history.

Today, Debbie is a Realtor for Washington Fine Properties, where she services clients all throughout Loudoun County and the surrounding areas. A renowned expert in equestrian, luxury and country properties, she stands for her clients as a tireless worker with a truly unique insight into her market. “I provide my clients a long standing knowledge-base for country properties,” she says. “It takes a lot of skill and background knowledge to understand how to price and package these properties correctly. But I’m here to give my clients the resources they need to succeed.”

When listing a home, Debbie offers her clients a hands on approach. After helping them prepare their property and supplying a suite of professional photography and videography services, she proceeds to share her listings via targeted digital media campaigns. But most of all, Debbie caters her approach to the specific needs of her client, providing additional exposure through equestrian publication and websites. With the growth of agriculture-based business, she has added exposure on the Loudoun County Economic Development webpage. “I always think of who the ideal buyer is for each property,” she says. “From there, I tailor my marketing strategy directly to them.”

Elsewhere, Debbie is there for her buyers as an elite problem solver, applying her years of experience to navigate her transactions. On top of that, she connects her clients with a diverse network of builders, investors and developers along the way, ensuring the deal runs smoothly from start to finish. “Moving can be a stressful Top Agent Magazine

experience,” she says. “But my responsibility, above all, is to take pressure out of the transaction so my clients can make the right decision for their best interests.”

For Debbie, the client relationship lasts well after the deals are done, as she remains in touch with all her clients through everything from phone calls to pop bys and client appreciation events. Moreover, she has earned a fantastic reputation throughout Virginia, as evidenced by her strong rate of repeat clients and referrals. “I feel like this was the job I was born to do,” she says.

“There’s a tremendous amount of satisfaction in helping my clients move on to their next step.”

Outside her career, Debbie is tremendously active within her community, supporting local causes such as Mobile Hope and Loudoun Hunger Relief, as well as Habitat for Humanity and the St. Jude’s Children’s Hospital.

When she’s not assisting clients or giving back, she can be found riding her horse and competing at horse shows.

She also enjoys participating in the occasional 5K race.

Going forward, Debbie has strong plans for her business. As she continues to grow and serve clients year after year, she intends on expanding her network and pursuing the many opportunities that await all throughout Northern Virginia. “I love my career,” she says. “Sure, this business is not without its challenges.

But I’m always driven to keep moving forward and help my clients achieve their dream homes.”

To learn more about Debbie Meighan email debbie.meighan@wfp.com, visit wfp.com or call (571) 439-4027 www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and conTop Agent Magazine

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one.

Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially 26

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways.

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation.

Sticking to a plan everyday means adjusting it accordingly.

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CHRIS "BIG Z" ZALDIVAR Originally from Maryland, Chris “Big Z” Zaldivar has always been passionate about real estate; however, it took him time to find his place in the industry.

After relocating to Richmond with his wife, he decided to work on his communication skills and began volunteering at an assortment of events and programs around town. Sure enough, Chris was able to overcome his early struggles and establish himself as a pillar of his community—and his industry. “It all came down to putting myself out there,” he says. “I quickly realized that enthusiasm and authenticity can take you a long way.”

Today, Chris is a Realtor for Hometown Realty, where he assists clients throughout the Ashland and Western Hanover area. Across his fifteen years of experience working both in property management and residential real estate, he has cultivated a career around compassion, honesty and a genuine appreciation for client relationships.

When listing a home, Chris offers his clients a comprehensive approach. After helping them fully prepare their property for the market, he shares it over both the Richmond and Northern Virginia MLS systems, extending their reach all the way through to Washington DC and Delaware. Meanwhile, he goes door to door in the neighborhood to personally promote each of his listings to the neighbors. Elsewhere, Chris is there for his buyers as an advocate, guide and friend throughout the entire transaction, ensuring they find the home that fits their best interests. “I don’t beat around the bush because I don’t know how to,” he says with a laugh. “But seriously, everything I tell my clients comes from the bottom of my heart. I’m real

with them, and I know what it takes to get things done.”

For Chris, service lasts well after closing, as he prefers to stay in touch with his clients through phone calls, informative newsletters and even the occasional bouquet of poinsettias. Through the years, he has earned an outstanding reputation across the region, as evidenced by his strong rate of repeat clients and referrals. “My clients are basically trusting me with a briefcase filled with their life savings,” he says. “I feel a tremendous sense of responsibility to repay that trust and find the absolute best value I can for them.”

Outside his career, Chris has remained tremendously active in his community, having served on the Board of Economics of the Downtown Ashland Association, as well as coaching JV lacrosse for both the Patrick Henry and Hanover High Schools. He has also served as President of Market Ashland Partnership. At home, he can be found gardening, raising his pet chickens or spending time with his beloved wife and their two year old daughter.

Looking ahead, Chris has strong plans for the future.

In the coming months, he intends on building his team, adding a full time assistant and marketing consultant.

But through it all, he will never lose sight of the personalized standard that brought him—and his clients—so much success in the first place. “I will always be looking to add more value to my clients and my community,” he says. “If I’m going to bring a member onto my team, I want real estate to change their lives the way it has changed mine. Sure, this business can be challenging.

But it’s also the most rewarding career in the world.”

To learn more about Chris Zaldivar, email ChrisZ@HTRSI.com or call (804) 774-5683

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