VIRGINIA 9-21-20

VIRGINIA EDITION

Developing Your

PRICING PHILOSOPHY

BY THE NUMBERS:

BEYOND

Understanding the True Value of Square Footage

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

FEATURED AGENTS

ARIANA GILLETTE TEIN HLWA COVER STORY

TERESA GRANT

VIRGINIA EDITION

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23 TEIN HL ARIANA GILLETTE

Ariana Gillette loves being a Ariana ha Inspired by h ® REALTOR . She started her Teachers the real estateV Northern career in new home construcshe IT suppo tion in 2001 but soon after got left the fie process. her real estate license in 2003. time career Aa active and Having fallen in love with New York. So currently the pace of the work and the that he hadsc middle people, she quickly realized over she had found her true calling pose,for and deca TERESA GRANT ARIANA GILLETTE TEIN HLWA of Multipa helping people buy and sell to Virginia TERESA GRANT real estate. Ariana currently works at Pearson Smith outreach t estate full-time.

He currently wo Realty on The Platinum Group and primarily serves serves the area of Suffolk.

Loudoun, Fairfax, and Princeand William Counties.

In the rare to spend CONTENTS camping, Having an incredible network of repeat and referral In his first year as a full-time RE her 2 rescu clients is not an easy feat, but Ariana has managed to pleted anwith impressive number of 2 volunteers do it by building strong her clients.

4) BEYOND CLEANING 18) BY relationships THE NUMBERS: attributes to his dedication and th “I have alwaysUNDERSTANDING been a relationship typeTHE of person, AND DECLUTTERING: TRUEand when comes Even to provi not a transactional person.

ISQUARE try with to treat everyitclient thou WHAT IMPROVEMENT EXPENSES VALUE OFates FOOTAGE try to advocate“Iforthinkning a lot the best service. what MAKE THE MOST SENSE? like they’re my family. I always my clients on their behalf. I think they respect that I continued from otherTHAT agents is my honesty.

22) DAILY HABITS WILL fight hard for them,” she says. And in order to stay in being the b 13) DEVELOPING YOUR INCREASE YOUR MENTAL lot ofshe value client rih touch and continue buildingvide thosea bonds popstobymy increase PRICING PHILOSOPHY never process juso monthly, hostsSTRENGTH quarterly events andapproach raffles, andthis sends gralas part out mailers or just picks up the phone forI’m a friendly call onshe’s exci Instead, focused buildi to say “hello”. clients. “A ships,” he says. is meeting With a Masters in Public Policy, and having studied When comes philosophy in college, Ariana has a it great insight to intomarketing Phone 310-734-1440 | Fax 310-734-1440 understanding her clients and their individual emphasis on the needs. digital aspect, r mag@topagentmagazine.com | www.topagentmagazine.com She also displays a tenaciouson attitude when it comes to social media platform No portion of this issue may be reproduced in any manner whatsoever without prior consent various of the publisher.

Top Agent getting work done.

“I think people know that I’m really Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of on published ting property the market, as trying for to opinions solve their problems andaI’m thinking materials, Top Agent Magazine cannot be held responsible expressed or facts supplied by always its authors.

I runthan Facebook ads an To subscribe or change address, send inquiry to mag@topagentmagazine.com. outside the box. I try to work marketing, smarter and harder the Published in the U.S. average agent,” she says. send out mailers around the neig

open houses,” he says. And his

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Aside from traditional marketing practices, Ariana reflect all the hard work, as in uses social media to help sell her listings, posting Top Agent on Magazine toinclude achieving $5 million of s Instagram and Facebook. Herclose listings high-defi-

mailto:mag@topagentmagazine.com

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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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TERESA GRANT Top Agent Magazine

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Teresa Grant launched the areas first Keller Williams Franchise in Lynchburg Virginia, serving the surrounding area, and another team at her Smith Mountain Lake office.

After spending 15 years working as the vice president of Lamar Outdoor Advertising, Teresa Grant resigned with the intention of semi-retiring and relocated to Virginia. While looking for a small furniture storefront, she discovered her enthusiasm for the real estate process. She obtained her license in 2004, and in 2007 she and her business partner started their first firm, The Realty Group. Fast forward to 2012, they launched the area’s first Keller Williams Franchise in Lynchburg Virginia, where Teresa currently has two full-service real estate teams—one serving Lynchburg and surrounding areas, and another team 8Copyright Top Agent Magazine

at her Smith Mountain Lake office, with a total of 18 team agents and three administrative assistants.

Teresa’s team serves the areas of Forest, Lynchburg, Bedford County, Amherst County, Campbell County Smith Mountain Lake, Roanoke, and Daleville. Her Keller Williams Franchise has a total of 110 agents and continues to grow.

Her years of experience have helped Teresa generate a strong network of customers, which is why approximately 40% of her business consists of repeat and referral clients. And it’s also Teresa’s considerate and Top Agent Magazine

attentive approach that turns her clients into longterm friends. “When you’re in real estate, you have to lead with your heart. And if you care about your clients like you would for your own family and friends, they’re going to come back to you. If someone purchases or sells a home with me and needs my help, a vendor recommendation, or just someone to listen, I’m always there for them. Teresa believes in keeping client relationships even after closing. Past clients receive her personalized print magazine every other month with new recipes, interior design ideas, and kids craft ideas to help them continue to enjoy their new home and family.

Teresa uses a mixed marketing strategy made up of her 18,000+ database of past clients and website visitors, targeted Facebook ads, social media posts, billboards, and occasional print advertising and flyers to give her listings the best possible exposure. And she chooses to work tirelessly in order to provide her clients with the best service. “I truly love what I do. For me, it’s my passion, not a job. One of the benefits of what I do is getting to meet new people, even when I meet someone and they’re not ready to buy just yet. I’ve had clients Top Agent Magazine

whom I’ve worked with for years until they finally decided to relocate. I think that type of dedication is why my clients are loyal to me and why we become friends. Everyone I meet is a special gift to me, and it’s my responsibility to give some of that back to them.”

Teresa’s accomplishments in real estate have led her to receive multiple awards for her outstanding service. In 2020, Keller Williams was named Top Ranked Brokerage, meaning Keller Williams ranked in the top 1/2 of 1% of all brokerage firms in America. She is named a Keller Williams Luxury Realtor for consistently selling homes over $500,000, and she is distinguished as a Keller Williams Top 100 Region Producer. While these accomplishments are great, the best thing about Teresa according to her employees is her humility and kindness. She is impossible not to love and truly connects with each individual as she is approachable and is never one to brag about all she has done. She relates in some way to all of the clients she serves because she never considers herself above them.

Teresa’s favorite aspect of real estate is house-hunting. She loves finding out exactly what her buyers are Copyright Top Agent Magazine 9

“I truly love what I do. For me, it’s my passion, not a job.

One of the benefits of what I do is getting to meet new people.” looking for, and even helping them to discover what exactly they want. She has a feeling people would be surprised if they saw just how many houses and styles Lynchburg and the surrounding areas have to offer. The joy on her clients’ faces as they buy a new home, or their sigh of relief when they sell their home, is the reason she maintains her passion. Her career is never boring as each new day brings endless possibilities of new clients, discovering new homes, and assisting new people. The unique aspect of real estate is the ability to help others through some of the best and worst times of someone’s life. It takes a dynamic personality to understand both sides of the spectrum, and Teresa’s years of experience and empathy qualify her.

Outside of her passion for work, Teresa is also dedicated to her community. She gives a percentage of everything she earns to Rush Homes, a local organization that Copyright Top Agent Magazine 10

houses handicapped adults. She also participates with KID-FIT, an organization for sports and tutoring for kids, as well as her new passion for a program called YES, Young Entrepreneurial Spirits Program, which focuses on mentoring and teaching children, teens, and young adults how to become their own business owner. Because of this dedication, sellers and buyers who work with Teresa and her team not only benefit themselves through buying or selling but also help their community continue to thrive.

Additionally, Teresa loves to support small businesses and our community by blessing others through various giveaways, sponsorships, and events. At the end of the day, she knows it’s not just about real estate and commissions, but about investing in people. Every year for Halloween, the Keller Williams office holds a free Trunk-or-Treat event for families and kids to come Top Agent Magazine

dressed in their best costume and pick free candy. Last Fall, she held a pet adoption event at the office where she sponsored ten cat and dog adoptions to whoever came to the event and fell in love with a fur baby. This past winter, she raffled away four-season family passes to Lynchburg’s newest aquarium, Seaquest. Most recently, Teresa has sponsored E.C. Glass High School sports by purchasing t-shirts for their sports games, rallies, and school events. The public can stay up to date on participating in these giveaways and sponsorship events by following realtygroup.kw on Instagram, and Teresa’s business page on Facebook at Teresa Grant, Keller Williams The Realty Group Team.

When Teresa isn’t working or spending time in the community, she loves being on the water or relaxing in her backyard with a good book while surrounded by nature. She has a beautiful family that she cherishes and blesses through her business. Most recently, she used her skills to purchase a home for her youngest son who decided to move back to Lynchburg after a few years away at college. While her career keeps her very Top Agent Magazine

busy, Teresa’s family always comes first, paralleling Keller Williams’ motto of “God, Family, Business.”

Her family consists of her spouse, two sons, and one daughter, and is her inspiration and motivation to keep pursuing her dream and providing for them. She encourages her team to follow this motto as well.

Her goal for the future of her business is to expand the Keller Williams Franchise by creating additional offices in central Virginia. Her sound piece of advice for young agents is: “Always put your client’s needs first without thinking of the reward and your reward will show up in many unexpected ways. In addition, don’t be afraid to hire an assistant. Having a great support system allows you to focus on doing what you love and what you do best.”

Teresa’s immediate support system consists of three administrative assistants and four well-seasoned and passionate agents who make up The Realty Group Team in Lynchburg. The team is very close-knit as it is made up of Teresa’s spouse, son, brother, and close Copyright Top Agent Magazine 11

friend. They truly are a family, enabling them to work so efficiently to serve others. Teresa’s son Greg has a passion for investment properties and has been mentored

by Teresa to carry the legacy of her business. Teresa’s success inspired Greg to get his license last year, and together, the two invest in properties in Downtown Lynchburg, continuing to help their community flourish. In addition to mentoring her son, Teresa has a heart for guiding other young agents as they pursue a career in Real Estate. Throughout all of her success, Teresa remains humble and remembers the days when she first became an agent, seeking someone with experience to help her. Because of this, she makes herself available to

aspiring agents. She sponsored the licensing course for her administrative assistants so they too can partake in the process of buying and selling and grow their own careers one day. Leah, one of Teresa’s administrators who will be heading to Law School and is exploring becoming a settlement agent, says: “Teresa is one of the most generous people I know. She takes care of her clients and employees in multiple ways that go above and beyond. She’s truly not about the money, but about people. I will always remember the example she has set in how to use the gift of wealth to bless others, including myself.” Teresa truly is a top agent and would love to meet you and take you on the real estate adventure.

For more about Teresa Grant and The Realty Group Team call (434) 546–3202, email tbgrant.kw@gmail.com, or visit therealtygrouponline.com www.

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Developing Your Pricing Philosophy

By Dirk Zeller

Ask a dozen agents to explain their home pricing philosophy, and you’ll

hear a dozen different approaches. And if the talk reveals frank responses, you’ll also learn that the most common pricing strategy is no strategy at all.

Here’s my advice: Break out of the ranks by establishing and following a specific strategy for arriving at the ideal selling price for each home.

Adopt the philosophy that, in real estate sales, price is king. Price trumps all other factors—including marketing approaches, home condition, market competitiveness, and sales approach. I believe that, in the end, marketing and condition of the property are controlled by the price.

The alternative, advocated by many agents, most sellers, and even some sales trainers, is to emphasize marketing over pricing. Rather than working to set the ideal price, they believe success will come from optimizing the home’s condition and presentation and then marketing it with skill and savvy.

I take the opposite belief, based on years of experience working with sellers who wanted unrealistic prices for their homes and who experienced firsttime sales failures as a result.

Over my sales career, I resurrected and re-listed more than 600 expired listings—nearly 75 a year. Among all those transactions, I never met an owner with an expired listing who thought that an unreasonable price had anything to do with the home’s failure to sell. They all blamed the previous Copyright Agent Magazine Top Agent Top Magazine

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agent and that person’s approach to marketing. Each sought some magic marketing strategy to change the reality of the law of supply and demand.

There is a magic strategy: Price the home correctly.

Price is the only factor that can overcome sales obstacles, compensate for a home’s deficiencies, and motivate a purchaser even if the condition of the property and your marketing approach is less than perfect.

Getting the listing at any cost Does this scenario sound familiar? An agent (usually a newer agent) is short on business or maybe even desperate for the chance to stake a sign in someone’s yard. The agent wants a listing at any price – even if the chance 14

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to seal a deal erodes the likelihood of selling the property. To gain a seller’s nod of approval, the agent makes a flatteringly high pricing recommendation, throwing out a number the client wants to hear and then hoping something good will result from the bad situation.

I can think of few examples, if any, where this philosophy works. Hope isn’t a successful pricing strategy. Worse, the please-the-client mindset is a hard one to abandon. Agents who achieve listings with unrealistic prices find it hard to later counsel their clients honestly.

If you take and price a good listing competitively, it will sell. You can’t keep a good price a secret!

The pitfalls of a “please the buyer” approach are many and significant. By overpricing, you can practically count on a reduction in your productivity, profitability, and salability, and here’s why: It’s impossible to keep your productivity high when your time is spent in conversations with an unsuccessful seller who lacks motivation to take corrective action. The seller’s negativity, concerns, and phone calls will only increase with each week or month the house remains on the market.

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As time goes on, you’ll devote more and more time unsuccessfully trying to create a sale not only for your seller but also for yourself. This will pull you away from activities that are more likely to deliver income. The ensuing frustration will de-motivate you and stunt your ability to secure better appointments that create other income opportunities.

An unsold, overpriced listing negatively impacts your profitability because it costs you time and money to service while it delivers no revenue to your business. And the situation only gets worse the longer the listing languishes on the market. You’ll end up deducting the expenses of this in-limbo listing from the proceeds generated by any revenue-producing deals you manage to close in the meantime, reducing your net profit and business success.

Unsold homes that linger on the market seriously diminish your salability, which is the term that describes your sales success track. Your salability is based on such key statistics as your average ratio of listing price compared to sale price and the average number of days your listings are on the market.

Obviously, these statistics, which prospects rely on when choosing one agent over another, can be crushed by a “get the listings at any cost” philosophy. They’re also harmed by the “start high and reduce later” tactic.

If you take and price a good listing competitively, it will sell. You can’t keep a good price a secret!

Dirk Zeller is an Agent, an Investor, and the President and CEO of Real Estate Champions. Copyright©, Dirk Zeller. All rights reserved.

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ARIANA GILLETTE Ariana Gillette loves being a REALTOR®. She started her career in new home construction in 2001 but soon after got her real estate license in 2003.

Having fallen in love with the pace of the work and the people, she quickly realized she had found her true calling helping people buy and sell real estate. Ariana currently works at Pearson Smith Realty on The Platinum Group and primarily serves Loudoun, Fairfax, and Prince William Counties.

Having an incredible network of repeat and referral clients is not an easy feat, but Ariana has managed to do it by building strong relationships with her clients.

“I have always been a relationship type of person, and not a transactional person. I try to treat every client like they’re my family. I always try to advocate for my clients on their behalf. I think they respect that I fight hard for them,” she says. And in order to stay in touch and continue building those bonds she pops by monthly, hosts quarterly events and raffles, and sends out mailers or just picks up the phone for a friendly call to say “hello”.

With a Masters in Public Policy, and having studied philosophy in college, Ariana has a great insight into understanding her clients and their individual needs.

She also displays a tenacious attitude when it comes to getting work done. “I think people know that I’m really trying to solve their problems and I’m always thinking outside the box. I try to work smarter and harder than the average agent,” she says.

Aside from traditional marketing practices, Ariana uses social media to help sell her listings, posting on Instagram and Facebook. Her listings include high-definition photos, fun videos, and drone photography. She also hosts open houses. And her meticulous marketing strategies have earned 18 million in sales volume last year, with a listing price range anywhere from $400k to $2 million.

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Ariana has also co-created a passion project called Teachers Home Benefits that helps local educators in Northern Virginia find their way to home ownership. And she supports them through the entire buying and selling process. As a mother of twins, Ariana strives to be an active and engaged member of her local community. She currently serves as the PTA President at her children’s middle school. She’s also served as a board member for over a decade with the Loudoun Fairfax Mothers of Multiples Club, a 501(c)3 that provides support and outreach to local families of multiples who are in need.

In the rare moments when she has time off, Ariana loves to spend it outside hiking, snowboarding, kayaking, camping, and enjoying the outdoors with her family and her 2 rescue dogs. She is passionate about dog rescue and volunteers with many local rescues.

Even though COVID-19 has made future business planning a lot more difficult, Ariana looks forward to her continued growth as REALTOR®. She wants to focus on being the best agent she can be for her clients, and hopes to increase her referral business even more, and stay an integral part of the community she serves. Most importantly she’s excited about her ability to change the lives of her clients. “As a ‘people person’ my favorite part of this job is meeting new people and helping them solve problems.

To learn more about Ariana Gillette email ariana@goplatinumgroup.com, visit GoPlatinumGroup.com/Ariana, or text/call (703) 655–8415 www.

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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.

n

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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TEIN HLWA Inspired by his brother to work in the real estate industry, Tein Hlwa left the IT field and began a parttime career as a REALTOR® in New York. Soon after he realized that he had found his true purpose, and decided to move down to Virginia and start doing real estate full-time. He currently works with eXp Realty and serves the area of Suffolk.

In his first year as a full-time REALTOR®, Tein completed an impressive number of 29 listings, which he attributes to his dedication and the integrity he operates with when it comes to providing his clients with the best service. “I think what really sets me apart from other agents is my honesty. I do my best to provide a lot of value to my client right off the bat, and I never approach this process as just a sales transaction.

Instead, I’m focused on building lasting relationships,” he says.

When it comes to marketing Tein puts a lot of emphasis on the digital aspect, running targeted ads on various social media platforms. “When I’m putting a property on the market, aside from traditional marketing, I run Facebook ads and Google ads. I also send out mailers around the neighborhood, and host open houses,” he says. And his numbers definitely reflect all the hard work, as in his first year he is close to achieving $5 million of sold real estate, with an average sales price of 250k.

For Tein, it’s not the money he makes that brings him the most fulfillment in his work, but instead it’s the people he helps on the way. “I love helping my clients achieve their goals,” he says. And he has the same approach when it comes to his local community, which he does his best to stay involved in. During the peak of COVID-19 he served food to hospitals and gave out money to people who needed help paying for groceries.

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Outside of work Tein enjoys spending his time surrounded by family, friends, and peers, whom he considers a big part of his success, and credits for helping him get to where he is today. He also enjoys hiking with his wife Jenny and their dogs—Roman, a Rottweiler, and Toby, a Miniature Poodle—traveling, and going to the beach. As a self-proclaimed foodie he also loves to try out new restaurants.

Tein would like to build a team of his own in the foreseeable future, so that he can grow his business and be able to assist more clients sell their home and find their perfect home. He also has an important message for young agents just entering the real estate field. “In this industry there’s a lot of distractions such as people trying to reach out to us and sell us on spending thousands of dollars on marketing and ads or a new way of earning a TON of business. My message for agents out there is to stay focused on your goal. You have to stay consistent with your original mission and that will naturally lead to your success. And surround yourself with people that are looking to achieve the same goal, as it’s crucial to have a good support system. Stay focused, stay humble, and work hard consistently and you can achieve what you set your mind to.”

To learn more about Tein Hlwa email Tein@757DigitalRealtor.com, visit 757DigitalRealtor.com, or call (757) 277–3029 www.

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