WASHINGTON 1-11-21

WASHINGTON EDITION

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TIPS TO GET NEW CLIENTS

MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools

COVER STORY

KARI HAAS FEATURED AGENTS

CHRISTEN CRIPE JOE SYMONETTE

WASHINGTON EDITION

JOE SYMONETTE

CHRISTEN C

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KARI HAAS

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JOE SYMONETTE

CONTENTS

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CHRISTEN CRIPE Top Agent Christen Cripe runs her ow Real Estate in Snohomish, Washingt the Woodinville, Maltby and Christen Cripe began her professional career as a school teacher, running a deaf education program. “I loved the work; I loved my students, but I ended up developing significant hand problems,” she recalls.

Because the issues with her hand prevented her from performing sign language properly, she decided to leave the job and do something completely different.

“My family members were very entrepreneurial, and I wanted to follow in their footsteps,” she says. “I already had a real estate license, so I decided to pursue that full time.” That was 13 years ago, and she’s never looked back.

real of c and my

Top Agent Joe Symonette runs a team c 4) 5 TIPS TO GET NEW 18) MODERN EMAIL ETIQUETTE of seven agents, an administrative staff, CLIENTS FOR TODAY’S AGENTS inside sales agents, servicing Olympia, W 22) BUYERS AND SELLERS: 13) 4 QUALITIES OF runs her own agency, Thompson Carol and Christen thenow surrounding areas.

UNDERSTANDING HOW EXCEPTIONAL EMPLOYEES

Real Estate (named after her mother and father-in-law)

in Snohomish, Washington, serving predominantly HOME INSPECTIONS ARE the Woodinville, Maltby and Snohomish areas. With NEGOTIATION TOOLS a sales volume of right at $10 M this year, Christen

“In the beginning, when I first got intoreports this business, I issystem,” He and that her business 70% repeathe andsays. referral.

“My goal is to keep clients informed, educated, and was like most young agents. I was very transactional. Washington, and the surr help them to identify and accomplish their personal of Joe’s business comes I would close one deal and immediately start looking for the next one. But as you mature and start to uncustomers, which he cred derstand what people want, it stops being about the has cultivated. “You know Phone 310-734-1440 | Faxtransaction,” 310-734-1440 describes Joe Symonette, a top agent touch isn’t that hard to do who has |been in the business for the past sixteen years. be mindful about it.” mag@topagentmagazine.com www.topagentmagazine.com “Most people wantwhatsoever to do business withconsent someone they No portion of this issue may be reproduced in any manner without prior of the publisher. Top Agent know, like, andAlthough trust. That’s whoare wetaken are.”to ensure the accuracy Joeof published endeavors to give Magazine is published by Feature Publications GA, Inc. precautions materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. all-inclusive experience.

To subscribe or change address, sendOperating inquiry to mag@topagentmagazine.com.

REALTOR®, Joe also inv within EXP Realty, Joe runs a team comPublished in the U.S. prised of seven agents, an administrative staff, and rental properties and flipp a few inside sales agents. “We have a pretty robust great input for how clien 2

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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KARI HAAS

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Alongside her support team, Top Agent Kari Haas serves Bellevue, Newcastle, Kirkland, and surrounding areas of the Eastside, as well as Seattle, going as far north as Mount Vernon and as far south as Olympia.

Kari Haas started her career as a marketing professional, but real estate has always been a passion and hobby for her. When she retired from her marketing position, she worked on local philanthropic efforts, including the creation of the Bellevue Youth Theater, and also began helping her friends find and improve their homes. After lots of success and fulfillment, she thought, “You 8Copyright Top Agent Magazine

know, I’m just going to get my license.”

That was almost eight years ago, and Kari loves her job just as much now that she is doing it full-time. “It truly doesn’t feel like a job because I love it so much.”

Alongside her support team, Kari serves Bellevue, Newcastle, Kirkland, and surrounding areas of the Eastside, as well as Seattle, Top Agent Magazine

going as far north as Mount Vernon and as far south as Olympia. “I’m very familiar with the area and I service my clients where they need me,” Kari explains. Practically all of her business comes from repeats and referrals, which Top Agent Magazine

Kari believes can be attributed to her customer service. “We offer empathetic, client-centric, concierge-level service,” Kari explains, “which helps clients navigate the process.”

Additionally, Kari isn’t afraid to utilize her Copyright Top Agent Magazine9

“I’m very familiar with the area and I service my clients where they need me,” Kari explains. “We offer empathetic, client-centric, conciergelevel service,” Kari explains, “which helps clients navigate the process. marketing skills. She uses different strategies depending on the client and their property, including using social media, creating paid advertisements, and sending postcards and flyers to people in the neighborhood.

Kari’s clients are consistently impressed by the great service and high return on investment that they receive. One client shared in a review, “I would strongly recommend Kari Haas if you are interested in getting as much as you can for your house. They were simply incredible-helping us from the beginning Copyright Top Agent Magazine 10

of the process through our closing. Kari’s team took care of every detail of preparing our home for listing and kept us in the loop every step of the way. They were highly professional, extremely communicative, and very supportive throughout the process.”

Kari emphasizes the importance of keeping up with clients before and during a transaction, and even once deals are over, through newsletters, events, and phone calls.

Though she is very busy helping her real estate clients, Kari still makes it a priority Top Agent Magazine

to give back to the community. She is a part of the Newcastle Arts Council, as well as different boards for microloans, schools, and camps. Kari also sponsors the New Bethlehem Project and is always willing to Top Agent Magazine

help out clients’ own philanthropic efforts.

Additionally, Kari and her team get involved each year with local organizations including Little Bit Therapeutic Riding Center and Mary’s Place. A portion from every sale Kari Copyright Top Agent Magazine 11

makes goes to charity, which shows just how committed she is to changing the world one house at a time. When she has free time, some of Kari’s favorite activities are making glass art, painting, and spending time with her family.

Kari says that her favorite part about working in real estate is the diversity. She enjoys

building relationships with all the various people she gets to meet. Kari’s clients become friends and are treated like family. Even once transactions are over, Kari and her team love helping their clients update their homes and reach their goals. “I just want to be there to help people and I don’t plan on retiring ever because this is my love.”

For more information about Kari Haas, please call 206-719-2224 or email kari@windermere.com

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 14

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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JOE SYMONETTE Top Agent Magazine

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JOE SYMONETTE

Top Agent Joe Symonette runs a team comprised of seven agents, an administrative staff, and a few inside sales agents, servicing Olympia, Washington and the surrounding areas.

“In the beginning, when I first got into this business, I was like most young agents. I was very transactional.

I would close one deal and immediately start looking for the next one. But as you mature and start to understand what people want, it stops being about the transaction,” describes Joe Symonette, a top agent who has been in the business for the past sixteen years.

“Most people want to do business with someone they know, like, and trust. That’s who we are.”

Operating within EXP Realty, Joe runs a team comprised of seven agents, an administrative staff, and a few inside sales agents. “We have a pretty robust 16

system,” he says. He and his team service Olympia, Washington, and the surrounding areas. Nearly 70% of Joe’s business comes from repeat and referral customers, which he credits to those relationships he has cultivated. “You know, with technology, staying in touch isn’t that hard to do,” he says. “But you have to be mindful about it.”

Joe endeavors to give all of his clients a VIP, all-inclusive experience. In addition to working as a REALTOR®, Joe also invests in real estate, running rental properties and flipping homes. “I’m able to give great input for how clients can increase the value of Copyright Top Agent Magazine Magazine

their home,” Joe explains. “If a client needs repairs or renovations, they know they can call us. We’ll get them a great value and make sure they’re taken care of. My team and I go beyond the sales aspect of real estate.”

One way that Joe and his team go above and beyond is the care they take before listing a property on the market. They complete a pre-inspection to find any major issues, have the property professionally staged, and take professional photographs to post widely across the internet. “We evaluate and fix any deal-killers before we list anything,” Joe says.

Joe and his team are heavily involved within their community, especially in 2020. “A lot of small businesses and families are struggling right now because of COVID shutdowns and restrictions,” Joe says. “I’m fortunate to be in an industry that hasn’t really been impacted. My team and I are in a place where we can make an impact and give back.” They are currently working on a drive collecting toys, coats, and other items for families in need this holiday season. “It’s tough out there for a lot of people,” Joe says. “We’re trying to help as many as we can.”

Looking to the future, Joe is excited to continue giving back. “Over the years, I’ve had mentors and coaches that really invested in me,” he says. He would like to Top Agent Magazine

do the same for other agents. “A lot of people need someone there to give them whatever help they need, and I like being a support system for our agents. My team helped to establish EXP in our marketplace in 2018, and we have about eighty agents now. I’m proud that I am able to help and support those agents, not just my team members, which is very cool.”

The main piece of advice Joe has for aspiring or new agents is to establish a healthy work-life balance. “This industry is pretty much 24/7,” Joe says. “You really need to take time for yourself and try to reset every now and then. Just like we take care of our clients, we should also take care of ourselves.”

For more about Joe Symonette please call 360-789-3890, email joe@nwhomesexperts.com, or visit nwhomeexperts.com.

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that 18

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, Top Agent Magazine

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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CHRISTEN CRIPE

Top Agent Christen Cripe runs her own agency, Thompson Carol Real Estate in Snohomish, Washington, serving predominantly the Woodinville, Maltby and Snohomish areas.

Christen Cripe began her professional career as a school teacher, running a deaf education program. “I loved the work; I loved my students, but I ended up developing significant hand problems,” she recalls.

Because the issues with her hand prevented her from performing sign language properly, she decided to leave the job and do something completely different.

“My family members were very entrepreneurial, and I wanted to follow in their footsteps,” she says. “I already had a real estate license, so I decided to pursue that full time.” That was 13 years ago, and she’s never looked back.

real estate goals,” she notes. “Providing a high level of customer service is of utmost importance to me, and it shows in the relationships that I’ve built with my clientele.”

Christen now runs her own agency, Thompson Carol Real Estate (named after her mother and father-in-law) in Snohomish, Washington, serving predominantly the Woodinville, Maltby and Snohomish areas. With a sales volume of right at $10 M this year, Christen reports that her business is 70% repeat and referral.

“My goal is to keep clients informed, educated, and help them to identify and accomplish their personal 20

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It’s not surprising that Christen receives stellar reviews for her esteemed work ethic. One client recently wrote: “I have never sold a home prior to this and in the end, I could not have even imagined trying to do this on my own. Christen was there for every question I had and took it upon herself to see that all the details to make it a smooth sale were taken care of. Her local knowledge of the immediate area was invaluable to getting top dollar. As busy as she is, she was always just a text or phone call away. It was an absolute pleasure working with her and I would highly recommend her to any of my friends or family.”

“For me, this business is not about the transaction, it’s about the relationship,” she explains.

This is why Christen makes a point of meeting her neighbors consistently by knocking on doors two days a week. “I know it’s unusual, but I love meeting people face-to-face, I get to know them; they get to know me and are sure to remember my name,” she says.

Putting out quality touch points is very important for Christen. Every Friday, she hand writes personal notes and calls at least five clients. “I reach out, check in on them, and let them know I’m thinking about them,” she expresses.

As part of her marketing system, Christen sends out “Just Listed” cards to her entire database.

“You never know who might be looking, either for themselves or someone else, plus I want my clients to know I’m consistently doing business,” she says.

Christen believes in giving back to her community and has sponsored events for her local schools and sporting events. When not working, she is a committed downhill skier. “My dad was an international ski racer,” she exclaims.

During the summer months, she and her husband are addicted to King Salmon fishing.

As for the future of her business, Christen wants to continue along her current successful path. “I think I’ve found a great niche, care about my clientele and have no plans to change,” she says.

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To learn more about Christen Cripe, email christen@thompsoncarol.com, or visit thompsoncarol.com or call (360) 870-0099 https://

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Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections.

For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money.

THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise.

If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price.

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process.

As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home.

Be sure to attend the inspection or assign a proxy if you’re out of the area.

Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts.

HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results.

Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations.

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