WASHINGTON 2-24-20

WASHINGTON EDITION

5 Tips to

GET NEW CLIENTS Every Player is Valuable:

HOW TO BOOST YOUR TEAM’S MORALE

BE THEIR ® REALTOR FOR LIFE:

How to Build a Relationship with Your Clients that Will Last a Lifetime

COVER STORY

KOREY PISHA

FEATURED AGENTS

JERRY HARRISON RUSS McCLELLAN ANYA MAYO

WASHINGTON EDITION

RUSS McCLELLAN 7

KOREY PISHA

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ANYA

For Anya a family b ago, she jo mother—a of more th create the “I followe and we’ve JERRY HARRISON McCLELLAN team ever Now entering RUSS his thirtieth year in the business, Russ ANYA MAYO McClellan got his start fresh out of college.Anya He has also gone on to establis graduated with degrees in Business Administration, of her own, complete with a reput Finance, and a minor in Economics, and was on the service, commitment to clients, and

hunt for his next challenge when the stars aligned for a career in real estate. Three decades later, in Anacortes, Washington, A Russ is in command of a steadfast reputation Based as a servicetrust clients acrossthe theneeds Skagit regional business leader, known for his communiand putting of otV cative style, commitment to uplifting others, and a ontheir each clientele and everyarrives deal. For exa much of from proven track record of success. deal and a from $5-million deal are el military service, international These are someThis of themeans biggest buy dec for a second home.

Today, Russ spearheads his work as the Operating ments people will ever make, so count on Anya’s regional expert 4) BE THEIR REALTOR® 17) PRODUCTIVITY KILLERS: Partner and Designated Broker for Keller Williams battle, in a positive way, and tak and transparency when navigating Realty NCW—home to more TO than 50 agents—in FOR LIFE: HOW TO BUILD 4 WAYS MAKE BETTER from beginning to end.” a transaction.

With the majority o addition to owning and leading the Frontline Real A RELATIONSHIP WITH USE OF YOUR WORKING HOURS Estate Team, located in Lake Chelan. To date, his position of leadershi repeat Through and referral clientele, Any YOUR CLIENTS THAT WILL LAST almost the entirety of his business is driventrack by record uplifting agents and lever is fellow well-proven.

“We ta aggressive marketing referral clien- experience and insight to their ben 20)and 5 repeat TIPSandTO GET A LIFETIME our clients,” she says. “We’re hand tele who trust his expertise, wise counsel, and his how Keller Williams implements the people we work with. Espec NEWmore, CLIENTS amazing team. What’s Russ is a big believer people,” he says. “It’s important 13) EVERY PLAYER IS with people from the area in transparency, educating clients, systems, technol- priorities, andoutside I like helping oth available, help homes, As the hostpreview of his own radio prt VALUABLE: HOW TO BOOST ogy and conducting all business with integrity. “It’s important to think about the word fiduciary versus KPQ, we “Home Home with everything canSweet to make our cl YOUR TEAM’S MORALE functionary,” he explains. “There are a lot of comuses his airtime to teach other secure he during their buying or sellin panies out there that are very functionary in their and builds bridges in his commun approach. To me, a fiduciary responsibility is about to live in a place that’s a recre

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When marketing listings, Anya upon a range of traditional Copyright and tec methods that blend the best of b Phone 310-734-1440 | Fax 310-734-1440 professional photography, video 3D renderings, to community an mag@topagentmagazine.com | www.topagentmagazine.com placement, targeted online ads, and No portion of this issue may be reproduced in any manner whatsoever without prior consent of thesure—all publisher.properties Top Agent attain peak v Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy published and online. of “We’re not afraid to try materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts suppliedtake by its authors. every home case-by-case,” An To subscribe or change address, send inquiry to mag@topagentmagazine.com. of her work with buyers or seller Published in the U.S. opportunity to connect with client whether delivering a Thanksgivin up again long after the closing tab 2

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Be Their REALTOR® for Life: How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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KOREY PISHA Top Agent Magazine

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KOREY PISHA Top Agent Korey Pisha Korey spearheads his work under the banner of the Pisha Real Estate Team, heading a tightknit team of eight, serving clients across Washington’s Pierce, King, Thurston, and Snohomish Counties.

Korey Pisha launched his career in real estate back in 2010. At the time, he was the owner of a few investment properties, but was frustrated by working with Realtors who were often unavailable or unclear in their descriptions of the process. Inspired to help fellow homebuyers and sellers a higher standard of service, Korey earned Copyright Top Agent Magazine 8

his license. “I haven’t looked back since,” he remembers. Now, a decade letter, Korey has commanded a reputation for his communication, educational approach, and personal touch.

Today, Korey spearheads his work under the banner of the Pisha Real Estate Team, Korey.Pisha@gmail.com | (253)Magazine 312–0375 Top Agent

heading a tightknit team of eight. There, the team serves clients across Washington’s Pierce, King, Thurston, and Snohomish Counties, where Korey has driven a business largely generated by repeat and referral clientele who trust his strategies, wise counsel, and proven track record of success. Likewise, Korey emphasizes the importance of equipping clients with all the information needed to make the best strategic move for their families and longterm financial health. “Communication, follow-up, and availability are key,” Korey Korey.Pisha@gmail.com | (253) 312–0375 Top Agent Magazine

says of his working style. “I make sure my clients receive full information so they can feel confident that they’re making the best decision for them. I never force my clients’ hands, and we always work at their pace and within their schedule.”

When it comes to listing properties, Korey ensures homes are showcased in their most immersive light, providing free professional photography and top notch marketing, before distribution across the leading online listing platforms and social media outlets.

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“My clients know they can trust me, and they appreciate the open lines of communication we have. That’s what they remember the most. Anyone can open door, but it’s about the all-around process.”

Targeted ads on Facebook and dissemination across fifty leading sites also cast a wide net and lure prospective buyers in short order. What’s more, Korey leverages his decade of contacts with fellow industry professionals and past clients to tap a wide database of interest. Whether working alongside buyers or sellers, Korey ensures Copyright Top Agent Magazine 10

his priority is on this clients’ best interests, above all. “I’m always there to answer questions and give advice,” he says. “My clients know they can trust me, and they appreciate the open lines of communication we have. That’s what they remember the most. Anyone can open door, but it’s about the all-around process.”

Korey.Pisha@gmail.com | (253)Magazine 312–0375 Top Agent

In fact, one client had this to say about her experience working with the team. “I would like to express how much we are thankful and appreciate working with the Pisha Real Estate Team! Korey is very personable and very knowledgeable in every aspect and procedure that is needed in the purchase of a new home. We are Korey.Pisha@gmail.com | (253) 312–0375 Top Agent Magazine

first-time homebuyers and did not know where to start. Korey and his team were with us every step of the way to lead us in the right direction.”

Beyond the office, Korey gives back through supporting local causes in his community.

In his free hours, he most enjoys time spent Copyright Top Agent Magazine 11

with family and loved ones, traveling, and staying active through various sports—from basketball and racquetball to softball and golf. As for the future, Korey intends to keep momentum going steady as he continues to grow his business and potentially add to his team in the years to come.

Now, with ten years of experience and insight to his name, Korey Pisha considers what he enjoys most about his chosen field. “I like helping people,” he says. “I like being able to use my experience to give advice to others going through this process. It’s one of the biggest purchases of their lifetimes, and playing a part in that is pretty cool.”

To learn more about Korey Pisha email Korey.Pisha@gmail.com, visit pisharealestate.com, or call (253) 312–0375 www.

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Korey.Pisha@gmail.com | (253)Magazine 312–0375 Top Agent

Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 13

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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JERRY HARRISON

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JERRY HARRISON Jerry Harrison got his start in real estate by way of investing. After flipping a few homes, he knew he possessed the wherewithal to manage his own transactions, and set out to earn his license. “I’ve always been a people person and any chance where I could help people and make them satisfied with the biggest investment in their life—that’s what took over,” he remembers. “My focus has always been on educating myself and my clients, treating people right, and the byproduct of that was success.”

Today, Jerry spearheads his work under the banner of Century 21, as part of the #1 team in the Pacific Northwest, backed by his transaction coordinator Corrie Ulrich, “A key cog in my success,” Jerry says.

There, he has cultivated a reputation for his diligence, communicative style, and proven track record of results. While Jerry most often serves clients across the northern Seattle region, he is also content to follow wherever may lead. To date, almost the entirety of his business is driven by repeat and referral clientele who trust his expertise and commitment to their wellbeing. In fact, Jerry remains a resource long after the closing table has been reached. “We aren’t transactional as agents, we treat our clients like family,” he says. What’s more, Jerry emphasizes the importance of empowering his clients through education, ensuring that they’re guided mindfully through each phase of the process.

When it comes to listing properties, Jerry leverages Century 21’s full suite of tools, from more traditional marketing to tech-forward efforts. Once homes are documented in their finest light through professional photography, listing are disseminated across the leading online listing platforms and social media outlets, in addition to exposure on American Dream TV, a streaming service that not only promotes homes to prospective buyers, but outlines a neighborhood’s regional amenities and perks. All told, Jerry casts a 16

wide net both online and around the area, sourcing ideal buyers in one of the nation’s most fast-paced markets.

Beyond the office, Jerry and his team give back on a local level, contributing to community backpack drives, supporting community events in downtown Snohomish, and sponsoring their area’s Little League team. In his free hours, he most enjoys time spent with his family and loved ones, competing in golf tournaments, and cheering on the Seattle Seahawks. As for the future, Jerry intends to keep progress steady as he grows his business in the promising years to come.

“I’m going to stay in this industry as long as I possibly can,” he says, and is even eyeing an expansion to the Arizona market, where many Washingtonians relocate in retirement.

Now, with years of experience and insight to his name, Jerry Harrison considers what he finds most rewarding about his chosen field. “There is nothing more gratifying than handing over the keys to first-time homebuyers and seeing the exuberance and excitement as they realize the first part their journey as a family,” he says. “Moments like those are what keeps me in this industry and makes it all worthwhile.”

To learn more about Jerry Harrison email Jerry21Broker@gmail.com, visit jhhomes4sale.com, or call (206) 510–2749 www.

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours 3.Create a goal-oriented reward system

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise canceling headphones, earplugs, or carving out an empty conference room for your work day.

Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

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4.Take your smartphone off the table The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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RUSS McCLELLAN

Now entering his thirtieth year in the business, Russ McClellan got his start fresh out of college. He graduated with degrees in Business Administration, Finance, and a minor in Economics, and was on the hunt for his next challenge when the stars aligned for a career in real estate. Three decades later, Russ is in command of a steadfast reputation as a regional business leader, known for his communicative style, commitment to uplifting others, and a proven track record of success.

Today, Russ spearheads his work as the Operating Partner and Designated Broker for Keller Williams Realty NCW—home to more than 50 agents—in addition to owning and leading the Frontline Real Estate Team, located in Lake Chelan. To date, almost the entirety of his business is driven by aggressive marketing and repeat and referral clientele who trust his expertise, wise counsel, and his amazing team. What’s more, Russ is a big believer in transparency, educating clients, systems, technology and conducting all business with integrity. “It’s important to think about the word fiduciary versus functionary,” he explains. “There are a lot of companies out there that are very functionary in their approach. To me, a fiduciary responsibility is about 18

trust and putting the needs of others before yours, on each and every deal. For example, A $100,000 deal and a $5-million deal are equally important.

These are some of the biggest decisions and investments people will ever make, so it’s about going to battle, in a positive way, and taking care of clients from beginning to end.”

Through his position of leadership, Russ prioritizes uplifting fellow agents and leveraging his years of experience and insight to their benefit. “I really love how Keller Williams implements coaching for our people,” he says. “It’s important to have the right priorities, and I like helping others find success.”

As the host of his own radio program on AM560 KPQ, “Home Sweet Home with Russ McClellan,” he uses his airtime to teach others about real estate and builds bridges in his community. “I’m so lucky to live in a place that’s a recreational haven for Copyright Top Agent Magazine

people because of our beautiful mountains, lakes, and sunshine,” he says. “So many of my clients have become partners in different projects and are some of my closest friends. I feel very blessed to have made so many good friendships. In a small town, you better do right by people.”

When listing properties, Russ approaches each on its own terms. “I leverage the talents of talented people,” he says, and this includes drone footage, professional photos, and creative and consistent marketing. He’s also experienced in land use and development, with a past project including almost 100 successful marina slips. “Because we have one of the largest parent companies on the planet in Keller Williams,” he says, “we have a solid database for sending out information to other agents and through the Northwest MLS, which really encompasses most brokerages and buyers.” Whether working with buyers and sellers, Russ’s focus remains squarely on the human connection at the heart of every transaction. “What I like most is helping people change their lives for the better,” he says, “and that extends to coaching and leadership within our firm, helping other agents be successful.”

As for the future, Russ is excited about launhing a video podcast and is also in the midst of developing a new imprint in Fusion Land Home Packages, adding greater efficiency and affordability to the homebuilding process. Now, with a thirty-year legacy going strong, Russ McClellan looks ahead. “It’s about progress, not perfection,” he says. “I’m more enthusiastic now than I’ve ever been. I’m always thrilled to help others move forward.”

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To learn more about Russ McClellan email Russ@FrontlineChelan.com, visit FrontlineRealEstate.com, or call (509) 470–2416 www.

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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 20

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 22

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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ANYA MAYO For Anya Mayo, real estate is a family business. Five years ago, she joined forces with her mother—a long-time agent of more than thirty years—to create the Mayo Home Team.

“I followed in her footsteps, and we’ve been growing our team ever since,” she says.

Anya has also gone on to establish a budding legacy of her own, complete with a reputation for superlative service, commitment to clients, and a personal touch.

Based in Anacortes, Washington, Anya and her mother service clients across the Skagit Valley region. There, much of their clientele arrives from out-of-state, through military service, from international locations, or in search for a second home. This means buyers and sellers alike count on Anya’s regional expertise, communication, and transparency when navigating the ins and outs of a transaction. With the majority of business driven by repeat and referral clientele, Anya and her mother’s track record is well-proven. “We take incredible care of our clients,” she says. “We’re hands on and we protect the people we work with. Especially when working with people from outside the area, we make ourselves available, help preview homes, take videos, and do everything we can to make our clients feel happy and secure during their buying or selling adventure.”

When marketing listings, Anya and the team draw upon a range of traditional and tech-forward marketing methods that blend the best of both mediums. From professional photography, video, and Matterport 3D renderings, to community and luxury magazine placement, targeted online ads, and social media exposure—all properties attain peak visibility both locally and online. “We’re not afraid to try new things, and we take every home case-by-case,” Anya says. Regardless of her work with buyers or sellers, Anya relishes the opportunity to connect with clients in a personal way, whether delivering a Thanksgiving pie or following up again long after the closing table has been reached.

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“We become so intertwined in each other’s lives,” she says, and remains a resource to every client serviced, welcoming new faces to the idyllic Pacific Northwest region she calls home.

In her free hours beyond the office, Anya most enjoys quality time spent with her family and loved ones, tending to her veggie garden, sailing, snowboarding, and escaping on adventures in the family’s Westfalia camper van.

As for the future, Anya intends to keep progress going steady as she and her mother field new clients and grow their business organically in the years to come.

Now, with half a decade of experience and insight to her name, Anya considers what she most enjoys about her chosen field. “I really enjoy working with people every day,” she says. “I especially have a soft spot for buyers. There’s something to be said about that process in particular, and every time an offer is accepted, there’s so much joy and excitement. It can be a young family buying their very first home, or someone new to the area who’s been working toward their dream house on the beach their whole lives. It’s so gratifying to help others reach that milestone.”

To learn more about Anya Mayo email Anya@MayoHomeTeam.com, visit islandhomes4sale.com, or call (360) 941–4988 www.

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