Issuu

WASHINGTON EDITION

CREATIVE WAYS TO SAY THANK YOU

6 WAYS TO GET YOUR CLIENT TO TRUST YOU

24-HOUR TOUCH-UPS

FEATURED AGENTS

CHRISTOPHER LINCK LARRY BAILEY SERGEI V. HOLMQUIST JAMI LUTHER & ASHLEY SALDANA

TO MAXIMIZE YOUR PRICE LIST

COVER STORY

RICH KING

WASHINGTON EDITION

CHRISTOPHER LINCK 7

LARRY BAILEY RICH KING

JAMICHRISTOPHER LUTHERLINCK & ASHLEY SALDANA

rs, Larry Bailey’s path in headed market. With a business savvy to mind and a “Our love brokerage is wellAfter the transaction, clients le 22 25 27 V. HOLMQUIST s been an uncommon one. known the local areaSERGEI because the business for helping others, JamiinLuther has made reviews about their time to great strides as an agent in the greater ned the family real estate has been here so long,” he says. “We’re all recently said, “Jami and Sergei V. Holmquist neverofanticWhile Sergei Seattle-Tacoma region. She For got in was paired with hba their listers Christopher Linck,ofservice is a way amazing! life. Ihelp Republic, Washington back neighbors, andher westart know most the people 1989, when her kids startedHaving school.experienced “We one evening when I really wah ipated that his four year degree Olympic Penins an unstable childhood, he for bringing their ook a few detours along the live here.” purchased our who first home and had a bad house quickly and hit the Zi in years business management has been th listing, Christo spent his early seeking stability andwould com- topast re his ambitions and interexperience. I always felt I could do a much button. Ius would reg him so Christopher well for the lifeI thought nized from th tor to sort out any fort. When heprepare was seventeen, joined better job,” sheBeyond explains. the The office, timing was was the best decision I made sisting in salmon recovery Larry has given back a real estate as agent out in onIraq the property. come out as tou After the the Marines,of where he served a sniper perfect so she made the leap and earnedthrough her buying process! We are a mod to his community various efforts entral Washington region he Olympic Peninsula. “It’s likegetthe extensive property.”network Now, and Afghanistan for over two years. After license. Jami’s daughter, Ashley Saldana, family who was looking to p arming, writing novels, and over the ting years, including through his Wild West outwas here,” says. not people resource wounded overseas, he sent he home to whatever grew up watching her mother work as an first home. We what toured home LARRY BAILEY SERGEI V. HOLMQUIST JAMI LUTHER help reintroducing salmon to the region’s between. Four years ago, homes. “Our clien rebuild his life on American soil. It wasn’t easy. “Properties sometimes haven’t listen and get a agent. It was only natural for her to join Jami when she SALDANA with Jami for six months. She offered sup & ASHLEY getting their hous But then he discovered real estate. “Real estate return to one of his earliest ecosystem and contributing to a highly-rebeen sold since the 30’s, so you run into all kinds of now, people ar wanted to start a career of her own. Today, the mothher knowledge on home repair and upkeep “That’s where waswell a relationship driven industry,” says. was “It always crazy stuff, such asthe noin property lines or records… trying to get we ap er-daughter duogarded have become known the areaas the area market, available, and textbook on subject, well ashe al estate. Since then, Larry aligned with all of my personal passions. My CONTENTS for their superior service. “We are 50/50 on everything, or frustrated with us. This long search en running into bears and cougars or being shot at in the have a little mor t a unique reputation for his first-hand his efforts to bring high-speed internet to the remote When listing a hc whole life, I’ve just been trying to help people in and it’s been a deep great woods. experience working together,” finding the perfect home, negotiated and Right before thisfree interview, was chasing home. In his hours, Ihe wledge, experience with off-the-grid communities he has called ® calibrated market the best way possible.” Jami says. With over half of their business coming .” much easier with her as our Realtor a lost peacock around a wooded property. The neigh4) ARE 7 SIMPLE TIPS THAT ARE Six years on the d a patented personal touch.YOU A also enjoys and23) exploring thegoing idyllic diverfrom referrals andfarming repeat clients, it’s clear they’re his hisin-house calling. phot “Ev bors have been taking care TO of him at onefrom of my listings, VALUE-ADDED AGENT? PROVEN HELP YOU STAY sity and of beyond the north-central Washington above expectations. Jami and Broker Ashley plan continueshines increasin in Today, Christopherlandscape, is the Managing at toproperty places, everythi out on the road and I while couldn’t just ness still providing their clients with spearheads his work under the banner the grandeurbut of he thewandered North Cascade Mountains to the Team Linck, where collaborates with Dana als. Along with M AHEAD OFheTHE COMPETITION very we leave theJami poorexplains. bird out“Ithere. It’s not quite what you “We’re very relational,” had one attention they deserve. In theoften top Chris 2% ho Dollarhyde, his licensed assistant, to assist cli- campaigns, alty, serving buyers sellers across nearby deserts and waterways. 13)and 6 WAYS TO GET YOUR to close the deal seeaon TV.” client tell me I was second mother to her. So I think Washington. Premier Agent teams nationwide based edge technology, ents throughout Southeast “Like unty, the largestCLIENT county inTO the TRUST state of YOU 26) CREATIVE WAYS TOscores, SAY they feel they’re part of ourme, family.” Jami and Ashley experience it’s clear they’re on the Dana understands the progress importance of secu- tours and Matterp As fortreat the future, Larry intends to keep which also shares a border with Canada. certainly When he’s not them as family, attending their weddings, Initially, when just starting out,“We most assumed YOU rity,”THANK Christopher says. seefolks eye-to-eye on it all, though, he ificant contingent his businessTOUCH-UPS is baby growing organically asnice hethem helps“This other showers,steadily and out to congratulate is the most investment of Sergei Holm he reaching wasand a what teenager with a summer job. His focusimportant 18)of24-HOUR TO we want to accomplish in the business.” needs, guiding th ondiscover any big lifethe events. Throughout the transaction, they make in a lifetime. Being able to guide peat and referralMAXIMIZE clientele whoYOUR know PRICE majesty of the area, explore off-the-grid the back roads at the time was all about “closing deals, being good “The process con LIST a strong bond, trusting Jami and next Ashley the are there for Six themyears throughout truly rewardin options, andatotherwise begin their in real trust his understanding of the region’s develop orisrunning near my work and dominating says. Christopher and his chapter team market.” understand the stress Christopher doing everything in their power to get them towards However he say with his a lifetime of experience and insight, stems and communities. “I’ve basically estate. Now,later, fascination withselling the work constantly circles that comes with a house. As such, they problems.” their goals. to the what themeheofenjoys makingmost a difference my life and I know the area very well,” Larry Baileyback considers about hisin people’s and planning fo Phone 310-734-1440 | Fax 310-734-1440 deal; I want to “Ireceive feelthe good when I the know that if he it wasn’t for h geographically and socially. Because Both chosen “I enjoy land andattention people,” buyersfield. andlives. sellers one-on-one our office says ‘ me, it would not have gone [the clients’] way…that’s the “I team. Forhelping their sellers, and Ashley start says. localJami people and sharing a love e scientific and local work I’ve done, from mag@topagentmagazine.com |like www.topagentmagazine.com harder you peda whyof Ithe find working with lower price-point properties walkdiverse through home, where they will indifora the geography. My roots and my passion with off-the-grid places. I know how with No portion of this issue may be reproduced in to anyclean manner whatsoever without consent of theof publisher. Top Agent cate what and remove. “We pay prior to have our to be the most rewarding. For people low income, d the variousMagazine things that go intoby being are in the ruralprecautions United States.” is published Feature Publications GA,western Inc. Although taken to ensure the accuracy of published clients’ homes staged, we find it are gives greater this isbecause allopinions they’ve got, andorasometimes it keeps me up at be held responsible for expressed facts supplied by its authors. dependent.” materials, Top Agent Magazine cannot return for all of us and makes the process easier,” Jami night. Fixing problems feels great, for example, getting To subscribe or change address, send inquiry to mag@topagentmagazine.com. says. Ashley takes charge of the social media aspect, someone extra money, or finding just the right place. Published in the U.S. where she advertises listings on Instagram, Facebook

properties, Larry blends the best practraditional and digital marketing. All 2 d plots are equipped with immersive n that provides prospective buyers with

When you struggle to get it done, and you were part of

and more. When it comes to their buyers, they are it, that feels amazing” patient while offering guidance and support. They Top Agent Magazine For more about Jami Lu want their buyers to get the best outcome possible, so please call 253-278-59 Out on thewhen Olympic Peninsula, across remote pockets they are strong negotiators it comes to putting email jami@jamiluther.

mailto:mag@topagentmagazine.com

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients. • I have a written listing presentation. • I am honest. • I am trustworthy. Are these ‘value-added’ attributes? Or, does the client expect these attributes and services? 4

Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional? • Because you want to set yourself apart. • You want to create client loyalty. • You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business! • Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words. If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take. Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time. Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!). • Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home. 2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation. The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 5

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally. And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit? What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails. What’s the impre agent? Are they professional? Do they state the company n TIP: represent your culture and image? Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points. In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales. Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com. 6

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RICH KING

RICH KING As a Keller Williams agent, Rich King and his team are among the top 1% of producers in the greater Spokane region. Rich King came into real estate after working in sales for over 20 years, as well as business training, executive development, and consulting for a Fortune 1,000 company. Then, in 2017, Rich found himself at a professional crossroads when he was laid off by the struggling tech startup where he was working. “A friend asked me if I’d ever considered real estate, and I said no!” Rich recalls with a 8Copyright Top Agent Magazine

laugh. After talking to some other acquaintances who had made careers for themselves in real estate, Rich took the leap and got his license. Now, three years later, Rich has his own small team and is among the top 1% of producers in the region. Working according to his motto, “Professional Service, Personal Relationships,” Rich has established himself as a trusted resource and guide to his clients. Top Agent Magazine

As a Keller Williams agent, Rich serves the greater Spokane region. He points out that his experience in both sales and real estate inspires confidence in his clients, and that on a personal level they trust him deeply to act in their best interests. “I’m easy to get to know and people feel comfortable with me and find me trustworthy,” he says. “I want Top Agent Magazine

to run a really solid business. But to do that, people must like me, trust me, and respect me. I think I just naturally make it easy for people to connect with me.” Nurturing personal relationships is crucial to Rich’s success. He notes that he often becomes friends with clients, so staying in Copyright Top Agent Magazine 9

“We do everything we possibly can to maximize the exposure of our listings in our market and in other metropolitan areas.” touch comes naturally. “It’s more than just a business transaction,” he says. He gets in touch with clients by mail and email, as well as calling them on the phone for a friendly conversation, to say hello and see how they’re doing. When marketing a listing, Rich has the process streamlined for maximum impact. His assistant and transaction coordinator, Carli Riordan, helps him to develop and organize systems and processes. “We have checklists for everything,” Rich says. “We’ve got everything down step by step so we never miss anything for a client.” His marketing approach includes readying the home for photos, which usually entails paring down for a minimal look that will photograph well and allow potential buyers to imagine themselves making a home there. Professional photos, as well as aerial drone photos for almost all listings, are paired with open houses that Rich promotes extensively. “We do everything we possibly can to maximize the exposure of our listings in our market and in other metropolitan areas.” Copyright Top Agent Magazine 10

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Rich emphasizes community involvement in his professional and personal life. He is a longtime resident of the West Valley community and serves on the board of directors for the West Valley Education Foundation, which provides scholarships to deserving and typically underfunded young men and women who have a desire to go to college and get a higher education. Rich is also Top Agent Magazine

involved in his church where he has been able to help mentor young men and develop faith-based relationships with others. When he is not working, Rich enjoys spending time with his wife of 37 years, whether itâ€™s walking, watching movies together, or shopping. Rich also has a passion for golf, which led him to build a real grass 1,800 ftÂ˛ putting green in his backyard. Copyright Top Agent Magazine 11

In the future, Rich plans to continue growing his business and his team. “I want to continue to produce at a very high level. We’re experiencing some really nice growth right now: We did $11.6 million in both 2018 and 2019, and so

far this year we’re on track to close more than $10.7 million in volume by the end of May, so we’re way ahead of the goals we set for 2020. That’s due to time in business, developing relationships, and having the support of my team.”

To find out more about Rich King, call 509-703-8187, email rich@richkingrealestate.com, or visit richkingrealestate.com https://

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything Top Agent Magazine

or anyone who comes off as too salesy, and they want to work with individuals who they can trust. But how do you prove to someone you’ve likely never met that you can be trusted?

Top Agent Magazine ®

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive. Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating. Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it. You should always act in their best interest. 14

Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent. But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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CHRISTOPHER LINCK

For Christopher Linck, service is a way of life. Having experienced an unstable childhood, he spent his early years seeking stability and comfort. When he was seventeen, Christopher joined the Marines, where he served as a sniper in Iraq and Afghanistan for over two years. After getting wounded overseas, he was sent home to rebuild his life on American soil. It wasn’t easy. But then he discovered real estate. “Real estate was a relationship driven industry,” he says. “It aligned with all of my personal passions. My whole life, I’ve just been trying to help people in the best way possible.” Today, Christopher is the Managing Broker at Team Linck, where he collaborates with Dana Dollarhyde, his licensed assistant, to assist clients throughout Southeast Washington. “Like me, Dana understands the importance of security,” Christopher says. “We see eye-to-eye on what we want to accomplish in the business.” Christopher and his team understand the stress that comes with selling a house. As such, they 16

help their listers build a comprehensive strategy for bringing their home to the marketplace. Prior to listing, Christopher calls on a home inspector to sort out any potential challenges with the property. After the pre-inspection, he utilizes his extensive network to provide his clients with whatever resources they need to prepare their homes. “Our clients don’t have to worry about getting their houses ready,” Christopher says. “That’s where we come in.” When listing a home, Christopher employs a calibrated marketing strategy. With the help of his in-house photographer, he makes sure the property shines in all of its promotional materials. Along with MLS listings and social media campaigns, Christopher also embraces cutting edge technology, suiting his clients with virtual tours and Matterport 3D photography. Through it all, though, he stays in tune with his clients’ needs, guiding them every step of the way. “The process consists of a bunch of battles,” Christopher says. “But we bring solutions, not problems.” Copyright Top Agent Magazine

Christopher is the Managing Broker at Team Linck, where he collaborates with Dana Dollarhyde, his licensed assistant, to assist clients throughout Southeast Washington. For his open hearted approach, Christopher has won himself an outstanding reputation around Southeast Washington, with the vast majority of his volume coming from either repeat clients or referrals. Furthermore, Christopher and his team stay in touch long after the transactions are finished, making sure that their clients are thriving in their new homes and providing additional assistance when needed. “Our clients love knowing that they can come to us,” Christopher says. “We always show up, and we always put ourselves in their shoes.” Looking ahead to the future, Christopher envisions the steady growth of his team. But he also has his finger on the pulse. “Our industry is constantly evolving,” he says. “So we’re working on keeping our systems fine tuned and making our process duplicatable.” Christopher arrived at real estate over a lifetime of service. He quickly found a career that fostered his passion for supporting those in his community. “I hope to change the industry and show everyone that these relationships aren’t just transactional,” he says. “That’s why I count all of my clients as members of my team.” Top Agent Magazine

To learn more about Christopher Linck please call (509) 440-9498, email linck@rcsothebysrealty.com, or visit reteamlinck.com www.

24-Hour Touch-ups to Maximize Your List Price Sometimes it takes a full-scale overhaul to prepare a house for market. Other times, only a series of small adjustments are required to make a listing’s true potential shine. Whether you’re gearing up for an open house, assessing a list price, or maximizing a property’s appearance prior to photography—the devil is in the details. However, touch-ups and refreshes don’t have to dominate your schedule or break the bank. For a few ideas of where 18

to begin, consider our handy check-list below for quick home projects that will fortify your bottom line.

Refresh grout for a sparkling clean look. Perhaps the quickest and most cost-effective way to make bathrooms, kitchens, and other tiled areas shine is to refresh grout until it looks

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good as new. Specialty grout stain removers and cleaners are inexpensive and sold at most home improvement stores. Plus, the project only takes a bit of elbow grease and an hour or two for a major makeover effect. Suddenly, dark, stained, and worn-down bathrooms gleam as if tile has just been placed.

Create mood lighting with soothing bulbs and fixtures. A warm white light from specially chosen LED bulbs creates a welcoming environment when potential buyers come calling. If outdated fixtures are bringing down a home’s otherwise modern styling, consider more design-neutral replacements that won’t

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detract from the property’s charms. These are inexpensive but highly noticeable and impactful upgrades that shift a home’s ambiance for the better.

Repaint doors for an updated and inviting entryway. It may sound like a hassle, but repainting doorways with a fresh coat signals a wellkept property—and that’s before prospective buyers even pass through the threshold. You can also change out generic doorknobs and switch-plates to add an updated flare while on a budget. Color-of-the-year trend choices can turn heads, while neutral paint choices signal less hassle for future homeowners.

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scrub, or with the addition of new shelves or styled bulbs.

Make windows shine— both inside and out. Cleanliness goes a long way in communicating a well-cared for home in which buyers can imagine themselves. Cleaning the inside and outside of windows not only refreshes a room, but it allows light to infuse the space while appealing to the move-in ready crowd.

Closet spaces are not an afterthought. Every prospective buyer wants storage options, and you’ve surely led a home tour where guests inspect closets and pantries. Don’t let these hidden spaces go overlooked. Make sure they’re clean, cleared as much as possible, and you can even touch them up with fresh paint, a good

Remove tough appliance stains with a bit of elbow grease. If you’re packaging appliances with the sale of a property, you’ll want to make sure those big-ticket items are also in top shape to showcase their value. Stainless steel polish, electric cooktop polish, and stain removing pads for the kitchen sink can make your appliances look five years younger with nothing more than an hour or two’s labor.

Organize garage and basement areas to maximize storage and hint at bonus space. It may take a labor of love, but organizing and decluttering these special storage spaces

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Top Agent Magazine

can add significant value to a property. Instead of telling prospective buyers how much storage space there is—let these areas speak for themselves by giving them a neutral, airy bout of cleansing. That way, craft-lovers, car aficionados, and buyers with interest in renovating basement areas can witness the potential immediately. Individually, these bit to-do list items might seem like extra work without the promise of Top Agent Magazine

a major return. But combined? These small tasks go a long way in crafting a home’s image and projecting pure potential. After all, prospective buyers imagine their lives unfolding inside those walls. That’s why cobbling together these small-scale projects can have a big payoff in the end. Not only will a home present itself in a cohesive, attractively-packaged form, but it can also translate to higher interest and a significant pay-off—in more ways than one.

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LARRY BAILEY Over the years, Larry Bailey’s path in real estate has been an uncommon one. While he joined the family real estate business in Republic, Washington back in 1973, his took a few detours along the way to explore his ambitions and interests—from assisting in salmon recovery in the north-central Washington region he calls home, farming, writing novels, and everything in between. Four years ago, he decided to return to one of his earliest passions in real estate. Since then, Larry has carved out a unique reputation for his first-hand regional knowledge, experience with off-the-grid properties, and a patented personal touch. Today, Larry spearheads his work under the banner of Hanna Realty, serving buyers and sellers across Okanogan County, the largest county in the state of Washington, which also shares a border with Canada. There, a significant contingent of his business is driven by repeat and referral clientele who know him well and trust his understanding of the region’s distinct ecosystems and communities. “I’ve basically been here all my life and I know the area very well,” he says, “both geographically and socially. Because of some of the scientific and local work I’ve done, I also do well with off-the-grid places. I know how they work, and the various things that go into being completely independent.” When listing properties, Larry blends the best practices of both traditional and digital marketing. All properties and plots are equipped with immersive documentation that provides prospective buyers with a memorable first impression. From there, Larry promotes those listings across the leading online platforms, through his dedicated company website, as well as through print placement in local publications, like North central Washington Homes. In the tightknit communities of the region, word of mouth also goes a long way to ensure buzz is built about properties 22

headed to market. “Our brokerage is wellknown in the local area because the business has been here so long,” he says. “We’re all neighbors, and we know most of the people who live here.” Beyond the office, Larry has given back to his community through various efforts over the years, including through his help reintroducing salmon to the region’s ecosystem and contributing to a highly-regarded textbook on the subject, as well as his efforts to bring high-speed internet to the remote communities he has called home. In his free hours, he also enjoys farming and exploring the idyllic diversity of the north-central Washington landscape, from the grandeur of the North Cascade Mountains to the nearby deserts and waterways. As for the future, Larry intends to keep progress growing steadily and organically as he helps other discover the majesty of the area, explore off-the-grid options, and otherwise begin their next chapter in real estate. Now, with a lifetime of experience and insight, Larry Bailey considers what he enjoys most about his chosen field. “I enjoy the land and the people,” he says. “I like helping local people and sharing a love for the diverse geography. My roots and my passion are in the western rural United States.”

To learn more about Larry Bailey call 509-846-4840, email larry@hannarealty.com, or visit tonasketproperty.com www.

7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy. Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same. Top Agent Magazine

1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example. As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there. If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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SERGEI V. HOLMQUIST Sergei V. Holmquist never anticipated that his four year degree in business management would prepare him so well for the life of a real estate agent out on the Olympic Peninsula. “It’s like the Wild West out here,” he says. “Properties sometimes haven’t been sold since the 30’s, so you run into all kinds of crazy stuff, such as no property lines or records… running into bears and cougars or being shot at in the deep woods. Right before this interview, I was chasing a lost peacock around a wooded property. The neighbors have been taking care of him at one of my listings, but he wandered out on the road and I couldn’t just leave the poor bird out there. It’s not quite what you see on TV.”

While Sergei and his coworkers serve much of the Olympic Peninsula in Washington, a major draw in the past has been the town of Forks. “A lot of people recognized us from the Twilight books and films; they would come out as tourists first and then end up looking for property.” Now, Sergei notes there’s been a shift, “It’s not what people specifically ask you for…you have to listen and get a feel for what they’re looking for. Right now, people are running out of the city. Everyone’s trying to get a piece of land or a home where they can have a little more room, even if it’s just for the summer.”

Initially, when just starting out, most folks assumed he was a teenager with a nice summer job. His focus at the time was all about “closing deals, being good at my work and dominating the market.” Six years later, his fascination with the work constantly circles back to the theme of making a difference in people’s lives. “I feel good when I know that if it wasn’t for me, it would not have gone [the clients’] way…that’s why I find working with lower price-point properties to be the most rewarding. For people of low income, this is all they’ve got, and sometimes it keeps me up at night. Fixing problems feels great, for example, getting someone extra money, or finding just the right place. When you struggle to get it done, and you were part of it, that feels amazing”

When he’s not working, you might catch a glimpse of Sergei Holmquist driving his four-wheeler out on the back roads exploring the area’s natural beauty or running near the local river with his eleven pups. However he says that most of his time is spent working and planning for the future. “I don’t want to close one deal; I want to close all the deals. As the founder of our office says ‘Real estate is like riding a bicycle. The harder you pedal, the faster you go’.”

Out on the Olympic Peninsula, across remote pockets of tight-knit and diverse cultures, Sergei relies on word of mouth as his best form of marketing strategy. His reputation as a hardworking and committed real estate agent has been strengthened by the relationships he has built with community members, including past clients. “Many people are still in contact, and I often check in with them…and clients check in with me to. It makes me feel like my job is important.” Top Agent Magazine

Six years on the job and it is clear that Sergei has found his calling. “Everything is different here. In other places, everything is kind of cookie-cutter, but here, very often we have to come up with creative solutions to close the deal.”

To learn more about Sergei V. Holmquist, please call (360) 640-4782, email sergei@lunsfordrealestate.com, visit his website here or find him on Zillow

http://www.lunsfordrealestate.com/agent/sergei/

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives. But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. Top Agent Magazine

JAMI LUTHER & ASHLEY SALDANA With a business savvy mind and a love for helping others, Jami Luther has made great strides as an agent in the greater Seattle-Tacoma region. She got her start in 1989, when her kids started school. “We purchased our first home and had a bad experience. I always felt I could do a much better job,” she explains. The timing was perfect so she made the leap and earned her license. Jami’s daughter, Ashley Saldana, grew up watching her mother work as an agent. It was only natural for her to join Jami when she wanted to start a career of her own. Today, the mother-daughter duo have become well known in the area for their superior service. “We are 50/50 on everything, and it’s been a great experience working together,” Jami says. With over half of their business coming from referrals and repeat clients, it’s clear they’re going above and beyond expectations. “We’re very relational,” Jami explains. “I had one client tell me I was a second mother to her. So I think they feel they’re part of our family.” Jami and Ashley certainly treat them as family, attending their weddings, baby showers, and reaching out to congratulate them on any big life events. Throughout the transaction, they develop a strong bond, trusting Jami and Ashley are doing everything in their power to get them towards their goals. Both buyers and sellers receive one-on-one attention from the team. For their sellers, Jami and Ashley start with a walk through of the home, where they will indicate what to clean and remove. “We pay to have our clients’ homes staged, because we find it gives a greater return for all of us and makes the process easier,” Jami says. Ashley takes charge of the social media aspect, where she advertises listings on Instagram, Facebook and more. When it comes to their buyers, they are patient while offering guidance and support. They want their buyers to get the best outcome possible, so they are strong negotiators when it comes to putting in offers. Top Agent Magazine

After the transaction, clients leave glowing reviews about their time together. One recently said, “Jami and team were amazing! I was paired with her by chance one evening when I really wanted to see a house quickly and hit the Zillow referral button. I thought I would regret it - but it was the best decision I made in this home buying process! We are a moderate income family who was looking to purchase their first home. We toured home after home with Jami for six months. She offered support, advice, her knowledge on home repair and upkeep, insight into the area market, was always available, and never pushy or frustrated with us. This long search ended with us finding the perfect home, negotiated and closing made much easier with her as our Realtor®.” Jami and Ashley plan to continue increasing their business while still providing their clients with the personal attention they deserve. In the top 2% of all Zillow Premier Agent teams nationwide based on customer experience scores, it’s clear they’re on the right track. “This is the most important investment most people make in a lifetime. Being able to guide them and be there for them throughout is truly rewarding.”

For more about Jami Luther, please call 253-278-5929 or email jami@jamiluther.com Copyright Top Agent Magazine 27

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