WASHINGTON 7-27-20

WASHINGTON EDITION

Small Yard?

Big Statement: How to Make the Most Out of Micro Outdoor Spaces Why Millennials Are Now

The Hottest Segment of the Buyers Market

6 WAYS TO GET YOUR CLIENT TO TRUST YOU

MIKE BASS COVER STORY

FEATURED AGENTS

LEIGHSA BALLAND & PATRICK CROWTHERS

WASHINGTON EDITION

LEIGHSA BALLAND & PATRICK CROWTHERS

When Patrick Crowthers decided us. We do something a bit unus 9 19 he wanted to get into the business a team of real estate agents—w of real estate, he approached his clients together, and we determi best friend’s wife, real estate agent the client seems more drawn Leighsa Balland, for some tips. But do it, because for us it’s all ab instead of giving him pointers, she client. We don’t want to put ou suggested that they go into busifirst, we want the client to be co ness together. After recognizing the able with who they’re working various advantages of working as a Leighsa says. And their level o team—from Leighsa’s real estate tion to client service is evid experience to Patrick’s extensive Zillow ranked them to be numb MIKE BASS LEIGHSA BALLAND & knowledge of the Seattle area—the PATRICK CROWTHERS in customer experience in the dynamic duo joined forces and have out of 180,000 other agents. been serving Seattle for the past six years.

When it comes to marketing, Leighsa and Leighsa and Patrick both embrace the diversity are in a very unique position of having a p CONTENTS of their team—which also consists of a full-time Sunday radio show that brings in about half a licensed assistant—and channel that ideology listeners per week. This broadcasting avenue throughout their business. Having experienced the them to discuss their new listings at length, as 4) 6 THINGS ALL SUCCESSFUL 18) DAILY HABITS THAT last housing crisis during the recession, Leighsa had publicize their open houses. And as award w NEGOTIATORS DO lesson about diversity, and WILL YOUR learned a valuable whyINCREASE Zillow Premier agents, they also get top prio MENTAL STRENGTH it was an asset. “During the crisis the agents who their listings on the site. And their marketing 6) SMALL YARD? BIG STATEMENT: had pigeonholed themselves to a specific neighbor- gies work incredibly well, as just last year th HOW TO MAKE THE MOST OUT hood, or a type of client, had really suffered.

44 million in volume, 20)But WHYsold MILLENNIALS ARE and they estimate OF MICRO thoseOUTDOOR that had greatSPACES diversity were able to pivot this year at about 60 million.

NOW THE HOTTEST SEGMENT and come out of it stronger,” she says. That’s OFwhy THE BUYERS MARKET 15) 6 WAYS TO GET YOUR both Leighsa and Patrick put in continuous work to Going forward, Leighsa and Patrick are focu CLIENT keep TO TRUST YOU expanded as far as possible, exploring new technology so that they can h their knowledge so that they can serve clients within a large radius even better client outreach. They are interest of Seattle. steady and sustained growth of their business also remaining committed to broadening the Having a solid| repeat and referral rate, which they personal expertise in an effort to meet all o Phone 310-734-1440 Fax 310-734-1440 attribute to their aligned core values and close-knit clients’ needs. Their main goal remains cu mag@topagentmagazine.com | www.topagentmagazine.com team dynamic, has helped Leighsa and Patrick thrive satisfaction, and they both strive to continue No portion ofin thistheir issuebusiness. may be reproduced any manner whatsoever without consent of the publisher.

“Peopleinfeel very comfortable withpriorering exceptional results for their clients.

Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. more about Leighsa Balland and Patrick Crowthers To subscribe or change address,To sendlearn inquiry to mag@topagentmagazine.com.

Published in the U.S. call (206) 954–4487, email balland.crowthers@compass.com,

visit compass.com/agents/balland-crowthers www.

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize 4

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 6

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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MIKE BASS Top Agent Magazine

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Mike is the Managing Broker at Mike Bass Associates through CENTURY 21 Beutler & Associates, where he services clients throughout Spokane County and the Eastern Washington area.

A lifelong resident of Spokane, Mike Bass arrived at real estate quite naturally. His family owned a retail western clothing business and managed various commercial buildings in the area. As such, Mike grew up with a strong sense of property management in his community. In 2003, he decided to pursue his interest in real estate and earned his license.

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Today, Mike is the Managing Broker at Mike Bass Associates through CENTURY 21 Beutler & Associates, where he services clients throughout Spokane County and the Eastern Washington area. He has developed a boutique workflow to assist any client’s needs with the help of his expert team, consisting of Amy Khosravi, Jay Janssen, Cammie Top Agent Magazine

Bigham, Matt Battin, Jenny Clark and Julie Cronin. “My team is like a family,” he says.

“I’m really, really lucky to have them.”

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When listing a property, Mike understands the power of marketing. On top of providing clients with comprehensive MLS listings, 11 Copyright Top Agent Magazine

For his rigorous work and upbeat approach, Mike was awarded the 2019 Century 21 President’s Producer Award, which is reserved for top producing agents with a high level of client satisfaction. virtual tours and professional photography, he also harnesses social media to generate buzz around a home. “Social media is at the forefront of the dissemination of property information,” he says. “My team knows how to use it at an elite level.” Elsewhere, Mike can lean on his extensive network of fellow agents to link a house with potential buyers.

Through everything, though, Mike is able to keep things lighthearted while providing his clients with unmatched service. “Even though we’re working with the most important transaction in anyone’s life, we still try Copyright Top Agent Magazine 12

to maintain a sense of humor to defuse the tension,” he says. Mike has also built a reputation for himself as an open and accessible agent, giving his clients his personal cell phone number and encouraging them to call him anytime—even if they just need a little reassurance.

For his rigorous work and upbeat approach, Mike was awarded the 2019 CENTURY 21 President’s Producer Award, which is reserved for top producing agents with a high level of client satisfaction. However, for Mike, the work is its own reward. “I love changing Top Agent Magazine

people’s lives,” he says. “There’s nothing better than the fulfillment that comes from making a difference and helping others.”

Outside of his career, Mike holds on to these values in his work with the community. He and his team are active volunteers at the Spokane Top Agent Magazine

Humane Society, participating in its annual Furr Ball, a celebration that raises funds for shelters around the area. “We adore animals,” he says. Elsewhere, he has contributed to the Joya Children & Family Development Center, which provides occupational therapy to individuals with special needs.

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When he’s not working, Mike enjoys biking with his wife and traveling between his properties in Southern California and Idaho, specifically on the Coeur d’Alene River.

Looking ahead to the future, Mike plans on growing his team alongside his business.

But he’s also satisfied with continuing the attentive service that has won him success in the market. “In this complex world of real estate,” he says, “it’s vital to have an understanding of problem solving and communication. We provide that to all our clients.”

To learn more about Mike Bass email mbass@21goldchoice.com, visit mikebassassociates.com or call (509) 990-4980 www.

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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?

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1

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.

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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.

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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.

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4

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.

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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.

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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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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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LEIGHSA BALLAND & PATRICK CROWTHERS When Patrick Crowthers decided he wanted to get into the business of real estate, he approached his best friend’s wife, real estate agent Leighsa Balland, for some tips. But instead of giving him pointers, she suggested that they go into business together. After recognizing the various advantages of working as a team—from Leighsa’s real estate experience to Patrick’s extensive knowledge of the Seattle area—the dynamic duo joined forces and have been serving Seattle for the past six years.

Leighsa and Patrick both embrace the diversity of their team—which also consists of a full-time licensed assistant—and channel that ideology throughout their business. Having experienced the last housing crisis during the recession, Leighsa had learned a valuable lesson about diversity, and why it was an asset. “During the crisis the agents who had pigeonholed themselves to a specific neighborhood, or a type of client, had really suffered. But those that had great diversity were able to pivot and come out of it stronger,” she says. That’s why both Leighsa and Patrick put in continuous work to keep their knowledge expanded as far as possible, so that they can serve clients within a large radius of Seattle.

Having a solid repeat and referral rate, which they attribute to their aligned core values and close-knit team dynamic, has helped Leighsa and Patrick thrive in their business. “People feel very comfortable with

us. We do something a bit unusual for a team of real estate agents—we meet clients together, and we determine who the client seems more drawn to. We do it, because for us it’s all about the client. We don’t want to put ourselves first, we want the client to be comfortable with who they’re working with,” Leighsa says. And their level of attention to client service is evident as Zillow ranked them to be number four in customer experience in the nation, out of 180,000 other agents.

When it comes to marketing, Leighsa and Patrick are in a very unique position of having a popular Sunday radio show that brings in about half a million listeners per week. This broadcasting avenue allows them to discuss their new listings at length, as well as publicize their open houses. And as award winning Zillow Premier agents, they also get top priority for their listings on the site. And their marketing strategies work incredibly well, as just last year the team sold 44 million in volume, and they estimate ending this year at about 60 million.

Going forward, Leighsa and Patrick are focused on exploring new technology so that they can have an even better client outreach. They are interested in a steady and sustained growth of their business, while also remaining committed to broadening their own personal expertise in an effort to meet all of their clients’ needs. Their main goal remains customer satisfaction, and they both strive to continue delivering exceptional results for their clients.

To learn more about Leighsa Balland and Patrick Crowthers call (206) 954–4487, email balland.crowthers@compass.com, visit compass.com/agents/balland-crowthers www.

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Why Millennials Are Now the Hottest Segment of the Buyers Market

and How You Can Attract Them to Your Home There are many factors when it comes to knowing how to sell your home to the Millennial generation. Millennials are becoming an important part of the buyer market, and to fail to cater to their needs will cut you off from a large and important segment. But, why have Millennials all of a sudden become interested in buying houses when they were perfectly content to rent for the rest of their lives?

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A number of factors contribute to what has recently made Millennials the hottest segment of the Buyers market. One factor is the improved job outlook for Millennials. Millennials took a serious blow during the recession.

Unemployment in this group soared to 14 percent, compared to the 9.6 percent for the population as a whole. But, in recent years that number has been decreasing, with unemployment for Millennials being 9.3 percent this past year.

Rising rents are also contributing to making Millennials more interested in purchasing homes now. Rents have risen so much that buying a home now just makes more sense. Half of all renters spend more than 30 percent of their income on housing. Millennials are becoming increasingly stressed over the constantly increasing financial obligation to something that isn’t even theirs to own.

The near-historic low mortgage rates are luring Millennials towards purchasing a home with their promise of affordability. When compared with the skyrocketing rental rates, buying a house looks even more enticing.

Another factor helping Millennials get over the hump of purchasing a house is the lower down payment requirements. Fannie Mae and Freddie Mac are now offering new loan programs that require as little as a 3 percent down payment. This may just be the last push the Millennials needed to turn toward buying a home rather than rent.

So, now that we’ve established that Millennials are finally joining the Buyers market, the next thing that it is important to understand is what exactly Millennials are looking for in a home. What kind of floorplans do they prefer? What locations are they interested in? Here are some of the essentials that Millennials are looking for in a home: • Updated Kitchens and Baths: Almost everyone wants to buy a

home with new kitchen and bath fixtures, but this is especially true for Millennials Buyers. Millennials are going to spend most of their savings on the down payment and furnishings, leaving little room to update the Kitchen and Bath, which are also the most expensive parts of a home to

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update. Millennials who are on a budget simply won’t have the money to sink into those areas. An updated Kitchen and Bath is sure to bring in a younger crowd.

• Big Kitchen with Open Floor Plan: For Millennials, the kitchen has

become the room where they hangout in addition to the family room. This is why having an open space that can transition easily from the kitchen to the TV room is high on the list of things Millennials are looking for in a home. Along a similar vein, Millennials are attracted to an open floor plan rather than one that compartmentalizes the home. This has to do with how Millennials entertain. Millennials want their guests to flow through the rooms and mingle together, rather than be sectioned off in different rooms.

• Home Office: More than 13 million Americans now work from home,

and if you look at the trend, that number is only going to increase as the time goes on. With technology steadily increasing, more Millennials than ever have the flexibility to work from home. But, the home office isn’t just for someone working from home full time. Having a separate space dedicated to work helps people concentrate and focus on work while they are at home. They can separate themselves from the activities going on around the house and have a quiet space where they can set up their workday, plan a presentation, hold a meeting on Skype, or even pay bills.

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• Less Maintenance: Many Millennials work different schedules that

don’t conform to the 9 to 5 workday, as well as full social calendars. This doesn’t leave them much time to clean a big house. Lawn services and low-maintenance front yards are particularly appealing, as they take less responsibility to still keep the curb appeal high.

• Energy-Efficient Appliances: Millennials have been educated on

keeping the Earth clean from the time they were born. They want to do their part to help the environment and appreciate the long-term cost savings that come with it. Energy-efficient appliances and greener ways to heat and cool the home might end up being the tipping point that makes them choose one house over another.

• Hardwood Floors: Millennials don’t have the time or patience to clean

dirty carpets, especially those that own pets. Hardwood and laminate flooring is easy to mop up if there’s been a mess. The more time they can conserve, the better.

• Good Location: Millennial buyers are looking for homes that are in

proximity to public transportation and have a good walking score. Young Millennial buyers without children are more likely to want a location closer to the action of the city, while Millennials with children would prefer more residential areas.

• Technology: Technology rules the Millennial’s life. They do work on

their computers through an Internet connection and solely use cellphones for communication. They are going to ask about how strong the cell service is and about the Internet service provider. While these amenities are out of the seller’s hands, Millennials are still going to ask these questions, and you will need to know how to answer them.

Knowing what Millennials are looking for in a home will ultimately help you make the necessary changes that will attract these buyers to your home.

Since they are the a serious segment of the market now, updating your home to fit their needs will lead to more buyers and better offers. So, get with the times and embrace the Millennial buyer.

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