WASHINGTON 9-7-20

WASHINGTON EDITION

5 Ways to Transform

Renters into Owners

BY THE

NUMBERS:

Understanding the True Value of Square Footage

3 Mental Tricks that Will

TAKE YOUR BUSINESS TO THE NEXT LEVEL

FEATURED AGENT

REBECCA MITSUI COVER STORY

JANE BEYER

WASHINGTON EDITION

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JANE BEYER

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REBECCA MITSUI

CONTENTS 4) 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

15) BY THE NUMBERS: UNDERSTANDING THE TRUE VALUE OF SQUARE FOOTAGE

6) 5 WAYS TO TRANSFORM RENTERS INTO OWNERS

21) HOW TO GET THE BIGGEST RECHARGE OUT OF YOUR LUNCH HOUR

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next 4

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 6

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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JANE BEYER

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Top Agent Jane Beyer works solo, based in the Tri Cities, Kennewick, Richland and Pasco, Washington.

“My whole goal is to not disappoint,” she says.

For nearly two decades, Jane Beyer has been doing what she loves. After working in the travel industry and losing her home to a fire, she was at a crossroads. “Luckily we only lost material things, but it gave me the opportunity to think about what I really wanted to do,” Jane explains. With a love for interacting with people and an interest in real estate, she decided to start 10 Copyright Top Agent Magazine

a new career as an agent. It ended up being one of the best decisions she ever made, as she’s loved every minute of the journey. Just like in the travel industry, Jane is helping people’s dreams come true.

“My whole goal is to not disappoint.”

Today she is a solo agent based in the Tri Cities, Kennewick, Richland and Pasco, Washington. A truly diverse area, from its Top Agent Magazine

wine to its science, it offers a small-town feel with all the amenities of a big city.

Having lived here for many years, a large portion of Jane’s business consists of repeat clients and referrals. Buyers and sellers appreciate her approach to the business.

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“I’m a very direct person, so when we’re shopping, I listen to what they want and tell them exactly what it is we are looking at,” she says. “I’ll point out things and try to bring them back to what they originally wanted.” Her honesty is valued even amongst other agents, who will often 11 Copyright Top Agent Magazine

“Whether I’m building them, listing them or selling them, I want to find the perfect homes for people. It’s so rewarding to see my clients and their families grow.” call and ask her to look at their properties and provide feedback. Not only is Jane honest, but she is also caring and supportive, only wanting what is best for her clients. She guides them throughout the transaction, helping them make educated decisions. Even after the transaction, Jane is there for them, staying in touch through phone calls and cards. “I try to touch base with them on their birthdays, anniversaries or any special day,” she says.

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Clients love to spread the word about their time together. One recently said, “Jane is the ultimate professional in the real estate field. She is poised, gracious, incredibly knowledgeable, and very skilled at negotiating and problem solving. She will guide you (her client) through the maze of technical, emotional, and financial aspects of buying and selling real estate. She is a gem and, to use a phrase, ‘gets it!’ I cannot Top Agent Magazine

imagine working with any other agent if you want a fabulous experience and the best outcome for all concerned in a real estate transaction.” Another wrote, “Excellent real estate agent. Honest and Top Agent Magazine

caring! She will give you a brutally honest answer to any of your questions. Well reputed, well experienced agent to buy or sell your home. She goes above and beyond to make things happen!”

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When Jane isn’t working, she’s staying involved in the community through anything animal-related. “We’re trying to open a new kennel for lost dogs and help open some dog parks,” she says. During any free time, she’s cooking or gardening, two hobbies she credits to her upbringing in the United Kingdom.

Looking ahead, Jane hopes to help more people find homes they can spend the rest of their lives in. “Whether I’m building them, listing them or selling them, I want to find the perfect homes for people. It’s so rewarding to see my clients and their families grow.”

Photos by Kris Kohl Photography.

For more information about Jane Beyer, contact Retter & Company, Sotheby’s International Real Estate, Phone: 509-845-1822 Copyright Top Agent Magazine 14

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n

Called “below grade spaces,” basements and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n

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Did you know the space inside closets and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

When recording square footage, ANSI actually suggests performing measurements from a property’s exterior—though this method does not account for the

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thickness of exterior walls, which could skew square footage numbers. n

Just like below grade spaces, a garage, a pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take. n

First, you’ll need a few things to get started, including a tape measure that can measure at least 100 ft., graph paper, and a pencil.

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Next, choose a room to start measuring wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.

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From there, draw out the wall you measured and measure the remaining walls in the

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room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage. n

As you go measure throughout the home, using your own system to scale, you will construct a failsafe floorplan.

Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.

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REBECCA MITSUI Rebecca Mitsui grew up around the real estate industry. Her grandfather invested in rental properties throughout her childhood, and Rebecca was able to observe the marketplace through his eyes. Most importantly, she saw how real estate brokers could leave a lasting impact on their communities.

“It wasn’t just a business,” she says. “It was a way to help people thrive.”

After developing her own successful team, Rebecca partnered up with her longtime friends and owners of Alchemy Real Estate, Jay Miller and Gabe Rosenshine. Today at Alchemy, Rebecca is Vice President of the Brokerage Division and supervises an elite team to service buyer and seller clients throughout the city of Seattle. “We’re a passionate team,” Rebecca says. “We work tirelessly to anticipate and eliminate as many roadblocks in a transaction as humanly possible. Our forte is ensuring prime market positioning with our proven Alchemy formula, which we like to call ‘The Science of Real Estate.’”

When marketing a listing, Rebecca and her team think outside the box. For example, they assume a role likened to a general contractor for the pre-listing process, arranging for everything a home needs at a minimal disruption to their clients’ daily lives. Meanwhile, Alchemy’s marketing manager, Demetre Skepetaris, ensures that a property reaches a wide audience via social media campaigns, contacts with their followers, area agents and Alchemy’s growing database of over 5,000 past clients.

Elsewhere, Rebecca turns the buying process into a memorable event by guiding her clients with a personal touch. In fact, once they have matched a client with their dream home, they make a celebration out of the key exchange process, outfitting the door with a customized bow, doormat and champagne glasses. “We wind up befriending our clients in the process,” she says. “At the end of the day, that human connection is most important to us. We love seeing a smile on their faces.”

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For her compassionate assistance, Rebecca has seen tremendous growth in her business and reputation, with the vast majority of her transactions now coming from repeat clients or referrals. “My focus is to make my people feel completely taken care of,” she says.

“The rest works itself out.”

Outside of her career, Rebecca remains active in her community. Still inspired by the influence that her grandfather had on her life, she currently serves on the board of the West Seattle Senior Center. As Co-Chair of the Fundraising Committee, she is responsible for sponsoring and hosting events like Rainbow Bingo, which increase awareness around the needs of the elderly.

Rebecca also co-hosts Street Talk, a talk show aired on KOMO-AM 1000, Seattle’s #1 radio news channel.

Every other Sunday morning, she, Patrick Crowthers (Compass Real Estate) and host Chris Davies (Kiel Mortgage) discuss pressing developments in the real estate industry.

Looking ahead to the future, Rebecca envisions the further growth of her team. But she never wants to lose sight of the personalized approach that has won her so much success in the Seattle area. “I’m extremely lucky,” she says. “I get to take my life passion and enact it through my career and community involvement. There’s nothing more rewarding.”

To learn more about Rebecca Mitsui email rebecca@AlchemyRE.com, visit alchemyre.com or call (206) 734-5995 http://

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How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create Top Agent Magazine

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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