WASHINGTON DC 8-16-21

WASHINGTON D.C. EDITION

5 REASONS WHY YOU NEED A MENTOR

ADDING VALUE TO LISTINGS

& the Advantage of Identifying Neighborhood Amenities

Small Yard?

Big Statement:

How to Make the Most Out of Micro Outdoor Spaces

FEATURED AGENT

FLEUR HOWGILL COVER STORY

KORNELIA STUPHAN

WASHINGTON D.C. EDITION

FLEUR HOWGILL

Twenty years ago, Fleur Howgill got An incredibly hard worker who 9 21 licensed as a Realtor® in London and started career seriously, Fleur has p her illustrious career as a full-time agent. effort into making a success Ten years ago, she moved to Washington tion into the D.C. market by n D.C., bringing with her a decade’s worth of extensively and learning the in knowledge and experience in a variety of of American real estate. She ha real estate areas, including luxury homes, from joining TTR Sotheby’s In and got to work developing a reputation Realty shortly after her move, g for herself as a prominent agent in the area. access to a variety of resource Fleur now serves Montgomery County in to streamline processes for both Maryland and Northern Virginia as well as and herself, and the wealth of i KORNELIA STUPHAN FLEUR HOWGILL all of D.C. and provides a distinctly enjoyshe has gained when it comes t able transaction experience for her clients through her market makes her capable of getting the effective communication and positive attitude. for her clients. Fleur generally closes more in total sales volume per year, and she is In order to eliminate stress for her clients, Fleur main- increase that number to $30M by the end of tains a persistent line of contact CONTENTS with them throughout the transaction and beyond, and keeps herself avail- In her free time, Fleur enjoys eating and dr able 24/7 to answer and&solve problems forMORNING food and HABITS fine wine with her husband, goin 4) ADDING VALUE TOquestions LISTINGS 19) 5 her clients as they up. Fleur is both reliable and the ocean DAY at her beach house, and spending THE ADVANTAGE OFcome IDENTIFYING TO MAKE YOUR light-hearted in her approach to customer service, her mastiff, Pisco. A mainstay in her c NEIGHBORHOOD AMENITIES SUPER PRODUCTIVE making her a valuable asset to clients who are looking Fleur is a frequent donor to various local for a relatively smooth and easy process when buying organizations, such as animal shelters and th 6) RECONSIDER REFERRAL-ONLY 22) 5 REASONS WHY or selling a home. “I’m friendly and outgoing, and I Village. If you’re looking for a Realtor® in WHEN PLANNING FOR THE FUTURE YOU NEED A the MENTOR really do try to make it fun for my clients as much goes extra mile to provide an excellent as I can,” Fleur says. “Real estate doesn’t need to be for her clients, look no further than Fleur H 15) SMALL YARD? BIG STATEMENT: complicated or stressful.” Clients appreciate Fleur’s HOW hands-on, TO MAKE THE MOST OUT OF personal approach, as can be seen by the MICRO OUTDOOR fact that she gets SPACES 90% of her business through referrals from satisfied clients.

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Fleur prioritizes building relationships with the people she works with over her own bottom line. She Phone 310-734-1440 | Faxmeeting 310-734-1440 loves being able to meet so many people through her job, mag@topagentmagazine.com | www.topagentmagazine.com and takes time to get to know her clients and their unique No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent needs so that she can better serve them. She makes a point Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published ofAgent keeping in touch with her past clientsforthrough materials, Top Magazine cannot be held responsible opinions holiday expressed or facts supplied by its authors. dinner dates, and client appreciation parties, and To subscribegifts, or change address, send inquiry to mag@topagentmagazine.com.

Published inmakes the U.S.it clear to new clients that she is in it for the long You can contact Fleur Howg haul. With such a wide array of experience with different at (202) 425-9403 or fhowgill@ttrsi homes and different cultures, Fleur specializes in working You canTop also visit her website Agent Magazine with international clients, and loves showing new people fleurhowgill.com the beautiful town she calls home. www.

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Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school 4

district ranking and local property taxes, have you ever considered the under-the-radar amenities that drive buyers and bidding wars? To derive the highest value from a listed home, you need to paint a complete picture of the area in which you’re selling. With that guiding principle in mind, let’s consider a few modern amenities and how they add drastically to your bottom line.

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Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites.

A little can go a long way: restaurants, coffee shops, and entertainment

Know thy history: creating a narrative of the neighborhood

Everyone has a favorite take-out spot, coffee shop, or neighborhood watering hole. Identifying the key players in an area—such as restaurants, nightlife, and entertainment hotspots—will create a livable picture that prospective buyers can latch onto. Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. While a cute coffee shop down the street may seem like a bonus instead of a foundational amenity, you never know what kind of homebuyer you might net if you include the cozy characteristics that make a house a home.

As humans, we’re drawn to narratives. Sales pitches and marketing campaigns hinge on an alluring storyline. That’s why understanding a neighborhood’s history can frame and contextualize a property to great effect. After all, buyers aren’t just drawn to sturdy foundations and bedroom counts; they like to imagine their lives unfolding inside those four walls.

Get a sense of the area’s historical timeline, architectural style, noteworthy community members, and the like. Conveying this intriguing information to buyers helps them connect more personally with a property, while understanding the holistic picture of their potential new home.

From here to there: public transportation and commuter access While this rule may not apply to all properties, considering access to public transportation is a major draw for today’s buyers. Especially amidst the more eco-conscious Millennial segment eager to buy within city limits—knowing public transportation access points and schedules can add serious value to listed properties. Also, think outside the box: do nearby thoroughfares boast dedicated bike lanes? Are there plans to expand rail lines to the area in the future? Deliver a confidant picture of the area’s public transportation access and prospective buyers will trust your expertise.

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While it is always good to cover the basics of school districts and property values, it is even more useful to expand your knowledge base and bring a warm, human element to locational knowledge. Not only will you appeal to a younger demographic of homebuyers who values this strategic information, but you will also broaden your understanding of your service area at large. Think of it this way: a neighborhood is far more than a collection of homes on a block. A neighborhood is about atmosphere, access, and a sense of community. If you authentically appeal to this guiding truth, and buyers will surely rise to the occasion.

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 6

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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KORNELIA STUPHAN Top Agent Magazine

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Top Agent Kornelia Stuphan has been working in Washington, DC since 1996 and is a verified expert in local market trends and neighborhood sales.

Kornelia Stuphan moved to the United States through a cultural exchange program after finishing her graduate degree in Salzburg/Austria.

While working for the Austrian Embassy, Kornelia began dabbling in real estate, and quickly developed undeniable skill in the business. She kicked off her full-time real estate career in 1996 and has since seen continued success and growth that put her at the top of her profession in Washington DC as well as

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the top 1% agents nationally. Kornelia has built her success on the solid foundation of in-depth knowledge, hard work, and communication, all of which lead to an outstanding client experience that earned her an excellent reputation within her community. Her second graduate degree in Organizational Management from GWU as well as her extensive training as a Life/Corporate Coach further contribute to her vast skill base and in-depth knowledge.

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One of the many benefits of working with Kornelia is her comprehensive service offering. Kornelia uses her skills in staging and design to help her clients maximize their equity takeaway. When going through a transaction with Kornelia she does everything Top Agent Magazine

possible to create a positive experience for her clients. With the team she has assembled, clients don’t have to deal with painters, contractors, and other service providers when getting their home ready for the market. “I have dealt with any and all problems that could 11 Copyright Top Agent Magazine

arise and I have all the solutions necessary to assure a successful outcome,” Kornelia says.

With two and a half decades in real estate, Kornelia has developed a winning formula that produces results for every single one of her clients.

Kornelia has been working in Washington, DC since 1996 and is a verified expert in local Copyright Top Agent Magazine 12

market trends and neighborhood sales. She uses this in-depth knowledge to her client’s advantage and through her excellent people skills makes the information digestible for her clients. She is always accessible for any questions or concerns that may arise during a transaction. With her excellent communication skills, time-flexible assistance, and the K Team Concierge full-service offering, Top Agent Magazine

With her excellent communication skills, time-flexible assistance, and the K Team Concierge full-service offering, Kornelia has built a recognizable brand that guarantees a smooth and successful transaction for every client she touches.

Kornelia has built a recognizable brand that guarantees a smooth and successful transaction for every client she touches.

When it comes to marketing, Kornelia uses a uniquely tailored, 20-point marketing strategy to give each home maximum exposure. She uses high quality photography/videography and staging to bring out the full potential of Top Agent Magazine

each home and advertises each listing through various social media platforms, dark post advertising, PPC campaigns, database email marketing, and over 900+ real estate websites through her brokerage, Long & Foster CHRISTIE’S marketing platform, to cast the widest possible net over a broad audience of prospective buyers worldwide. “I love bringing my vision to my clients and realizing Copyright Top Agent Magazine 13

the full potential of their home to help them maximize the equity they walk away with,” Kornelia says. She is consistently able to produce outstanding results while accumulating an ever-growing pool of extremely happy and satisfied clients.

In her free time, Kornelia lives a very active lifestyle. She enjoys running, biking, cooking,

tending to her herb garden and traveling to her native country of Austria. Her friends call her the “Health Expert” as one of her big passions in life is Health and Nutrition. She also finds great satisfaction in community engagement and volunteering. If you’re looking for an experienced and passionate top producing Realtor in Washington DC with a vision for your home, look no further than Kornelia Stuphan!

For more information Contact Kornelia at (202) 669-5555 or email Kornelia@KorneliaTeam.com

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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 Top Agent Magazine

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 16

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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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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FLEUR HOWGILL Twenty years ago, Fleur Howgill got licensed as a Realtor® in London and started her illustrious career as a full-time agent.

Ten years ago, she moved to Washington D.C., bringing with her a decade’s worth of knowledge and experience in a variety of real estate areas, including luxury homes, and got to work developing a reputation for herself as a prominent agent in the area.

Fleur now serves Montgomery County in Maryland and Northern Virginia as well as all of D.C. and provides a distinctly enjoyable transaction experience for her clients through her effective communication and positive attitude.

In order to eliminate stress for her clients, Fleur maintains a persistent line of contact with them throughout the transaction and beyond, and keeps herself available 24/7 to answer questions and solve problems for her clients as they come up. Fleur is both reliable and light-hearted in her approach to customer service, making her a valuable asset to clients who are looking for a relatively smooth and easy process when buying or selling a home. “I’m friendly and outgoing, and I really do try to make it fun for my clients as much as I can,” Fleur says. “Real estate doesn’t need to be complicated or stressful.” Clients appreciate Fleur’s hands-on, personal approach, as can be seen by the fact that she gets 90% of her business through referrals from satisfied clients.

Fleur prioritizes building relationships with the people she works with over meeting her own bottom line. She loves being able to meet so many people through her job, and takes time to get to know her clients and their unique needs so that she can better serve them. She makes a point of keeping in touch with her past clients through holiday gifts, dinner dates, and client appreciation parties, and makes it clear to new clients that she is in it for the long haul. With such a wide array of experience with different homes and different cultures, Fleur specializes in working with international clients, and loves showing new people the beautiful town she calls home.

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An incredibly hard worker who takes her career seriously, Fleur has put sincere effort into making a successful transition into the D.C. market by networking extensively and learning the ins and outs of American real estate. She has benefited from joining TTR Sotheby’s International Realty shortly after her move, granting her access to a variety of resources designed to streamline processes for both her clients and herself, and the wealth of information she has gained when it comes to her local market makes her capable of getting the best prices for her clients. Fleur generally closes more than $20M in total sales volume per year, and she is on track to increase that number to $30M by the end of 2021.

In her free time, Fleur enjoys eating and drinking fine food and fine wine with her husband, going to enjoy the ocean at her beach house, and spending time with her mastiff, Pisco. A mainstay in her community, Fleur is a frequent donor to various local charitable organizations, such as animal shelters and the N Street Village. If you’re looking for a Realtor® in D.C. who goes the extra mile to provide an excellent experience for her clients, look no further than Fleur Howgill!

You can contact Fleur Howgill at (202) 425-9403 or fhowgill@ttrsir.com.

You can also visit her website at fleurhowgill.com www.

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the 22

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and Top Agent Magazine

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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