CENTURY 21Ⓡ Open House: Nurturing Client Relationships

November 15, 2017 By Casey Danton

Excellent service means excellent business. That’s the name of the game in real estate. But, how do you manage a full roster of competing clients? We asked several CENTURY 21® team members to share advice on how to make their clients happy, especially when the going gets tough. Each answer we received proved there are never any dull moments in real estate.

How Do You Let a Client Know They’re Important?

“I let a client know they’re important by finding out what I can do to genuinely help them. When my intent is to provide a world-class experience for each and every client, all selling goes away as they know I am here to serve. My intent is to serve their highest motivation and help them achieve whatever goal they want to achieve, and by doing this they know my only goal is to help them achieve theirs.” –Justin Udy, CENTURY 21 Everest Realty Group

“I do my best to let my past clients know they are important to me by keeping them constantly updated on the market, keeping them informed on events and community programs for their local marketplaces, making personal calls on important anniversary & birthdays and holidays too. This year we took extra steps to ensure our past clients had emergency preparedness plans in place due to all the natural disasters we have been experiencing.” –Angela Avilez, CENTURY 21 Award

What Listening Tactics Do You Recommend?

“When in front of clients it’s important to turn off your cell phone. The biggest distraction we have as agents is our phone and when you have it out it’s easy to get distracted. Letting the buyer or seller know you have their complete attention is very important.” –Angela

“I would recommend listening 70% of the time and only talking 30%. To really listen means they need to be able to express thing they may not have the chance to if you’re too busy interrupting.” –Justin

“As we are discussing what they want in their new home, I am jotting everything down to make sure that I understand their wish list. This allows me to know in more detail what they want and it makes it easier to search for the perfect home for them.” –Sarah Figurski, CENTURY 21 Curran & Christie

What Are Creative Solutions You’ve Come up With to Mediate Difficult Situations?

“When there is a problem, seek to get complete clarity and understand the details at a deep level. Difficult situations are not typically difficult to solve once you have all the facts. Only then, do we start the process of being very strategic and very reasonable in how to move forward in a constructive and business-like manner.” –Justin

“There can be a lot of emotions involved in this industry. People are making large purchases or selling the home they have lived in for the last twenty years. I would say my best tip for mediating solutions is listening and keeping that mentality that ‘the customer is always right.’ Just be sure to stay positive and if there is an issue, be sure to work your best to fix it. Also, keep your client in the loop. Even if you don’t have any news, call them to tell them you don’t. I have found that being on top of everything and calling my client before they have a chance to call me has helped me avoid a lot of difficult situations.” –Sarah

How Do You Keep a Roster of Clients Happy?

“I have found that my clients want information timely and delivered efficiently. I strive to ensure that if and when my clients have questions I respond with a prompt answer or a solution for an answer in with expected time frames.” –Angela

“We input all of our clients into our database and will create tags around our experience. Some get the tag of raving fan while other may get the tag happy client. Either way, creating a database of your best clients is a must in real estate, which is truly the business of relationships. It really helps you be intentional about staying in front of them and keeping that relationship.” –Justin

Managing a clash of clients isn’t easy work, but it’s essential to running a successful business. So, follow these tips and if you’re ever at a loss, go with your gut and improvise. If nothing else, remember that serving the client’s needs is what it’s all about.

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C21 Halloween Scavenger Hunt

October 27, 2017 By Casey Danton

Who says the kids get to have all the fun on Halloween? This year, as they’re collecting candy, put your real estate skills to the ultimate test.

Download our C21 Halloween Scavenger Hunt checklist and cross off as many home features as you can find.

Want to be featured on the national Facebook page? Share your results with the hashtag #C21Halloween on Instagram and Twitter or post directly to CENTURY 21’s Facebook page.

Download Here: C21 Halloween Scavenger Hunt checklist

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5 News Year’s Resolutions for Real Estate Agents

January 2, 2015 By CENTURY 21

Happy New Year! You make New Year’s resolutions for your personal life, so why not make them for your professional life as well. If you’ve been meaning to improve on a certain area, or want to excel in a certain niche, the New Year is the perfect time to start. Focus on these five goals and, if you’re feeling extra ambitious, add more.

1. Tackle social media: If you aren’t very tech savvy, now is the time to develop your skills. Social media will help boost business. In fact, 91% of REALTORS^® currently use at least one form of social media. Our best practices for Twitter, Facebook, and Pinterest can give you the information you need to promote generating leads from social media.

2. Develop goals and action items: Write out a list of goals and tangible action items for 2015. For example, your overarching goal may be to generate a certain number of leads a month, or grow your social media following by 100 followers month over month. Your action items may be to go to at least three networking events a month or start implementing social media advertising on your various social media channels. Regardless of your specific goals, this exercise will help you identify and keep track of your accomplishments throughout the year.

3. Localize business: Inman.com reported that the key to standing out from your competition is to become an “expert” in one particular location. This tactic can help improve business both online and offline; targeting a specific geographic area can push you to the top of Google searches, instantly increasing business. Focus on your area of expertise this year and you may see results.

4. Become a thought leader: People want to work with you because they trust your expertise and values. One way to generate trust is to show that you are a thought leader in your field. Write guest posts on blogs, get featured in media publications, and even start your own blog.

5. Network: Real estate is a business where referrals and testimonials matter. You are helping people with an important milestone – and they want to work with someone they can confide in. Attend networking events and keep in touch with friends, family, and acquaintances because you never know who will help you generate your next lead.

Use these goals to help improve your business in 2015. Good luck!

Recommended Reading:

-5 Ways to Reconnect this Holiday Season

-Email Etiquette for Real Estate Agents

-5 Essential Networking Tips for Real Estate Agents

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Suite Luxury Tips For Your Bedroom

November 25, 2014 By CENTURY 21

Question: Could you share a few budget-friendly ideas my clients can use to add value and comfort to their master bedrooms? John Spadaro, CENTURY 21 Universal Real Estate, Chicago, Illinois

One of the biggest influences on today’s master bedroom is the boutique hotel suite. I’ve designed many and can tell you that turning your bedroom into a five-star experience is easier than you might think. Here are a few of my favorite tips:

• Unburden walk-in closets with an armoire for “him.” He can place his suits there and keep the two of you from fighting to get dressed every morning.

• Lean a great mirror with a thick frame up against a wall. It can function as a full-length dressing mirror while adding architectural interest to your room. And of course, it visually expands the space as it bounces light from wall to wall.

• Add a beverage station and mini fridge. For a little money, you can get a coffeepot, bottled waters, and even a mini bar. Have that first cup of coffee or last glass of wine in private, away from household commotion.

• Consider replacing worn wall-to-wall carpet with hardwood flooring. It wears better and adds value to your home. Add area rugs for comfort—they’re investments you can take with you, should you sell your home. Remember how wonderful a fuzzy sheepskin or all-natural-fiber shag rug feels on bare toes?

CHRISTOPHER LOWELL, an Emmy Award-winning interior designer and TV host, is known for doable design advice that nets stunning results.

Recommended Reading:

-Ask Our Expert: Budget Friendly Bathroom Updates

-Small Changes, Big Differences: 5 Low-Cost Ways to Give Your Home a New Look

-5 Ways to Take Your Bedroom from Good to Great

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Inspection Protection

November 23, 2014 By CENTURY 21

You’ve found the ideal house in a great location. Before you start packing your moving boxes, make sure it’s a sound investment too. Most of us wouldn’t dream of buying a used car without a mechanical checkup. Yet with only a couple of 20-minute walk-throughs, we consider buying a home that’s much more expensive. That makes little sense to Joseph Zagone with CENTURY 21 Aspen Real Estate in Ruidoso, New Mexico. “An inspection is one of the best investments a buyer can make,” he says.

Here’s what you should know—and what not to ask.

What to Expect: The inspector will check all components in your house, leaving termite, septic system, and well inspections to specialists. (Here is a list of checkpoints.) A typical inspection costs $300–$400 and takes about three hours. Even if you’re an out of state buyer, arrange to tag along, Zagone says. You can see problems firsthand and you may learn valuable things such as where to find the water shutoffs.

Why it Pays: Experienced do-it-yourselfer Rebecca Anderson didn’t think an inspection would find anything she hadn’t noticed—until the inspector opened up the furnace and discovered a cracked heat exchanger. The upshot? The sellers threw in half the cost of a new furnace.

The Forbidden Question: Only one question I off-limits: “Should I buy this house or not?” That decision is yours alone. “I tell them to read the report completely and call me with questions,” says Gary Havens, owner of Good Havens Home Inspections in greater Minneapolis/St. Paul. “If I feel real comfortable about it, I’ll say I’d feel good about my kids buying it.”

The Seller’s Role: There is nothing to keep a seller from being present for the inspection too, though Zagone doesn’t encourage it. He prefers to help his potential seller line up a handyman beforehand to repair any existing problems. It’s also wise to initiate a separate inspection of your own. Learn more on Ccentury21.com under the “Selling Advice” tab.

Joe Zagone CENTURY 21 Aspen Real Estate, Ruidoso, New Mexico; www.joezagonerealestate.com

HIS CODE: “I want to know about any problems and have them remedied before I place a house on the market. My goal is win-win negotiating, to sell a sound house with no surprises at the correct price.”

OFF-HOURS: In the winter Joe serves as a certified ski instructor on nearby slopes. In warmer weather—even in winter—he makes good use of the seven golf courses in his area.

WHAT GOT HIM INTO REAL ESTATE: “My dad wasan engineer and later a real estate agent in this area. I took economics and marketing in college and worked as a carpenter’s helper in the summers. It all added up to a great background for becoming an agent. I love it.” He’s been in real estate 30 years and has been the top-producing CENTURY 21^® Professional Champion in New Mexico for seven of the last eight years. He and his wife, Joan—also a Sales Professional—have five children.

Recommended Reading:

-Bring on the Patterns: How to Combine Designs with Confidence

-Ask Our Expert: First Things First

-We Asked, You Answered: Advice for First Time Homeowners

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Open House Advice for Buyers

November 19, 2014 By CENTURY 21

You may fall in love with a home based upon it’s online listing but don’t forget to visit it in person before you make the commitment. Visiting an open house is a great way to get a feel for the property and see if it will work for you and your family.

Keep these things in mind during the open house to ensure that you get the most out of your visit.

1. Keep a poker face: Don’t be overly enthusiastic. It is best to remain calm, cool, and collected. Dull your emotions, whether good or bad, so you don’t compromise your position as a buyer. (Boston.com)

2. Pay close attention: Pay attention to everything. Keep a look out for cracks in walls and ceilings, damages to the floors, and the windows. Watch the other attendee’s reactions to certain things. If you see people abruptly leaving, there may be something wrong with the home. If people are mingling and taking their time it may be a sign that it will be a home with a lot of offers. (AOL)

3. Ask before taking photos: While looking at homes, it’s helpful to take photos to help you remember specific features of the home. During an open house, or any showing, it’s best to ask the homeowner before you start snapping pictures. (Frontdoor)

4. Look but don’t snoop: Storage can be a deal breaker when it comes to buying a home. If there isn’t enough room in closets and cabinets, it may sway your opinion. Look through storage spaces but don’t go rummaging through people’s belongings. Respect their home and their space. (Frontdoor)

5. Don’t bad mouth the home: If you don’t have anything nice to say, don’t say it at the open house. You may walk into a house and dislike it, but try to keep harsh opinions to yourself. Wait until you leave the open house to voice your opinion. You never know who may be listening and how it could work against you in the future. (Frontdoor)

6. Ask questions: Ask the owner, your real estate agent, and the listing real estate agent any question you might have.

Use these tips at every open house to help increase the efficiency and effectiveness of your home buying experience.

Recommended Reading:

-We Asked, You Answered: Advice for First-Time Homeowners

-Open House Oops: Don’t Make These Mistakes

-Benefits of Working With a Real Estate Agent

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