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How to Become an Effective Realtor: Think Like an Owner, Act Like a Partner

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By Mike Hills, VP Capital Markets, Atlas Real Estate

After two decades in real estate, I’ve learned that being an effective realtor has very little to do with sales tactics — and everything to do with mindset.

Too many agents think of themselves as middlemen. The truth is, great realtors are partners in the wealth-building process. Whether you’re helping a first-time homebuyer, a seasoned investor, or a seller navigating a tough market, your effectiveness comes from how deeply you understand ownership — not just transactions.

Here are a few lessons I’ve learned along the way.

 1. Learn the Business from the Inside Out

 Don’t just sell homes — own one. I can’t stress this enough. You’ll never truly understand your clients’ concerns about financing, maintenance, or cash flow until you’ve been in their shoes.

At Atlas Real Estate, we encourage every team member to buy property themselves. It changes everything about how you approach your work. Suddenly, you’re not just chasing commissions — you’re solving real problems you’ve personally faced.

 Early in my career, my curiosity about real estate started when my best friend became what I like to call an “accidental landlord.” Watching him navigate that experience inspired me to buy my first property. That first purchase taught me a lot about the realities of ownership and shaped how I approach helping clients.

2. Prioritize Relationships Over Leads

Real estate is a relationship business, not a numbers game. Early in my career, I spent too much time cold-calling and not enough time building genuine connections. The turning point came when I started focusing on long-term relationships — not transactions.

I stopped thinking, “How can I close this deal?” and started asking, “How can I help this person make a smart decision?”

That mindset shift has created clients who come back year after year — and who trust me enough to refer their friends and family.

 I’ve learned that real estate is a relationship business, not a numbers game. Focusing on helping people make smart, long-term decisions instead of just closing transactions has allowed me to build trust with my clients. That trust naturally leads to repeat clients and referrals.

3. Master the Details (But Don’t Drown in Them)

 Being effective means knowing your market, your contracts, your local regulations — all of it. But don’t let perfectionism paralyze you. Early on, I spent hours agonizing over every clause in a contract. With experience, I learned that clients don’t expect you to know everything — they expect you to find the answers and act decisively.

4. Think Like an Investor

The best realtors think beyond the sale. I often remind my team: your job isn’t to help someone buy a home — it’s to help them build wealth. That means understanding cap rates, tax advantages, and long-term equity.

Even residential clients benefit from this approach. A home is both an emotional decision and a financial one. Help your clients understand both sides.

I encourage clients to think of real estate as a wealth-building tool. Even with residential properties, I help them consider equity, financial impact, and long-term growth alongside the emotional side of buying a home.

 5. Lead with Integrity and Optimism

In a market full of noise, honesty is your most significant differentiator. When you lead with transparency and optimism, clients feel it — and they trust you. Real estate can be stressful, but your calm confidence can make all the difference in someone’s experience. I lead with transparency and optimism by being honest with clients about the market, pricing, and timelines, while focusing on the opportunities and outcomes they can control. This approach builds trust and reassures clients that I’m guiding them carefully, even in stressful or uncertain situations.

 Closing

The most effective realtors are those who combine business acumen with empathy. You’re not just helping people buy property — you’re helping them take control of their future. Think like an owner, act like a partner, and success will follow naturally.

Mike Hills is Vice President of Capital Markets at Atlas Real Estate. With two decades of real estate ownership experience and sole ownership of over 50 rental units, Mike uses his deep knowledge, personal experience and vision to lead Atlas’ Brokerage and Growth teams, which have placed over $1B in assets. Mike is a managing broker in 10 states and sits on Zillow’s National Advisory Board.

Poised for Growth, These Are The Dozen Mid-Sized Metros to Watch

Poised for Growth, These Are The Dozen Mid-Sized Metros to Watch

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SEATTLE, Sept. 15, 2020 /PRNewswire/ — This year has been anything but normal and, like 2020 as a whole, this summer’s most in-demand housing markets are not the usual suspects.

A new Zillow® analysis shows mid-sized1 cities like Boise, Syracuse, and Portland (ME) are now leading the country as the top markets poised for growth, replacing expensive coastal metros such as San Francisco and Seattle that have led the way in the past. Many of these markets also happen to offer home shoppers more space for their money, as the coronavirus pandemic has reshaped where and how people want to live.

The analysis weighs a variety of factors to show demand in the market, and continued opportunity for growth. Those include recent and forecasted home value growth, the share of homes sold above list price, and how quickly homes sell.

Home shopper behavior continues to evolve throughout the pandemic, but many are reconsidering their home’s functionality or dreaming of more space — factors which might drive their next move. A recent Zillow survey2 found nearly one-third of Americans who could occasionally work remotely said they would consider moving in order to live in a larger home (30%), have a home with more rooms (29%), and have a home with a dedicated office space (31%).

As remote work opens up more opportunities for home ownership, many first-time buyers may seek out a starter home in a more affordable area. These are the top dozen mid-sized metros that offer more space for growing families and big-city amenities for urbanites.

1.  Boise, Idaho

Population: 616,5613; typical home value: $334,965

Boise, Idaho, is an up-and-coming city drawing young professionals, families, and retirees alike. Home values are strong and continue to rise, increasing 11.8% from last year, and are expected to grow 5.6% into next year. Buyers are snatching up houses in record time here, with the typical home going under contract in as little as five days.

“Boise offers that small-town feel people crave from the movies, and has something for everyone,” says Michael Edgar, owner of Michael Ryan Real Estate, who relocated to Boise in 2003 from California. “There’s an abundance of outdoor activities right outside your doorstep, plenty of restaurants to choose from, and not a lack of career opportunities. Its affordability makes it a great place to raise kids, retire, or work remotely.”

Boise, which was an under-the-radar hot market last year, offers both a bustling downtown, with quiet neighborhoods and access to outdoor recreation.

2.  Huntsville, Ala.

Population: 417,593; typical home value: $203,242

Huntsville, known as Rocket City, is home to the U.S. Space and Rocket Center. Home values have also skyrocketed, increasing 11.5% compared to last year, and home values are forecasted to increase 5% over the next year.

3.  Ogden, Utah

Population: 597,159; typical home value: $344,816

Ogden offers the benefits of urban life with easy access to the outdoors. The demand in this market is strong, with 41.5% of homes selling above list price — helping sellers who want to trade up and signaling there are buyers eager to settle in Ogden. Zillow is forecasting home values in Ogden will increase 4.6% in the next year, showing the demand for this market is here to stay.

4.  Spokane, Wash.

Population: 527,753; typical home value: $293,655

Spokane has seen accelerating home value growth, increasing 9.5% from a year prior. The Spokane market is hot for sellers, with 45.1% of homes selling above list price.  Competition for homes here may be attributed, in part, to the metro’s vibrant downtown, trail system and growing microbrewery and winery scene.

5.  York, Pa.

Population: 434,972; typical home value: $195,837

York is the oldest city on this list, dating back to 1777 as the first U.S. capital. Today, York has a suburban feel mixed with its history, and sales of these architecturally unique homes do not appear to be slowing down anytime soon. Home sales increased a whopping 75.7% from the previous month, and are 17.7% above last year’s levels.

6.  Colorado Springs, Colo.

Population: 645,613; typical home value: $336,927

Colorado Springs’ hot housing market bumps it up the list, with home values sharply increasing and poised to continue strong growth. Home values have seen a 9.5% increase from last year, and are forecasted to grow 4.8% over the next year. Home sales are up 17.8% above last year’s levels.

“If you love the outdoors and you love biking, hiking, camping and all the things that come with the Colorado lifestyle, you’ll love the Springs,” said Jacob Mueller, a Colorado Springs native and a Zillow Premier Agent with Atlas Real Estate. “You can get into the mountains really easily and that’s very attractive.  The city is also experiencing tremendous economic growth, so people can grow their careers here without having to leave for a bigger city.”

7.  Lancaster, Pa.

Population: 519,445; typical home value: $242,009

Homes are flying off the market in the growing city of Lancaster, and home sales continue to boom. Sales are up 78.6% from last month, with homes typically going under contract in 7 days. With its proximity to city hubs and great walkability, Lancaster offers wide open spaces, with proximity to plenty of bars and restaurants.

8.  Modesto, Calif.

Population: 514,453; typical home value: $340,762

Homes in Modesto are in high demand, with 39.1% selling above the list price — indicating buyers are competing to put down roots in this agricultural hub. Homes are only on the market for 7 days before going under contract, and home values here are forecasted to increase 4% over the next year.

9.  Syracuse, N.Y.

Population: 662,577; typical home value: $154,596

Syracuse is the market to watch in upstate New York. Home values here continue to appreciate, and are 6.8% above last year’s levels, and projected to increase 4% by this time next year.

“Syracuse offers a great quality of life at a reasonable cost,” said R.J. Long, managing partner at Coldwell Banker Prime Properties in New York state. “It’s got gorgeous hills and terrain, and proximity to the water with the Great Lakes and the Finger Lakes nearby.  It offers beautiful homes, good jobs and it’s accessible from anywhere in the state.”

10.   Visalia, Calif.

Population: 442,179; typical home value: $232,800

Visalia is a vibrant community with a small-town feel and a gateway to the outdoors. Home values continue to climb here, up 7.5% since last year. Home value growth is forecasted to continue into next year, expected to rise another 4.3%. Additionally, more than one out of every three of homes on the market sell above list price, indicating buyers are ready to settle down in this community.

11.   Portland, Maine

Population: 514,098; typical home value: $334,650

“For those looking for an arts and foodie-driven lifestyle on the ocean, Portland can’t be beat,” says Nate Wildes, Executive Director of the nonprofit Live and Work in Maine. “Portland offers the Maine quality of life, matched with a uniquely quaint urban experience and genuine sense of place. The communities of greater-Portland are a thriving destination.”

Home values in this seaport metro continue to grow, up 7.5% from last year and are expected to see 3.9% growth into next year. There are very eager buyers ready to make Portland home, with nearly 40% of homes selling above list price.

12.   Lansing, Mich.

Population: 464,036; typical home value: $170,011

Rounding out the list is Michigan’s capital, Lansing, where buyers are active and ready to secure their next home. Monthly sales are increasing at a rapid pace, up about 68% from the previous month, and 40% of homes are selling above the listed price.

Methodology

“Mid-Sized Markets” are metropolitan areas ranked by size between 76-125 of all U.S metros. The analysis of these metros weighted five variables equally to determine the list:

  • Home value growth year-over-year
  • Forecasted home value growth
  • Days a home stays on the market
  • Share of homes sold above list price
  • Month-over-month sale counts

About Zillow

Zillow, the most-visited real estate website in the U.S., is building an on-demand real estate experience. Whether selling, buying, renting or financing, customers can turn to Zillow’s businesses to find and get into their next home with speed, certainty and ease.

In addition to for-sale and rental listings, Zillow Offers buys and sells homes directly in dozens of markets across the country, allowing sellers control over their timeline. Zillow Home Loans, our affiliate lender, provides our customers with an easy option to get pre-approved and secure financing for their next home purchase.

Millions of people visit Zillow Group sites every month to start their home search, and now they can rely on Zillow to help them finish it — with the same confidence, ease and empowerment they’ve come to expect from real estate’s most trusted brand.

Zillow is owned and operated by Zillow Group, Inc. (NASDAQ:Z and ZG).

1 Mid-size cities are ranked by size between 75-125 of all U.S metros

2 This survey was conducted online within the United States by The Harris Poll on behalf of Zillow from May 4-6, 2020among 2,065 U.S. adults ages 18 and older. This online survey is not based on a probability sample and therefore no estimate of theoretical sampling error can be calculated. For complete survey methodology, including weighting variables and subgroup sample sizes, please contact press@zillow.com.

3 Population data are the most recent numbers from the 2010 Census

SOURCE Zillow

Zillow Offers Denver Launch Featured in BusinessDen

Zillow Offers Denver Launch Featured in BusinessDen

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BusinessDen highlights Zillow Offers, who has begun to make cash offers for Denver homes.

Zillow hired Denver’s Atlas Real Estate to provide agents that will represent the company in its purchases and sales.

Atlas co-founder Jason Shepherd said he has been in talks with Zillow for three months. Shepherd said his agents will get the standard 2.5 to 2.8 percent commission when someone purchases a home from Zillow. The agent’s commission when Zillow buys a home will be negotiated.

Shepherd said he doesn’t know how much business he expects to get from the program.

“We’re interested to see how this works here in Denver,” he said. “It’s such a new offering for consumers.”

Read the full article

 

Jason Shepherd Comments Featured in Latest Update About iBuying in Denver Real Estate Market

Jason Shepherd Comments Featured in Latest Update About iBuying in Denver Real Estate Market

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iBuying continues to make waves in the Denver Real Estate market. The Denver Business Journal’s latest piece discusses how the traditional way of selling a home has been disrupted and the impact on real estate agents.

It’s been reported that iBuying has accounted for about 6% of Phoenix’s real estate market — a number that’s definitely realistic for Denver’s market down the road, said Shepherd, with Atlas Real Estate. Pinpointing how big it will ultimately grow is too difficult at this point, he added. But even if it does grow to 6% or higher, it shouldn’t take away work from more traditional real estate agents.

“I think it’s a fantastic tool for any broker to use with their clients,” he said. “It’s another option for them and as long as they know the terms of it, it’s something they need to utilize.”

Read the full article

Ryan Boykin Featured in Channel 7 360 Story Discussing Home Selling Options

Ryan Boykin Featured in Channel 7 360 Story Discussing Home Selling Options

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Denver7 360 stories explore multiple sides of the topics that matter most to Coloradans, bringing in different perspectives so viewers can make up their own mind about the issues. Recently they covered the real estate market, highlighting the options available to home sellers including hiring a traditional broker versus looking to an iBuyer.

iBuyer agent: Time is money

Tell that to the 100,000 home sellers nationally who have already asked for offers from Zillow.

Ryan Boykin, a buying and selling agent for Zillow, said the company promises sellers certainty, along with no staging, no showings, no repairs and a flexible move-out timeline.

“For Zillow, time is money,” said Boykin, who said Zillow offers more certainty than buyers who might back out at the last minute. “When you work with Zillow Offers, the level of certainty that they’re going to move forward and purchase your home is 100 percent because they’ve already said, ‘Hey look, here’s the contract, we’ve signed the contract and now you’re choosing your timeline. That’s a lot stronger than a typical real estate contract which can fall out for any number of reasons.”

Read the full article

 

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Ryan Boykin Comments Featured on Denver Channel 7

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The Denver real estate market has been a seller’s market for some time, however a shift is occurring bringing more options for buyers and more balance overall. Denver home values had been increasing by the double digits, whereas they are rising more slowly now and in the single digits. When asked about the shift, Atlas Co-Founder/Parter Ryan Boykin said:

“What we’ve seen over the last couple of years is that there has been a lack of supply, a lack of sellers that are looking to sell their homes and a real influx of buyers that have come into the marketplace to try and purchase. And now we’re starting to see a little more of a balancing on that.”

See the clip on YouTube

Atlas Real Estate Grows with Addition of Tony Julianelle as President and Begins Working with Zillow

Atlas Real Estate Grows with Addition of Tony Julianelle as President and Begins Working with Zillow

FOR IMMEDIATE RELEASE

                                                                                                                                                 Binh Nguyen
Flackable
866-225-0920 ext. 106
binh@flackable.com

Atlas Real Estate Grows with Addition of Tony Julianelle as President and Begins Working with Zillow

 

DENVER, Oct. 31, 2018 – Atlas Real Estate (Atlas), a full-service realty group specializing in real estate investments, brokerage and property management, expands its team by adding Tony Julianelle as president of the firm.

This new addition to the Atlas leadership team overlaps with the announcement of Atlas working with Zillow in the Denver area. Atlas has been expanding its footprint in Denver and throughout Colorado, and the hire of Julianelle along with working with Zillow, looks to bolster Atlas’ existing operations and market penetration.

Julianelle is an experienced and innovative leader with over 15 years of expertise in the transformation and growth of mortgage businesses throughout multiple states and diverse markets. According to Ryan Boykin, co-founder/partner of Atlas, “Prior to joining Atlas, Tony was with Wells Fargo’s Home Lending division, overseeing the sales team and operations across seven states, including Colorado.”

“I am excited to be a part of this dynamic team and will be focused on providing our clients with the best possible Atlas experience,” said Tony Julianelle. “Atlas’ forward-thinking mindset, unique culture and commitment to community have contributed to a rock-solid foundation upon which we’ll build an even stronger company to service Coloradans’   diverse real estate needs.”

Zillow, the online real estate company, recently launched their Zillow Offers program in Colorado. This service allows for homeowners to receive cash offers directly from Zillow, eliminating the frustration that typically goes along with selling the traditional way. Zillow Offers improves upon the selling experience from a convenience and efficiency perspective, with Atlas handling Denver transactions.

“This new model adds liquidity into the marketplace and helps give buyers and sellers more options,” said Jason Shepherd, co-founder/partner of Atlas Real Estate. “With this new relationship and addition to the Atlas team, we’re slated to have a strong finish to this calendar year and hit the ground running in 2019.”

For media inquiries please contact Binh Nguyen at 866-225-0920 ext. 106 or binh@flackable.com.

About Atlas Real Estate: Atlas is a full-service real estate group specializing in investments, brokerage and property management in Denver. The group’s internal real estate holdings exceed $50 million and it has bought and sold more than 4,000 properties totaling over $750 million worth of transactions. Atlas manages more than 2,400 residential and commercial properties across Denver and surrounding areas. To learn more about Atlas, visit www.RealAtlas.com.

This press release has been picked up over 157 times, including on:

Jason Shepherd and Ryan Boykin Discuss Work with Zillow Offers on Fox 31 News

Jason Shepherd and Ryan Boykin Discuss Work with Zillow Offers on Fox 31 News

See the coverage from KDVR Fox News 31

Atlas co-founders and partners, Jason Shepherd and Ryan Boykin were featured on Fox News 31 Denver discussing the new Zillow Offers Partnership.

“What’s beautiful about this program is that it’s really going to simplify the process for people who want to buy or sell a home,” stated Ryan Boykin.

See the coverage from KDVR Fox News 31

Zillow Begins Buying and Selling Homes in Denver

Zillow Begins Buying and Selling Homes in Denver

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SEATTLE, Oct. 22, 2018 – Starting today, home sellers in Denver can use Zillow Offers to request a cash offer from Zillow to buy their home, making Zillow Offers the first on-demand real estate company in the Denver market.

Zillow Offers reduces the stress and uncertainty that typically goes along with selling a home. Starting today, potential home sellers in the Denver area will be able to request a free, no-obligation cash offer from Zillow to purchase their home. If the seller accepts the offer, they will choose their closing date and then Zillow will conduct a free home evaluation to finalize the offer.

Denver is the fourth market where Zillow now directly buys homes, prepares them for showings and quickly lists them for resale. Zillow Offers is currently available in Phoenix, Las Vegas and Atlanta, and will launch in two North Carolina markets – Charlotte and Raleigh – this winter.

Zillow Offers is designed to give consumers more control and certainty in the home-selling process and allows sellers the opportunity to sell their house on their own timeline. Timing the sale of a home with the purchase of a new one is a top concern for sellers[i], and according to Zillow’s latest research, 61 percent of sellers are buying a new home at the same time, which adds significant stress and financial complexity to the process.

With Zillow Offers, consumers will be able to sell their home without having to prep for showings and host open houses, avoiding the extra work and time associated with a traditional sale.

“We are so excited to bring Zillow Offers to Denver-area homeowners and empower them with more control in one of the largest financial transactions of their life,” said Zillow Brand President Jeremy Wacksman. “The Denver housing market is changing quickly, and many homeowners are trying to time the sale of their home with the purchase of a new one. Rising inventory can make the timing of a sale more uncertain, making Zillow Offers even more desirable. Zillow Offers aims to alleviate some of that stress, giving sellers the ability to customize their selling experience, and we can’t wait to get started today in Denver.”

In every market where Zillow Offers is available, Zillow works with local agents and brokers in each transaction. Zillow pays a commission to local real estate agents when it buys and sells each home, and agents remain at the center of every transaction Zillow is a part of. In the Denver market, Atlas Real Estate will be representing Zillow in all its transactions.

“At Atlas, we have always been forward thinking; constantly evaluating opportunities, market trends and exploring new ways real estate can serve as a long-term investment vehicle,” said Jason Shepherd, co-founder of Atlas Real Estate Group. “We are excited to use our entrepreneurial mindset in our partnership with Zillow Offers to help improve the consumer experience of buying and selling a home. Zillow Offers is a unique and needed service for home sellers in Denver and will solve a huge problem that exists in the market right now – homeowners want convenience and certainty when selling their home. We are always looking to add value at Atlas, and this not only adds value to our clients and consumers, but to the entire real estate industry, and that’s a fun and exciting thing to be a part of.”

The Zillow Offers program also gives brokerages and Premier Agents the opportunity to acquire new listings by connecting them with motivated sellers who have taken a direct action to sell their home. The three brokerages partnering with Zillow for the Denver launch are 8z Real Estate, Berkshire Hathaway HomeServices Innovative Real Estate and RE/MAX Alliance. Consumers who request a Zillow Offer, but decide to instead sell their house traditionally with an agent or do not receive a Zillow Offer, will be connected with a local brokerage or Premier Agent.

Additionally, Zillow has hired Sue Dolquist as Denver’s General Manager to run day-to-day operations for Zillow Offers. Dolquist started in the Denver market in 2005 as a broker for Prudential Colorado Real Estate, then served as Chief Operating Officer at ERA Herman Group with over 1,000 agents, and at Asset Management Real Estate serving 16 states.  Most recently, Dolquist was Director of Brokerage Operations and Managing Broker for Colorado for Investability Real Estate, Inc.

“I am thrilled to be launching Zillow Offers in Denver today, to provide a convenient service to home sellers that gives them a close date of their choosing and a guaranteed cash offer,” said Dolquist. “Having worked in the industry for so many years, I understand how stressful selling a home can be, with showings, repairs and undefined dates. As a long-time Denver broker, I appreciate that at Zillow we are using local real estate brokers for all our transactions.  The combination of the technology and reach of Zillow, with the local expertise and knowledge of Denver brokers, makes Zillow Offers a win for Denver consumers.”

Zillow

Zillow® is the leading real estate and rental marketplace dedicated to empowering consumers with data, inspiration and knowledge around the place they call home, and connecting them with great real estate professionals. Zillow serves the full lifecycle of owning and living in a home: buying, selling, renting, financing, remodeling and more. Zillow Offers provides homeowners in some metropolitan areas with the opportunity to receive offers to purchase their home from Zillow. When Zillow buys a home, it will make necessary updates and list the home for resale on the open market.

In addition to Zillow.com, Zillow operates the most popular suite of mobile real estate apps, with more than two dozen apps across all major platforms. Launched in 2006, Zillow is owned and operated by Zillow Group (NASDAQ:Z and ZG) and headquartered in Seattle.

Zillow is a registered trademark of Zillow, Inc. Zillow Offers is a trademark of Zillow, Inc.

[i] According to the 2018 Zillow Group Consumer Housing Trends Report.

Top outlet pickups include:

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The Denver Channel 7 Features Zillow Offers Partnership

The Denver Channel 7 Features Zillow Offers Partnership

See the full coverage at The Denver Channel

The launch of Atlas Real Estate”s new partnership with Zillow, Zillow Offers was featured on the Denver Channel 7, including comments from Atlas founders Ryan Boykin and Jason Shepherd.

“What Zillow is solving is the actual experience, the transaction process,” says Atlas co-owner Jason Shepherd.

“The convenience component is enormous,” said Ryan Boykin, also with Atlas Real Estate. “You’re not going to have to get your home cleaned every weekend. You’re not going to have to deal with a contract that fell through because an inspection didn’t go well or buyers didn’t have their financing together,” he added.

Boykin and his partner Shepherd say Denver is still a seller’s market, despite recent signs indicating a possible shift. They say this model of real estate transactions can work in any market, but here in Denver, it could help give both sellers and buyers more options.

“I actually think this adds liquidity into a marketplace that doesn’t have much right now,” Shepherd said.

See the full coverage at The Denver Channel

Original coverage from The Denver Channel 

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