Andrea Vaccarelli and John Martinich are the co-owners of Level Up Homes and they serve clients in the Washington, DC metro area. The Times-Mirror sat down with Andrea and John to learn more about their business and the current real estate market in Loudoun County.
Tell us a little bit about yourself — how long have you lived in Loudoun County? And can you tell us about your family?
Andrea: I’ve been in Loudoun since 2014 and am married to Ben. We have two sons – Luca, 7 and Adrien, 3. I am originally from New York and worked in public relations, advertising and marketing before we moved to Alexandria in 2011.
John: I’ve been in Loudoun since 2017 and am married to Christy. We have two daughters – Reese, 10 and Lily, 8. I am originally from Michigan and moved to the DC area in 2005 after winning a job with the United States Navy band. I served for 13 years before transitioning to full-time real estate in 2019.
How long have you been in real estate and what inspired you to go into real estate?
Andrea: Since the summer of 2016, so almost seven years. As cliché as it may sound, I always had an interest in real estate. I was the one when my friends were moving out of Manhattan, I was sending them places to buy. I was burned out in the corporate marketing world and my friend who was a lender told me that my skill set would be perfect and what the industry needed. I think the industry called for more education, transparency and a personal touch and that is exactly what I want to provide. I love working hard for other people and supporting them in one of the biggest investments they may ever make in their life. I take pride in making sure it is a sound one and nothing is better than helping someone get their dream home.
John: Since January 2016. I was on a trajectory to retire from the Navy at 20 years and would have only been 45. My wife and I spoke about what would be next after I retired. I had some experience managing our vacation rental condos, which turned into being the landlord for long-term rentals for the same condos. I also had a knack for helping new members of my command find apartments when they got to DC It seemed like something I could learn while in the military and transition to upon retirement.
Your business focus is on a strong customer experience — can you please describe what that entails?
Andrea: Yes!! Our motto that we live and breathe is that “it’s not a business, it’s personal” and we treat every client that way. Our business is relationship-based, not transactional. People need you to hear them, address their concerns, support them along the way and get them to their goals. It’s really as simple as that. It’s the foundation, the basics of doing good business. Because of this, we have built a successful referral business. We all can say we care, but we show we care and our relationships don’t stop at the closing table. We make the process memorable, enjoyable and fun and relieve stress. We make sure to bring continuous value and that has served us well.
I always joke saying I’m an Italian from New York and I got a guy for everything. We are a one stop shop. We have a dedicated partner list that we are very strict about, so our clients know they can count on us to have the right people in their home, whether it’s educating them or doing remodeling work. We are even here to tell you where the best pizza place is, nail place is, all the way down to the closest Home Goods store and yes we will pick out the finishes for your updated kitchen.
We hand-hold throughout the whole process by making it a personalized experience. We have fun gifts we love to send at different stages of the process as well!
We thoroughly explain the process from start to completion, develop a plan based on our clients’ goals and provide options so they can choose what’s best for them. We provide materials so they know their timelines and communicate at a high level.
That being said, if we had a crystal ball we would be the wealthiest realtors ever! What we focus on is the education piece. I believe that’s what sets us apart. This isn’t just a sale. We look at the financial world in a 360-degree way, what are the projections in the 10-year treasury, what’s changed on appraisal reports, what has history taught us, what can affect rates for good or for bad, what’s the job report saying, what are our financial advisor partners seeing and so on. We do our best to provide facts that can impact the real estate market, we would rather have our clients not buy or sell if it doesn’t financially make sense for them or their goals. At the end of the day, it’s all about transparent communication!
What has the market been like for your business this year? What are the current market trends in Loudoun?
Andrea: This year we have found that even though transaction numbers are down due to inventory, it’s been pretty consistent. Our relationships within the industry are vital in getting creative, not only to find homes but to beat out other offers that seem impossible to compete against. Personally, we have seen more cash offers this year. This market has given us an opportunity to shine, and show our value. You can throw a rock and find 10 hot agents, but we all don’t create equally. It’s even more important than ever to have the right partner in this type of market.
Housing inventory is historically low. We have less than one million homes on the market nationwide right now! This is driving a ton of competition on the few homes that are available. Even with rates much higher than in the last few years, demand is very strong. Although most homes sell quickly in the market we are in, we still see homes that can sit if they don’t show well. Sellers are mostly getting their way, but there are deals to be found. The ones that show like a model will be the most competitive with the details in the offer. We are still seeing people put forth non-contingent offers and over-ask, on the right homes. The prettier it looks the higher and faster it will sell for. People continue to move further west into Loudoun, appreciating the acreage and privacy some areas have to offer and moving away from the congestion. As we see those areas developing with commercial store fronts, you will see the values rise. Right now, you can get more for your money in western Loudoun but there’s a give and take on ease of convenience and commuting… for now.
What is the most important thing for homeowners to think about doing to their home before it goes on the market?
Andrea: We strongly believe that each home should have an individualized plan based on the sellers’ goals, so the answer is very situational. “Situational” is our buzz word of the day (Pee Wee’s Playhouse) for this market. This market is not and should not be a one size fits all. However, to generalize, the better the home looks the higher and faster it will sell. Purge and update. Decluttering is the number one thing that can change your home’s look. We are not the agents who will come in and have you do a complete remodel (again situational). Paint is the biggest bang for your buck when it comes to preparing your home. Removing any objections a buyer may have is rule number one. What is not functioning or that if someone comes into your home would be dollar signs, such as stained carpet, broken light fixtures, bold colored walls, water stains on ceiling, molded fence etc. Remove as many objections as possible that a buyer may have within reason.
What is the biggest mistake they make?
Andrea: What I will tell you is one thing we advise across the board is you have to do everything or do nothing when it comes to fixing up the finishing touches. Going halfway creates an unfinished look, and buyers just see all the money it will take to bring the home up to speed. For example, new paint, but old stained carpet. Updated countertops but old cabinets. Do it all, or don’t do anything. We will just need to price accordingly and set expectations. Buyers’ budgets are stretched thin with down payments and closing costs. Typically they don’t have extra to update the homes themselves. Many buyers are willing to pay more for “turnkey”.
What is your favorite home design trend currently?
Andrea: Art deco! I die for a mixture of retro meets modern with some pops of color against deep tones and natural wood. Don’t forget the champagne gold accents.
What is the best advice you give to buyers who are looking for a new home?
Andrea: “Situational” (insert scream) ahhhhh!
Depending on their goals, we advise making a business decision, not an emotional one. Rates fluctuate, but the house remains.
Be open-minded to get a home that allows you time and price to update to your liking. Don’t try to time the market. If you need to buy or sell, you just need to understand the market you are in and make the best of it. This coincides with the education piece and understanding what our buyers plan is. Know your facts, know your plan and when opportunities come to refinance you will be in a better spot.
Describe a perfect weekend or way to spend your free time in Loudoun County.
Andrea: Coaching and watching my boys play sports, enjoying fun experiences, scenic venues like breweries and wineries and entertaining friends for a family style meal.
John: In our backyard watching the kids play in the pool with great music playing.