November 2018

November 2018

7 Essential Winter home prep projects

Get your move on— Money-saving moving tips

Melania Mirzakhanian also featured: James Taylor

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professionals 4

Bridge the gap — Strategies for working across generations

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The perks of mentoring young professionals

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t featured cover agent

Melania Mirzakhanian

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James Taylor

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Get your move on — Money-saving moving tips 7 Essential winter home prep projects

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Bridge the gap —

Strategies for working across generations Millennials. Gen X’ers. Boomers. You might not realize it, but there’s a good chance you will have clients from every one of these generations at some point in your career (if you haven’t already). Today’s home buyers and sellers have never been more generationally diverse. But with that generational diversity, comes the need to understand and adapt your working style and practices to best meet the needs of these clients. Check out the background of each of these generations, learn what they value the most, and get tips on how to best work with members of each generation.

Millennials

Who they are: Born from 1981-2004, Millennials currently make up the largest generation, at more than 75-million strong.

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What they value: Millennials are driven by mobility, diversity and a thirst for authenticity. They aren’t wed to the notion of a “forever home,” or a “forever” anything, really. Often saddled with hefty student loan debt, they desire homeownership, but may be forced to delay it longer than previous generations.

Millennials as clients: Millennials currently represent more than 30% of home buyers, and they are more pragmatic than you might think. They view buying a home as an investment, and fully intend to capitalize on that by buying, fixing and flipping properties. Many Millennials see home ownership as a way to improve their credit score.

Tips for working with Millennials: • Don’t assume — Millennials are strongly tied to Copyright Featured Agent Magazine

Today’s home buyers and sellers have never been more generationally diverse. With that comes the need to understand and adapt your working style and practices to best meet the needs of these clients. their unique identity as individuals, so get to know them one-on-one. Don’t generalize.

• Communicate quickly — This is the generation that grew up texting. It’s their preferred way to communicate.

• Make it fun — Millennials crave new experiences and enjoy making memories. When appropriate, think outside the box and add some fun to the home buying or selling process.

Generation X

Who they are: Born from 1964-1980, Gen X’ers are sandwiched in between two, much larger generations.

What they value: Growing up as the first generation of “latch-key kids” led Gen X’ers to a fierce independence that continued into adulthood. They value contribution, feedback and, no surprise, autonomy.

Gen X’ers as clients: Given their independent nature, there’s a good chance your Gen X clients will come to you armed with research they’ve done themselves. They’ll have a strong idea about what they want, but are open to making home buying or selling a collaborative process. Keep in mind that this generation was the hardest hit by the 2008 housing crisis, and may be especially wary when it comes to making decisions.

Tips for working with Gen X’ers: • Present pros and cons — This generation possesses a natural skepticism and grew up questioning just about everything. Be prepared to share both the good and the bad news with them; don’t sugarcoat.

• Have a plan — Gen X’ers are results-oriented, and like seeing a road map for how they’re going to reach the goal.

• Don’t take it personally — Gen X’ers didn’t receive Copyright Featured Agent Magazine

a lot of praise growing up, and may be reluctant to offer it. That doesn’t mean they think you haven’t done a good job, however; they just might not know how to express it.

Baby Boomers

Who they are: The post-World War II generation born from 1946-1964, were the largest generation for decades, until they were surpassed by Millennials.

What they value: This generation saw some of the most radical political and social change in history. They tend to be adaptive, goal-oriented and conflict-averse.

Baby Boomers as clients: Perhaps more than any other generation, Baby Boomers were brought up with the notion of the American Dream of home ownership. Though most are now empty nesters, they still want to own homes; but ones that will put fewer demands on their time and resources. They love walkable neighborhoods that are close to their family and friends, and look for homes that will be adaptable to their changing needs as they age.

Tips for working with Baby Boomers: • Communicate their way — While many Boomers are perfectly comfortable with all aspects of current technology, not all have embraced it. Find out how your clients would prefer to communicate before firing off endless rounds of texts.

• Respect their time — Though they may be retired, it doesn’t mean their schedules are wide open. Many in this generation are involved in a lot of activities in addition to caring for elderly parents. And of course, some are still working.

• Don’t stress them out — Many in this generation prefer to avoid conflict. Present the facts, but try to soften the blow when the news isn’t good.

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featuredagent James Taylor magazine

Drawn to the real estate industry for its limitless potential, rising star James Taylor got his start in 2017. Though he was born in Phoenix, Arizona, James grew up in Mexico City — bringing an international pedigree to his work as an agent. Now, he has lived in New York City for the past six years. Prior to launching his real estate career, James mounted a successful career in the IT management world, where he served as an Executive Director for Financial Institutions before making the switch to life as an agent.

“To me, real estate was a total gamechanger,” James remembers. “After being very successful during a long career in corporate America, I had the great opportunity to rethink my personal goals without the growth restrictions that come from reaching the top of a large organization. After realizing how much I could increase and accelerate my journey to build wealth through real estate, I decided to educate myself and train to become a real estate investor,” he continues. “Later, it became clear to me that in order to be really successful, I would need to master the brokerage side of things. Along the way I’ve also found other passions: representing clients, negotiating, and closing deals. My biggest passion is helping others change their lives by creating wealth through real estate.”

Based in New York City under the banner of New Vista Horizons, James serves all five boroughs, in addition to Florida’s southeast Miami metro region and southwest Florida’s North Port and Port Charlotte communities. Likewise, his service offerings are diverse, and he fields clients for residential resales, leases, commercial and investment properties. “I am a passionate real estate professional who believes that every deal should be treated uniquely and every client should be treated with the utmost respect,” James says. “I’m always looking for creative ways to find solutions and advantages that work in my clients’ favor. I like to dig deep into the details, striving to understand each client’s truest needs, and I’m constantly putting myself in their shoes.”

A capable, personalized approach defines James’ working style, and thus far, he has earned roughly 80% of his business through repeat and referral clientele. To keep relationships strong, James ensures clients are served by both wise counsel and an empathetic approach. Additionally, his extensive experience in high-profile management roles underscores

“My biggest passion is helping others change their lives by creating wealth through real estate.” his competence when it comes to large-scale dealmaking.

In fact, he has earned the designation of Certified Negotiating Expert, is the recipient of Standard Chartered Bank’s Global Chairman’s Award, and holds two highly technical degrees — all value-adds for clients buying or selling in the ultra-competitive New York and Florida markets. “After a long and successful career holding high executive level positions and heading large support teams across the continent, I became a real estate investor, and then a real estate agent. In doing so, I found the perfect combination to drive my passion for excellence in customer service and creative dealmaking,” he explains. “I bring a rare mix of skills to the real estate arena, starting with my high-level personal code of ethics and followed by my diverse experience. This affords me a unique edge as an agent, and in real estate, you want to have the right team working on your behalf.”

Giving back is a central tenet at New Vista Horizons, and James gives back to causes such as the ASPCA, Child Fund International, Seeing is Believing, Fundación Casa de Santa Hipólita, God’s Love We Deliver, and the Humane Society. In his free time, he most enjoys spending time with his family, traveling, exploring new properties, and setting out for a long run.

As for the future of his budding real estate career, James intends to continue making steady growth as an agent.

“It’s always my goal to further expand my real estate business and continue to serve others,” James says. “I love the excitement of helping different people own their own homes and build wealth through real estate.”

James Taylor New Vista Horizons, Inc. | New York, NY 212.563.6999 | james@nvhny.com | nvhny.com 6

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Get your move on —

Money-saving moving tips As exciting as it is to move into a new home, the process of moving out of the old one can be costly and time-consuming. And waiting until the last minute and being unprepared will only make things worse. With the right planning and preparation, you can take some of the stress out of moving and put that energy toward being excited about your new home.

Here are several ways you can save your sanity — and even some money — when moving: Plan a schedule — Moving is a huge job! But just like anything else, if you break it down into small, manageable steps, it becomes much easier. Plan a schedule beginning at least four weeks out from your moving date to ensure you leave yourself plenty of time to get everything down and account for any unexpected occurrences. Be sure to factor in time for Copyright Featured Agent Magazine

sorting, packing, holding a yard sale, cleaning and making any necessary home repairs. Set daily goals and allow yourself rewards when you meet them, such as taking a break to have a glass of wine or stream an episode of your favorite show.

Sort and sell — Moving is probably the only time to really take stock of everything you have and decide whether or not it’s still something you need or want.

Go through every room in your home — including the attic, basement and garage — and take an inventory of what you find, then determine if each item is something you still need, use or love. If it doesn’t fall into any of those categories, it’s time to let it go. Sell items that are in good condition by listing them on EBay, Craig’s List, or Let Go, or simply have a blowout moving sale to get rid of everything at once.

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For anything that doesn’t sell, call a local nonprofit and schedule a time for them to come and pick it up.

Hoard boxes — There’s no need to waste money buying brand-new moving boxes. As soon as you know you’re moving, be on the lookout for boxes you can use. Whether it’s at your office, the grocery store, or your weekly Target run, pick up as many clean, sturdy boxes as you can. Ask family and friends to save any good boxes they run across, too.

Learn to love labels — It’s easy to toss everything into boxes, seal them up, and deal with it later.

But doing so will cost you time and money once you reach your new home. You will end up spending hours looking for things or just giving up and buying new versions because you can’t find what you need.

By taking time on the front end to carefully pack and label boxes systematically, room-by-room, you’ll be able to quickly unpack, find everything you need, and focus on turning your new house into a home.

Use what you have — Clear out your refrigerator, freezer and pantry by making meals out of the food you have. Try to get through as much as you can and if you have any non-perishable items left by moving day, donate them to a local food pantry. You don’t 8

want to spend precious time loading up boxes with canned food or have them take up valuable space on the moving truck.

Move mid-week — Sure, moving on the weekend is easier, and you don’t have to take any time off from work to do it. But, it’s also more expensive. Because everyone else wants to move on the weekend, too, you will be paying the highest rates. Moving midweek can save you money, and give you a head start on getting settled. You might even be unpacked and settled by the time the weekend rolls around.

Take a break from shopping — The last thing you need to do when you’re in the process of packing to move is bring in more things you have to pack. Take a break from shopping to focus on going through what you already have. Even after you move, hold off before shopping for new furniture and household items until you’ve lived in the space for a while. You’ll probably be surprised by how your current furniture and décor looks completely different in its new surroundings.

Planning for your move and taking the time to carefully pack and label your items will help moving day go smoothly and reduce your stress level so you can focus on the fun and enjoy setting up your new home.

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Melania Mirzakhanian

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Melania Mirzakhanian

A risk taker at heart, Melania Mirzakhanian moved to the United States after graduating from High School in Germany, to pursue her dream of entrepreneurship. Growing up with her father active in construction, Melania always had an interest in real estate. This interest was bolstered when she started working for an appraisal firm while also attending college in Los Angeles.

In no time, Melania obtained her appraiser license and within the same year her real estate license, working herself up to one of the top selling agents.

“This was a natural choice for me. I fell in love with the different aspects of real estate,” Melania 10

remembers. The legal side is yet another aspect of real estate that piqued Melania’s interest and she obtained her law degree with an emphasis in real estate law in 2010.

Never one to shy away from a challenge, Melania took on the task to help build and manage Tomea Real Estate. A company of only six years, Tomea Real Estate has expanded to also include property management services, and also holds highly soughtafter workshops for the public and those interested in becoming real estate agents. Under Melania’s leadership, the team of Tomea Real Estate has grown to serve San Diego, North County as well as Orange Copyright Featured Agent Magazine

“I still look forward to every single day of my work and enjoy the process of getting to know my clients on a personal level.

As a matter of fact, most of my clients become friends.”

County and Los Angeles County. What’s more, she has built an authentic reputation for service that is knowledgeable, individually tailored, and founded on integrity. Melania’s expertise and dedication to clients has been recognized by the Circle of Excellence Award for being in the top 5% of REALTORS® in San Diego, and she has been honored as a local woman of influence and inspiration with the The San Diego Daily Transcript’s Woman of Influence Award.

A combination of real estate broker and attorney specializing in real estate law, and with a background in business, Melania is a force to be reckoned with.“I have 17 years of experience and including my law background, I am extremely knowledgeable.

I’m able to keep things calm and ordered whether I’m working with buyers or sellers,” Melania says.

“I know the market and I take my time to educate clients beforehand so they know what to expect from the process. I do my best to avoid the roller coaster of emotions during a transaction and try to ensure my buyer or seller is well-informed.”

and enjoy the process of getting to know my clients on a personal level. As a matter of fact, most of my clients become friends.”

When it comes to listing properties, Melania and her team turn to digital marketing to ensure wideranging exposure. Using customized strategies for each property, Melania identifies target audiences and leverages open houses and memorable presentations to draw interest from prospective buyers, near and far. “We consider every angle and look at each property differently,” she says. “I love that every client and property are unique. Buying or selling a property is a huge milestone, and it’s my

With 90% of her business driven by repeat and referral clientele, Melania has established a proven track record of success to date. Her guiding pillars are strategy, excellence and integrity. “I meet clients and go geographically where I’m needed because I’m client-focused. It doesn’t matter whether I’m working with first-time homebuyers on a budget or if I’m working toward a custom home,” she says. “I really enjoy the diversity of working with different people and different transactions. I believe that clients should be able to trust their agent and work with a REALTOR® who takes pride in their business.

I still look forward to every single day of my work Copyright Featured Agent Magazine

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“I’ve always believed that what you put in is what you get out, and you have to be true to yourself along the way.”

job to anticipate problems and prepare solutions.

I’ve always seen my work as a chess game, and that keeps it exciting. It’s all about providing a 360-degree experience for our clients.”

Beyond the office, Melania gives back to her community through organizations related to early childhood education — a cause close to her heart.

Recently, her office sponsored the gardening program at the local Alice Birney Elementary School in San Diego’s Hillcrest neighborhood. Melania’s office also hosts an annual art show to support local artists, and participates in area food and toy drives for children. In her remaining free hours, Melania most enjoys reading, visiting the beach, hosting barbecues for family and friends, and spending quality time with her nephew.

Looking toward the future, Melania intends to continue growing her business steadily, and implement her recently earned lending license to further expand her services. “I plan to continue surrounding myself with wonderful clients and agents on my team,” she says. “I always look forward to building on long-term relationships.”

Now, with close to two decades of experience behind her, Melania Mirzakhanian considers what she enjoys most about her chosen career thus far. “I really enjoy taking the time to get to know each client I work with,” she reflects. “It’s not just about completing a single transaction; it’s about focusing on my clients’ long-term prospects and goals. I’ve always believed that what you put in is what you get out, and you have to be true to yourself along the way.”

Melania Mirzakhanian Broker | Southern California 619.559.2282 | info@askMelania.com | www.askMelania.com 12

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The perks of

mentoring young professionals In the world of real estate, most lessons are learned in a hands-on capacity, and practices and techniques are often developed over years of trial and error. When budding agents kick off their careers, they’re far less equipped to handle the inevitable challenges of the business. That’s one reason why mentorship is an essential institution. But, did you ever consider that mentors have just as much to gain from taking new talent under their wing?

Oftentimes mentorship is viewed as a one-way street solely benefitting the mentee, but keep in mind a few advantageous reasons below, how mentoring young professionals can reenergize your routines and perspective, while ultimately making you better at your job.

Mentoring young professionals broadens your perspective — After years in the business,

it’s not uncommon for veteran agents to slow down or burn out. However, time spent mentoring rising agents can help you reconnect with your professional roots. You’ll remember the exhilaration, the hurdles, and impactful lessons learned along the way. Mentoring the newest generation of agents, while retreading the basics from the perspective of a beginner, will reinvigorate your approach to routines long set in stone.

Teaching newcomers can help fortify your processes — By explaining to young agents how

to execute each step of an established process, you’ll be forced to consider the efficiency and productivity of these processes. Perhaps you’ve overlooked key ways to streamline systems, but verbalizing the rationale behind your routine helps you identify areas for improvement. Mentorship can also help you reassess and polish your broader working philosophies, or inspire you to try something new.

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Mentorship hones leadership ability —

Mentoring up-and-comers puts you in the driver’s seat. It will be your responsibility to lead the way as the senior agent — determining which topics to address, curating an agenda, and crystallizing the lessons you’ll want to impart. All these tasks are par for the course when it comes to leadership. Likewise, inhabiting a leadership role refines your ability to communicate clearly, empathize, teach, and give constructive feedback. Sharpen those desirable skills and you’ll enhance your practice, as well as your long-term professional prospects.

Working alongside young professionals can modernize your approach — Another

added benefit of mentoring young agents? This new crop of professionals is in touch with the needs of their generation — a large pool of clientele increasingly in need of homeownership assistance.

Budding professionals have an alternate set of skills and insights, and veteran pros can glean value from their fresh eyes. For instance, if your social media repertoire could use an update, or you’d like to contemporize your services in some way, mentoring a developing agent can serve as a perfect two-way street.

If you’re still unsure whether it’s worth your time to take on a mentee or two, think about it this way: the benefits of mentorship are akin to taking a continuing education course, or investing in your professional development. It’s hard to argue that these endeavors are without merit. In the same vein, mentorship has plenty of perks, from injecting new life into your practice to strengthening your professional offerings.

All the while, you’ll be lending a hand to a colleague who is a beginner eager to learn — just like you once were.

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7 Essential

winter home prep projects

With winter on the horizon, now is the time to prepare your home for this unpredictable season. Properly preparing your home for winter will help keep you and your family comfortable, reduce heating costs and prevent structural issues that could result in costly repairs later. Most winter home prep can be completed as DIY projects. And even the ones that require professional assistance are a small investment now that can help you potentially save thousands later. Let’s get started:

Start at the top — Your home’s roof is the first line of defense against leaks and water damage. Inspect it for any loose, worn or missing shingles and have them replaced. Also look for any breaks in the flashing seals around vent stacks and chimneys. If your home has a flat roof (often found in warmer climates), use a leaf blower throughout the season to clear off leaves and other debris; this will help you detect any damaged areas.

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Clear out gutters — Gutters are another way to protect your home from water damage, but they only work properly when they’re clean. To prevent water from backing up and causing leaks, clean out all the fall leaves and other debris that has accumulated over the past few months. This not only protects against water damage, it will also keep pests and rodents from making themselves at home in the mess. If you find any missing or damaged gutters or fascia boards, have them replaced.

Send water away — Gutters are only one part of the equation when trying to minimize the chance of water getting where it doesn’t belong. You’ll also want to make sure the water they collect gets diverted far enough away from the home’s foundation. To do that, add extensions to your downspouts. Ideally, you want the water to flow at least three feet away from the foundation to prevent the possibility of leaks and damage.

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Winter Prep Quick Tips • Have the heating system inspected and repaired before the first cold snap • Inspect and repair roof, gutters and downspouts to prevent water damage • Reverse ceiling fan blades to circulate warm air • Find and fill any cracks around windows and doors • Have the chimney cleaned before burning a fire

Inspect the system — Have your furnace or heat pump inspected and repaired, if needed, by a professional, who will catch any current or potential issues before they leave you out in the cold. In addition to keeping you warm, a properly running heating system minimizes the risk of carbon monoxide issues and helps reduce heating costs. As the season progresses, remember to change the furnace filter monthly to ensure maximum efficiency.

Insulate hot water heater and pipes — What’s not to love about a simple project that can save money and keep you more comfortable? Wrapping your hot water heater and pipes can help reduce utility costs while maintaining a comfortable water temperature for bathing. You can hire a plumber to do the job, or take it on yourself with specially cut insulation or foam available from home improvement centers.

Catch the cracks — Winter is all about keeping Copyright Featured Agent Magazine

cold air and moisture — and in warmer climates, pests — out of your home, which is why you need to find and fix any cracks around doors and windows. Inspect around window and door frames outside and if you find any gaps larger than the width of a nickel, fill them in with weather-resistant silicone caulk. Inspect all door sweeps and weather stripping and replace any that appear worn or cracked.

Sweep that chimney — A crackling fire is a cozy way to help heat your home, but before you burn the first logs of the season, you need to make sure you can do it safely. Call a chimney sweep to inspect the chimney and clean it if needed. The inspection and cleaning together should ring in at less than $500, but any amount is a small price to pay if it prevents a chimney fire and the possibility of carbon monoxide leaking into your home.

No matter the climate you live in, the winter season can be hard on your home. Taking these precautions at the start of the season will help ensure your home makes it through winter without any serious issues and you stay comfortable and cozy until spring arrives.

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