CALIFORNIA 1-8-24

CALIFORNIA EDITION

HOW NOT TO LOSE A CLIENT IN 10 DAYS

5 STEPS

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

AGENTS WITH HEART INCORPORATING CHARITABLE GIVING

IN YOUR REAL ESTATE PRACTICE

FEATURED AGENT

MICHELLE LEONARDI

COVER STORY

KIMBERLY WARD

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CALIFORNIA EDITION

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KIMBERLY WARD

MICHELLE MICHELLE LEONARDI LEONARDI

CONTENTS

4) AGENTS WITH HEART 6) INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

15) HOW NOT TO LOSE A CLIENT IN 10 DAYS 22) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

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Published in the U.S.

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AGENTS WITH HEART A pivotal question we pose to featured agents in Top Agent Magazine is, ‘Tell us about your community involvement.’

This query holds immense significance, not only as a benchmark for nominees but also as a crucial factor contributing to the success and prestige of top agents.

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Top Agent Magazine defines community involvement based on three key factors: Events, Associations, and Charities.

Beyond serving clients, top agents demonstrate an outstanding commitment to their communities and the place they call home.

Their measures involve volunteering time,

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Top Agent Magazine

Community involvement is not just an extracurricular activity for top agents; it’s an essential element that molds their individuality and professional ethos. financial contributions to organizations helping those in need, and active participation in community events. This distinctive trait is a testament to how their generosity extends beyond clients, enhancing the lives of those in their surrounding communities.

Take Cindy Ambuehl, a former actress and model who has evolved into one of LA’s most sought-after luxury real estate agents, gracing the cover of Top Agent CINDY AMBUEHL Magazine. Cindy passionately supports PS Arts, a foundation reinstating arts education in schools. Through events and fundraising initiatives, she’s contributed to maintaining art education for an entire year to 30,000 students.

Consider Josh Flagg, whose enormous rise in real estate landed him a spot on Bravo’s Million Dollar Listing and a cover feature in Top Agent Magazine.

Despite his stardom, JOSH FLAGG Josh travels throughout America, mentoring brokers, agents, and students, sharing insights on achieving success. He finds fulfillment in transforming lives through his career and shares, “The Top Agent Magazine

most fulfilling part of my career is knowing that I will change somebody’s life.”

These examples are just a peek at how agents engage with their communities. Whether gathering Christmas gifts for underprivileged children, supporting children’s hospitals financially, advocating to end homelessness, or volunteering at local animal shelters, these agents extend their reputation beyond transactions. They’re known not only for their professional success but also for their unwavering support of community causes.

Community involvement is not just an extracurricular activity for top agents; it’s an essential element that molds their individuality and professional ethos. In the real estate landscape, where relationships and integrity are central, active participation in the community builds credibility and fosters meaningful connections. Beyond boosting their reputations, community involvement mirrors a profound commitment to the areas they serve. Agents invested in their communities acquire a deep understanding of local needs and through active engagement, these agents become vital parts of the social tapestry, earning the regard and trust of the community.

“Agents with Heart” displays how top agents have left a mark on the real estate landscape by imbuing their work with heart and soul, influencing lives outside of transactions.

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 6

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Top Agent Magazine

Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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KIMBERLY WARD Top Agent Magazine

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A Founding agent at her Compass office, Top Agent Kimberly Ward works solo serving the Santa Cruz, California area.

Kimberly Ward’s journey in the real estate world began as an intrinsic part of her upbringing, as her father was renowned for his roles as a builder, property flipper, and general engineer in the vibrant landscape of Carmel, California. Raised amidst Big Sur’s luxury home renovations, Kimberly’s younger years were spent on job sites, breeding a profound passion for the real estate industry. Following her college years and contributing to her family’s business while building her own family, Kimberly sensed a perfect moment to transition into real estate. After being licensed for a decade, she works as a solo agent, assisted by a small yet efficient marketing and administrative team, alongside a recent addition, an agent who joined her at Compass. Kimberly is a Founding agent at her Compass office.

What distinguishes Kimberly is her natural ability to develop genuine connections with her clients, considering them like family.

Her unwavering dedication revolves around providing a high standard of client care.

Kimberly’s real estate expertise serves Santa Cruz, California, a place she has held dear since childhood for its world-class mountain biking, scenic beauty, surfing opportunities, 10 Copyright Top Agent Magazine

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favorable weather, and vibrant community and culture. Located just forty-five minutes from Silicon Valley, this region attracts professionals seeking leisure from high-stress environments, often investing in vacation homes in the Santa Cruz area.

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In her creative approach to marketing listings, Kimberly closely tracks market conditions to tailor her strategies. Utilizing tools like 3D Matterport for immersive virtual tours, she showcases the property and the lifestyle it embodies. Kimberly’s approach involves

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Kimberly is also a member of REALM® Global, which individually selects world-class real estate professionals with years of experience in the luxury industry. This grants her the ability to promote her listings to a group of highproducing agents. understanding the unique market dynamics of Santa Cruz, where demand remains high.

Asserting a “price low, sell high” tactic, she leverages visual aesthetics, staging, and her hands-on approach to enhance and sell the Santa Cruz experience. Her work ethic and grit extend to personally handling laboring tasks such as laying mulch for a property’s sale preparation. Kimberly is also a member of REALM® Global, which individually selects world-class real estate professionals with years of experience in the luxury industry. This grants her the ability to promote her listings to a group of high-producing agents. Kimberly’s devotion to her clients goes far beyond the standard, evident in her willingness to transcend expectations and deliver exceptional service.

For Kimberly, the magnetism of real estate lies in its ever-changing nature and the constant learning opportunities. She cherishes the deep Copyright Top Agent Magazine 12

Top Agent Magazine

relationships made with her clients, considering herself a pillar of support through the intense journey of buying or selling a home.

Beyond her professional responsibilities, Kimberly remains actively engaged in her local church, kids’ sports activities, and community initiatives like the Boys and Girls Club in Santa Cruz. Her involvement spans from surf events to charitable activities and closeto-home fundraising efforts that have raised considerable donations for individuals in the community.

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As for the future, Kimberly plans to grow her production while achieving a healthy worklife balance. Her goals involve nurturing her client base through referrals and strengthening her team to provide intentional, top-tier service without compromising quality. “Real estate is not just a transaction; it’s a relationship,” she shares, emphasizing her commitment to maintaining this ethos. Content with her current position in real estate, Kimberly will continue to service the Santa Cruz community, appreciating its culture-rich and sun-kissed lifestyle.

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For more about Kimberly, email kimberly.ward@compass.com, call 831-238-7981, or visit surfcityestates.com www.

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Top Agent Magazine

HOW TO NOT LOSE A CLIENT IN 10 DAYS While we won’t be serenading a Carly Simon song or tugging on the heartstrings of a Hollywood heartthrob, we will be sharing ten essential tips for agents, the key pitfalls to avoid and the most common mistakes agents make that can cost them Top Agent Magazine

a client. Whether you are a new agent or seasoned veteran in today’s market, get ready for ten insights from Top Agent Magazine. Sit down, grab your popcorn, and tune in to “How To Not Lose a Client in 10 Days!”

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Agents who make it in real estate care about their clients’ welfare while guiding them through the homebuying journey.

Rule number 1:

Prioritize Client Well-being Over Transactions.

Something we hear time and time again from agents featured in Top Agent Magazine is that their business and relationship with a client is not just about the transaction but more about devotion to serving their clients.

Suppose a client suspects you are only eager for a quick commission versus their welfare; they may move on to a new agent who puts their welfare ahead of a transaction. Agents who make it in real estate care about their clients’ welfare while guiding them through the homebuying journey. If an agent is more transaction-focused than client-centric, this is a sure way to lose a client.

Rule number 2:

Be Transparent in Property Disclosures.

Never gloss over issues with a property. Be transparent with your client as you disclose everything you know about a property to protect the interest of a client and their family.

When an agent openly communicates with their clients, whether a structural issue or faulty plumbing in the home, it prepares them 16

to understand the magnitude of what home repairs need addressing before purchasing.

If an agent conceals property issues for their client to discover later, they may lose future business.

Rule number 3:

Practice Prompt and Consistent Communication.

Failing to respond to your client may cause severe frustration. Your clients will have questions—point blank. The client relies on their agent as their voice of reason to distribute facts, relay progress, handle disruptions in the home buying process, and close the deal as seamlessly as possible. In a way, as an agent, you pledge to take on the stress. When you leave your clients without answers, they may not feel like a priority to you. Promptly return those phone calls and emails!

Rule number 4:

Thorough Property Knowledge is Non-Negotiable.

Agents must do their homework on a property to avoid losing potential customers and leads.

Picture this - It’s an open house flooded with

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Top Agent Magazine

potential clients, but you struggle to answer questions regarding the property accurately.

Your potential client will be running for the hills! Conduct thorough research on the home and property, plunging into every detail from the construction date of the home to the specifics of the flooring. When your clients ask about the home, land, and local community, they expect you to inform them properly. Keep your leads impressed while you share your knowledgeable expertise about your listings so they feel secure in their home purchase.

Rule number 5:

Implement Effective Marketing Strategies.

Marketing properties sufficiently is critical for generating new leads and sales. Top agents effectively market their listings through email marketing, social media, print advertising, drone photography, and professional staging. For example, TV Personality from Selling Sunset and one of Southern California’s most well-known luxury real estate brokers featured on Top Agent Magazine’s cover, Jason Oppenheim from the Oppenheim Group, shares, “We focus on the presentaJASON OPPENHEIM tion of a property beforehand, and we even have a concierge service that can help get the home ready for sale. We really like to have a property looking as new as possible before we photograph and get them to market, so that often means staging, painting, landscaping, and sometimes a light remodel.”

Implement Jason’s advice by employing Top Agent Magazine

effective marketing strategies to have plenty of leads and prevent losing potential clients.

Rule number 6:

Master the Art of Negotiation.

Lacking confidence in negotiation can give the impression that an agent needs a grip on the sale. Successful agents who know how to negotiate home prices find reward by keeping clients long-term while serving their clients’ best interests. A client will expect their agent to handle the negotiation aspects of the home buying process to give them the most favorable outcome. Poor negotiation skills can look like rushing, passivity, and lack of decision-making ability. On the other hand, a confident negotiator will have patience, assertion, and the ability to make decisions by articulating a client’s boundaries when discussing the closing price. You could miss out on future business or a five-star review if you don’t bring your A-game for your client.

Rule number 7:

Take Your Client Feedback Seriously.

Ignoring client feedback will result in client frustration and pose a significant risk of losing repeat and referral business. Constructive criticism from clients can be a guiding light to where an agent needs improvement in how they do business and, in the long term, may help refine an agent’s skills. Which agent doesn’t want to be the best version of themselves? Take advantage of your client’s advice to leverage it as an opportunity for career growth.

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It is paramount that an agent is educated about present market trends and informed about the local real estate market.

Rule number 8:

Rule number 10:

Deliver What You Promise.

Get Versed in Market Knowledge.

Overpromising and under delivering is an easy way to taint your image and name in the business of real estate. To uphold your reputation among clients and industry peers, it’s crucial to fulfill the expectations you’ve committed to meeting. An agent should strive to be realistic when working with their client to avoid false hope or unrealistic results in the buying and selling process. Furthermore, it helps everyone prepare emotionally for potential obstacles in the homebuying process.

Rule number 9:

Cultivate Patience and Professionalism.

Putting pressure on your clients to make a decision when purchasing or selling their home is a big no-no. Not only is a home one of the most significant purchases most individuals make over their lifetime, but it is also where most spend the rest of their lives. For a client, these decisions can be challenging as they determine what their future home will look like. While guiding your client is valuable, it’s important to allow them to go at their own pace. Patience is a virtue, and professionalism is essential for a happy client.

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It is paramount that an agent is educated about present market trends and informed about the local real estate market. Should an agent not prove they are up-to-date with the latest market knowledge, they risk looking unprofessional and unfit to represent a client. By knowing the state of the market, you become a proficient representative for your client. Additionally, you stay properly educated and may earn respect in the industry for your knowledge. Learning things like year-to-year home values, current interest rates, and home inventory stock, as well as the best time to list or purchase a home, will demonstrate to your clients that they are in good hands with an agent who holds vast knowledge of the real estate world.

In the competitive world of real estate, the success of your business relies on your clients’ loyalty and the prestige of your reputation. By implementing these rules into practice, you can avoid future challenges as you flourish in your business and cultivate enduring relationships with your clients for years to come.

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MICHELLE LEONARDI Top Agent Magazine

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MICHELLE LEONARDI

In the bustling California real estate landscape, Michelle Leonardi is a luminary agent with one ambition: transforming lives, one family at a time.

Michelle’s journey started as a broker’s assistant, driven by aspirations of pursuing medical school to make a meaningful impact on her family and others.

While serving as an assistant, she was profoundly inspired by the generosity of the agents and company through their contributions to various charities and churches and volunteering regularly at the LA Children’s Hospital. This observation catalyzed her change in direction, and in 2016, Michelle earned her real estate license when she was twenty-one years old. She earned “Rookie of the Year” and “New Star” awards in 2016. She earned “Top Producers” “Leadership, Above and Beyond” Awards from 2017-2022.

Today, Michelle stands as a pillar at Rudy Lira Kusuma’s Associates, the brokerage that initially exposed her to the real estate realm. Her geo20

graphic area of service spans from Los Angeles to San Gabriel Valley, Inland Empire and the Orange County Area. With 200 agents in the company, Michelle is a dedicated trainer and mentor, ensuring everyone stays up-to-date through daily, weekly, and quarterly conferences. Amidst challenges with buyers, sellers, or stalled listings, she embodies the ideal problem solver. Michelle’s enthusiasm lives in helping others, as she states & quote; “This journey is not about me; it’s about everyone I meet along the way”; From early career accomplishments helping to buy her family a home to owning a few investment properties and to aiding a client in reclaiming homeownership after a previous loss, Michelle’s dedication continues as she aspires to give back to others.

With a superabundance of five-star reviews, Rudy Lira Kusuma and Associates drew the attention of Zillow, becoming one of the select brokerages in direct partnership with the platform, significantly Copyright Top Agent Magazine

expanding their clientele. Despite an extensive client base, Michelle remains immersed in training and self-education, ensuring she confidently meets clients’ needs. Earning a repeat and referral business of 90%, she notably acquired 22 clients from a single referral.

Michelle has multiple marketing strategies such as working before meeting sellers by collecting buyers through heavy marketing such as billboards, radio stations, social media platforms, newspaper, mailers, and providing cash offers for sellers to advertise listings, including leveraging the MLS for listing syndication across various platforms. Her database contains over 125,000 cash buyers, allowing sellers to be able to receive multiple offers instantly. Additionally, she utilizes online advertising sequences, offers “Buy This Home & I’ll Buy Yours” and “Buy-Back Guarantees”, and uses their Zillow partnership to Showcase listings. As a result of her efforts, Michelle and her team has achieved an annual sales volume of approximately 1 billion dollars.

Despite her phenomenal success, the motivation behind Michelle’s professional endeavors is her commitment to philanthropy. With every successful closing, Michelle and her team donate a portion of their commissions to a charity of their choice. Her passion lies in altruism as she remains deeply embedded in her community, serving as a worship leader at her local church and giving back to orphanages. When she isn’t working, Michelle cherishes moments with her family, dogs, explores new local restaurants, and actively supports local businesses. She also loves singing, cooking, gaming, and staying educated on real estate market trends. Michelle eagerly anticipates a future where she can serve even more clients, enriching their lives and fulfilling their dreams. One undeniable truth about Michelle Leonardi: she stands as a premier California agent with an unwaveringly compassionate heart.

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Contact Michelle at 626-662-2285 or 626-341-3115, email Michelle@TeamNuVision.net, call, or visit yourhomesoldguaranteed.com/agentdirectory/michelle-leonardi/ or zillow.com/profile/rudylk

https://

www.

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

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FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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