California 11-6-17 by Top Agent Magazine

CALIFORNIA EDITION

Creative Ways to SAY THANK YOU PRODUCTIVITY KILLERS: 4 Ways to Make Better Use of Your Working Hours

COVER STORY

Chris Cortazzo

How to make your COMMUTE PRODUCTIVE 3 Ways to MAKE YOUR WORKSPACE WORK FOR YOU

FEATURED AGENTS

OREN OVADIA JACQUELINE GUNN KARLA POUKKULA GREGORY MASI MICHAEL ROCHA TRACY GUERRERO KRISTINA IRWIN JORDAN A. NEDEFF

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CALIFORNIA EDITION

JACQUELINE GUNN

KARLA POUKKULA

Chris Cortazzo CHRIS CORTAZZO

GREGORY MASI

OREN OVADIA

MICHAEL ROCHA

TRACY GUERRERO

KRISTINA IRWIN

JORDAN A. NEDEFF

CONTENTS 4) YOUR SECRET PRESENTATION WEAPON

25) HOW TO MAKE YOUR COMMUTE PRODUCTIVE

13) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

32) CREATIVE WAYS TO SAY THANK YOU

18) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

34) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

21) PRODUCTIVITY KILLERS: 4 WAYS TO MAKE BETTER USE OF YOUR WORKING HOURS

37) 9 THINGS THE BEST LEADERS NEVER SAY

Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. Top Agent Magazine

Your Secret Presentation Weapon by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best? Here’s how. “The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition. “I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?” 4

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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly. Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day. A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.” AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price. This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have Top Agent Magazine

only been viewed by my buyers. It’s fun for me. It’s the best way to give you the competitive edge.” C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?” You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf. A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like? The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction. 6

The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them. The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process. In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them. This is an advanced skill that raises your effectiveness and enhances your relationships and your results. It requires preparation and practice. It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business. Copyright©, Rich Levin. All rights reserved. Top Agent Magazine

Chris Cortazzo

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Chris Cortazzo

“There’s a quote from Buddha that says kindness to all living things is the true religion,” says Chris Cortazzo, Malibu’s #1 real estate agent for more than a decade. “I apply that to every aspect of my work and how I treat people.” In fact, much of Chris’s approach to luxury Malibu real estate is based on timetested wisdom like this. Born and raised in Malibu, Chris also knows that success in life means putting in hard work, maintaining integrity and “keeping your energy and spirits high.” People want to be around happy C 8 opyright Top Agent Magazine

people, he says. Chris is a happy person. “I’m the luckiest guy in the world to have the most beautiful location to sell the most beautiful properties and this incredible Malibu lifestyle.” While the concept of “selling lifestyle” is constant across the highest echelon of real estate sales in most markets, “lifestyle” in Malibu means something completely different than in a market such as Beverly Hills. “I don’t actually stage all my houses,” Chris says. “Sometimes, we even Top Agent Magazine

have to ask a client to create a more relaxed, un-staged feel if the house is extremely sophisticated.” That’s because the Malibu lifestyle is laid back and informal. Many buyers are looking for second homes; some, says Chris, end up loving the lifestyle so much that their intended vacation getaway becomes their primary residence. “Even within Malibu we have different neighborhoods with completely different lifestyles,” he adds. That’s where Chris’s expertise as a lifetime Top Agent Magazine

Malibu resident and longtime luxury REALTOR® proves most valuable. “Malibu is so much more than one long strip of beachfront. I’ve seen the beauty of it all.” Beyond its 21-mile stretch of prime Pacific waterfront lie numerous offshoots such as Point Dume, where Chris was born, raised and still resides. Point Dume affords a serene and beauty with access to three beaches and the upscale amenities of an elite oceanfront suburb. In contrast to Point Dume, just minutes away, Carbon Beach, dubbed “Billionaires Beach,” Copyright Top Agent Magazine 9

each client. “Technology has changed everything in the last 10 years,” says Chris. “Buyers are very sophisticated. They do all their research before they contact you.” An agent like Chris, whose online presence mirrors his dominance in Malibu, receives far more calls now than he used to receive. To be prepared for each unique request, he relies on his staff of assistants, who all specialize in particular aspects of the business. Having a team affords Chris the luxury to provide incomparable service to everyone and to focus on spending time in person with clients. “I’m still very hands on,” he says. “I like having real contact with people.” features about 70 gorgeous beachfront homes on a one-mile stretch of oceanfront closer to the bustle of town and one of Malibu’s most beautiful beaches. Chris enjoys listening to clients’ needs and surprising them with Malibu’s different lifestyle options. “At the end they thank me for exposing them to worlds they didn’t know existed here.” Client satisfaction is everything to Chris. Much of that satisfaction is derived from the respect Chris shows Copyright Top Agent Magazine 10

In taking client satisfaction to all new levels, Chris strengthens the real estate profession in Malibu and in other parts of Greater Los Angeles. “I refer a lot of business to other agents, especially to those outside Malibu,” he says. “I don’t know Beverly Hills or Venice like the experts there do, but I do know those experts.” In instances where highprofile clients still want Chris to be a part of a listing despite location, he’ll welcome a co-listing. “I’ll of course market it and I’ll show it, but I try to rely on the expert agent in that area; Top Agent Magazine

they know which buyers are coming through the market. That’s a service we all owe to the client.”

it’s competition,” he says. “I think it’s inspiring to see other people do well and to make money.”

When REALTORS® serve each other, clients benefit, says Chris, who regularly advises agents about the importance of maintaining good relationships with other agents. He has mentored many people entering real estate over the years, some of whom he occasionally competes with for listings. “But I don’t feel that

With each mentee, Chris shares that he won’t go after expired listings and he won’t go after other people’s clients. “They may call me, but other REALTORS® know I’m not the aggressive type trying to undercut others.” Some agents may find Chris’s success enviable, given his prominent clientele and track record

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means doing right by the Earth and people who are less fortunate than most. He is dedicated to several dozen nonprofits, including causes related to animals, AIDS and environmental issues. “I’m also very involved with the Boys and Girls Club in Malibu and served on the board of directors for six years,” he says. “People have a perception that Malibu is very wealthy, but there are a lot of people in difficult situations,” he says. “The Boys and Girls Clubs provide excellent service to young people here who are genuinely at risk of heading down the wrong paths without this support.” Above all else, Chris’s success can be attributed to kindness, generosity and a good spirit. A firm believer that the more a person puts out into the universe, the more the universe with luxury estates ranging from $2 will give back to them from its gratmillion to $60 million. But his even- itude, Chris loves to recall the wishanded and courteous approach to dom shared with him by his grandevery aspect of his work earns him mother years ago: “She’d say, ‘throw the respect of the industry. “I am bread upon the water and it comes a fair person and a big believer in back buttered toast.’” To Chris, that adage encapsulates the principles by karma and kindness.” which he strives to live and work For Chris, doing right by others also with generosity and integrity. To learn more about Chris Cortazzo, visit http://www.chriscortazzo.com, email chris@chriscortazzo.com or call 310.589.2482 Copyright Top Agent Magazine 12

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way. Top Agent Magazine

DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency. BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life. Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises. While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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OREN OVADIA

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OREN OVADIA Although he is now one of the most successful Realtors® working in the greater Los Angeles area, initially, Oren Ovadia had never considered a career in real estate. “In 2011 I was working in the entertainment industry, when my wife became pregnant with our third child. I quickly realized that all the traveling I was doing wasn’t a good fit for my family, and started looking for a new career. I became intrigued with the idea of getting into real estate, and just made the leap. I got my license and I haven’t looked back since.” Oren currently leads a small team, and although he goes wherever his clients need him, he specializes in Calabasas and Woodland Hills. One of the reasons Oren decided to enter the business was that he was left unsatisfied with the experience he had as a first time homebuyer, and knew he could do better. “When I started I promised myself that I would always be attentive to my clients needs, and pick up the phone when they called. The level of communication I offer my clients is second to none. If my clients need me, I’m there for them, based on my reviews, I know that they appreciated that aspect of my service most of all. They know I care.” Another area in which Oren stands out from the rest is with his comprehensive marketing packages that really focus on using all of the latest technology, and are highly effective due to their creativity and innovation. “I spend a

lot of money on marketing my listings, making sure that my homes stand out. We execute a planned marketing strategy from the start, which gets us more exposure and allows us to sell homes faster. We have really mastered the art of internet advertising and are huge on social media.” Oren is well known for fighting for his client’s interests and truly excels in the negotiation process. “I really love negotiating. I know what my clients want and need and fight to get them the best deal. I have a real knack for figuring out what they want early on and the drive and work ethic to make it happen.” Oren is active in his community and is particularly devoted to supporting organizations involved with breast cancer awareness. “My wife was diagnosed with breast cancer a few years ago, and early detection saved her life. We are passionate about getting that message out.” When he isn’t working, Oren loves to unwind by going back to his first love, painting, drawing and sketching. Oren couldn’t be more thrilled with where he’s at in his career, and would love to someday share what he’s learned about the industry with new agents in some form of media that would allow him to showcase his knowledge. “A lot of new agents always asked me what the secret to my success is, and I’m honored to help them on their own path to success. The key for me is the idea that you’re only as good as your last transaction. You need to stay hungry. People need someone on their side fighting for them and protecting their interests. If you conduct yourself that way, the business will come.”

To learn more about Oren Ovadia call 818 - 723 - 2706 email ovadia@att.net or visit facebook.com/1Calabasas www.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things. This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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JACQUELINE GUNN

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JACQUELINE GUNN Jacqueline Gunn’s meteoric rise in the Los Angeles real estate scene is the stuff of big picture stories. Growing up in a family of self-made successes in the realm of home-flipping, Jacqueline knew early on that she wanted to explore her own entrepreneurial streak. After early stints as a hostess at the Chateau Marmont and as an assistant to high-powered Los Angeles professional fixtures, Jacqueline set her sights on real estate, an industry she’d always been drawn to and influenced by. She cut her teeth at a small brokerage in Pacific Palisades and continued to develop her deep well of knowledge at Partners Trust, ascending the ranks to become a partner in the business. Today, Jacqueline spearheads her real estate work under the banner of Mercer Vine, a forward-thinking brokerage specializing in unique and high-end L.A. homes. Over the course of her storied career, Jacqueline has set herself apart for her sharp instincts, abiding commitment to integrity, and her appetite for a challenge. Jacqueline goes where clients lead, serving the whole of Southern California. Though her core business lies between Malibu and Downtown, she’s served clients as far afield as Sherman Oaks and the Valley, across Orange County, and her hometown of Claremont. With experience executing transactions worth $11 million, Jacqueline has seen all sides of the industry and provides her clients with capable, comprehensive service not defined by a dollar sign. “I treat every transaction as if it’s my own,” she explains. “I focus on repeat and referral business and I’m not your typical L.A. agent. I come from a small town and my dad is a retired judge—he always taught me to be upfront and honest with people, and I’m very straightforward with my clients. I’m knowledgeable and advise others to the best of my ability so that they’re not making short-sighted investments.” In that vein, Jacqueline has worked with a variety of developers and investors, and has earned extensive experience flipping homes for major profit. Her keen artistic eye lends itself to revamping and redesigning properties with intent to sell, and over the years she’s cultivated an all-star list of collaborators who turn her transformative creative vision into reality. “I’m a huge collaborator. Beyond working with me, I have close connections within every industry tied to real estate,” Jacqueline says. “I only work with the best of the best. You’re only as good as the company you keep, so I’m careful to curate a really talented, smart, down-to-earth team. I make sure I surround myself with professionals who put people first instead of money. My clients feel really taken care of because of that.” With the entirety of her business based on repeat and referral clientele, Jacqueline has demonstrated a proven ability to deliver results, in addition to curating a memorably positive client experience. Her diverse, hands-on professional background affords her seasoned insight into the market, local inventory, and what buyers are truly after. What’s more, she has a lucrative instinct for maximizing a home’s potential so that it can garner big results when it hits the market. Professional photography and video accompany all listings, while 3D Matterport renderings allow would-be buyers an immersive experience online. She also hosts out-of-the-box events at listed properties to drum up maximum exposure and lure buyers, which often results in multiple offers. “Publicity is about good photos, pricing homes appropriately, and doing your job well,” she explains. “Buyers want to be able to go home and pour over the photos and videos of a property. That’s why quality images are so important.” Considering Jacqueline’s history flipping homes, she has an insider’s understanding of what will fetch top dollar and move quickly off the market. With that in mind, she’s confident

enough in her own instincts that she’s paid for renovation work up-front, only paid back when the home is swooped quickly off the market as a result of her foresight. While Jacqueline’s ability to perform is built into her business, she also cherishes the interpersonal component of each transaction, and it’s not uncommon for her to stay close with clients long after the closing table. “In the end, my clients become my friends,” she reflects. “We bond over the small, human things in life and stay connected even after the transaction.” Though her experience in L.A. real estate has run the gamut, Jacqueline’s commitment to her clients’ best interests is a common theme in each of her transactions. To give back to her community at large, Jacqueline is passionate about a variety of worthy causes. She frequently gives to organizations of her clients’ choosing, as way of giving back to those she serves and beyond: “My clients believe in me and my business, so I owe it to them to help them achieve something that is near and dear to their hearts.” She’s frequently donates to animal welfare causes and is an avid supporter of educational access, doing her best to leave a positive impact on all those she crosses paths with. “My favorite thing in life is to see others succeed. I believe in giving people chances and I believe that everyone is capable of great things. They just need an opportunity or someone that believes in them.” In her rare free hours, Jacqueline loves to travel, having recently returned from a trip to Asia, visiting Hong Kong, South Korea, Shanghai, Taiwan, and the Philippines. She’s also an avid aspiring cook and a big believer in pursuing curiosity through classes and self-improvement—an excellent trait for a real estate entrepreneur. As for the future of her blossoming enterprise, Jacqueline has plans to continue growing her imprint, with ambitions to one day venture further into the development and home-flipping market. In the meantime, she’s just as enthusiastic as the day she began, guiding clients of all kinds pursuing the American Dream of homeownership. Her foundational philosophy? “Be the person you would want to do business with,” she says. With a seasoned pedigree already in place, and an incisive eye toward the future, the best is yet to come for Jacqueline Gunn.

To learn more about

JACQUELINE GUNN

visit JacquelineGunn.com, e-mail Jacqueline@JacquelineGunn.com, visit her Facebook page here, https://www.facebook.com/JacquelineGunnRealEstate/ or call (321) 842 - 2527 www.

Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocketâ&#x20AC;&#x201D;easing stress and bringing renewed energy to your daily duties. Top Agent Magazine

1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise can-

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celing headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

4.Take your smartphone off the table

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

3.Create a goal-oriented reward system Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards. For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward 22

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted. Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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KARLA POUKKULA

KARLA POUKKULA After moving to California from Mexico when she was eight years old, Karla Poukkula applied her spirit of diligence, optimism, and long-term vision from the outset. Her grandfather had long taught her to maintain faith in a positive outcome and always continue to love others. This ethos carried her through as she learned a new language, adjusted to a new culture, and began to flourish despite the many hurdles she had to overcome. In 2000, she began working under the well-known agent, Patti McKelvey, a top producer in the San Diego area since 1989. Karla absorbed all the lessons and knowhow she could and went on to work in various capacities in the industry—from loan processing, coordinating transactions, and property management to joining a real estate team and eventually striking out on her own. Today, Karla has carved out an intrepid reputation for her superlative service and dedication to her clients. While she serves the whole San Diego region—from Oceanside to the border—Karla particularly caters to the areas of Chula Vista, Sherman Heights, and Downtown. Last year, her first year working solo, Karla closed on fifty-four homes. This year, she’s already closed on forty-eight and is on track to surpass last year’s efforts. Because of her long and diverse tenure in the industry, roughly 75% of Karla’s business is generated by repeat and referral clientele. Beyond her multifaceted experience, Karla makes it a point to apply a personalized, people-centric approach when it comes to buying or selling a home. “I’ve seen this market in good times and bad times,” she remembers. “But I always go through every step of the process with my clients, especially first-time homebuyers. I take time to explain each step, negotiate for ideal purchase prices, and help clients save money on closing costs. That way, by the time they finish their transaction, they’re already adding value to their home.” Additionally, Karla places a strong emphasis on steady communication throughout a transaction. Not only does this serve to keep all parties well-informed of any developments, but it also eases the stress that naturally arises during a time of transition. “Purchasing or selling a home is one of the biggest milestones in a client’s lifetime,” she explains. “I call my clients daily to see how they’re doing, to stay on the same page, and understand where they’re coming from.” To market listings, Karla’s efforts begin long before a home reaches the market. In addition to high quality staging, photography, twilight shoots, and even drone footage, Karla also sends out Coming Soon fliers, and then Just Listed fliers and mailers. She makes extensive use of open-houses, throwing events that go beyond the ordinary—incorporating cocktail hours, barbecues, or bounce-houses for kids. This generates awareness and buzz in the area, while also curating a sense of community. She utilizes social 24

media’s vast reach and visibility on the leading digital listing platforms to secure optimal exposure for each property. To keep in touch with past clients, Karla sends out monthly newsletters on market developments. She also uses video communication extensively to ensure clarity, and that her mindful counsel is available at a moment’s notice. To give back to her community at large, Karla is an active participant in the National Association of Hispanic Real Estate Professionals, where she will serve as Secretary in the coming year. Through NAHREP, Karla also mentors up-and-coming agents, passing along her hard-won industry insight. Beyond the professional realm, Karla is a regular participant in her children’s school and sporting events. Recently, she organized fundraising efforts to send her son’s baseball team to the World Series. Karla also coordinates her children’s school’s annual Fall Carnival, with proceeds benefitting students in the form of field trips. In her coveted free hours, Karla is also a full-time mom and enjoys supporting her children’s extra-curricular events, and serves as her daughter’s Girl Scout Troop Leader. Looking ahead, Carla has plans to continue growing her blossoming business, with hopes to add likeminded, talented team members as she increases volume. As for now, she relishes the opportunity to serve others pursuing the American Dream of homeownership. “I want to continue helping people and stay in real estate for as long as I can,” she says. “I love knowing that I’m part of one of the biggest decisions of my clients’ lives. I make sure my clients are happy, get what they want, and move on to their chapter in good hands.”

To learn more about Karla Poukkula visit searchallsandiegoproperties.com, e-mail karla@poukkula.com, visit her Facebook page here, or call (619) 600-2277 www.

How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day. Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards. With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute. Top Agent Magazine

Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day. If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes. Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks. As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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GREGORY MASI

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GREGORY MASI Although he is now one of most respected names in the lucrative Los Angeles real estate market, Gregory Masi got into the business practically by accident. “I was attending UCLA, working on my PhD in atmospheric science, when I took a study break and went to the local mall. While walking around, I saw an advertisement about getting your California real estate license. Because I love learning about new things, I thought it would be enjoyable to educate myself on something completely unrelated to what I was currently doing. That curiosity turned into a serious interest. Owning, building, and running my own business has always appealed to me, and real estate fulfilled that desire. That was twelve years ago and I still love what I do.” Gregory is continuing to grow his team and business. With an in-depth knowledge of the Los Angeles area from Los Feliz to Marina Del Rey, he has helped clients in a multitude of neighborhoods. “I’ve made a real effort to know about and understand the many micromarkets and communities in L.A. As a result, I often introduce my buyers to neighborhoods they may not have considered, or even knew existed.” His background in math and science has been an ideal foundation for a career as a Realtor®. “One thing that sets me apart is my ability to problem solve. As a scientist, finding a solution to an unanswered question is the name of the game. In real estate, there are a lot of moving parts in a transaction and things rarely go exactly as you expect them to. I never offer my clients a canned solution. I excel at being able to look at

the issues and then finding the right solution based on my client’s particular needs. This helps eliminate a lot of stress for the people I represent. They trust I have their best interests at heart, am anticipating what’s ahead and how to deal with it, and doing my utmost to ensure they achieve the desired results. I’m strategic in my marketing and negotiations, and maintain a space of open and honest communication with my clients throughout the entire process.” Gregory has an impressive track record with his listings, and on average they sell for significantly more than the seller’s asking price. “I utilize the tried-and-true methods of advertising a home, as well as more cutting edge techniques in the digital and social media realms. The magic happens when you combine those elements in a way that best promotes the property. Furthermore, I spend a considerable amount of time preparing the home for sale while generating momentum for the listing with a proprietary pre-marketing strategy. Our open houses are packed, and we sell quickly.” “I couldn’t be more thrilled with taking a chance on the real estate industry,” Gregory says. “I’m creating a business I can be proud of while mentoring agents on the team—and watching them succeed, as well. The best part is helping my clients achieve their real estate dreams and building lifelong relationships with them. This is a rewarding, exciting, and dynamic industry.” While still a self-proclaimed weather nerd, Gregory enjoys tracking storms and keeping up on the latest forecast models in his spare time. Beyond his passion for all things weather, his adventurous spirit pushes him to explore his boundaries and he has recently been getting into snowboarding, surfing, and scuba diving.

To learn more about Gregory Masi

call 310-488-4880, email gregory@gregorymasi.com or visit gregorymasi.com and facebook.com/GregoryMasiRealEstate www.

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MICHAEL ROCHA As the son of immigrants making their way bit by bit toward the American Dream, it was a lifelong dream of Michael Rocha to do his parents proud by striving for the American Dream. And along the way, he has helped make the American Dream a reality for many, many families in the California valley he’s called home all his life. In Northern California’s Central Valley, home to some of the fastest-growing communities in the state, he has represented buyers and sellers since entering real estate at a young age in early 2016. “I was set on starting in real estate upon graduating high school in 2009,” he says, noting that the worst recession since the Great Depression put that dream on hold while he worked other jobs and went to school to be a teacher. “I got talked out of being a teacher by teachers themselves, believe it or not!” he admits. “But a couple of years ago, the real estate flame was relit.” He took his courses, earned his license and began what has become a fast-growing real estate business as an

independent agent with Atlantic Realty in Stanislaus and Merced Counties. His growth is due to several factors, including his close network of first-time buyers, his fearless and consistent social media marketing and his personalized approach to every transaction. “I want to see my clients succeed as much as I want to succeed,” he says. “I am up front with them, setting them up to succeed.” With buyers, he ensures they understand every detail about a home before purchasing. “I do that even if it means they don’t end up buying a house because of what they learned,” says Michael. “I’ll never look back worrying that I persuaded someone to buy a home that wouldn’t be beneficial for them in the long run.” As Michael sees it, the money will come eventually. “The most important thing is my client’s happiness. I’m not looking for my own success with their purchase or sale; I’m looking for their success first.” When it comes to marketing homes, Michael has cracked the code in marketing listings, especially to first-time buyers. “Besides MLS and various web platforms and mailings to neighbors, I really like finding first-time homebuyers, and right now is through social media. Less than 18 months after opening his business, his Facebook and Instagram pages had collected nearly 2,000 followers combined. Regular posts about his listings and successful sales, plus current tips on home buying, financing and market conditions told to an audience of his peers, have endeared the masses to him in this Northern California valley about 100 miles east of San Francisco and 85 miles northeast of Silicon Valley. He becomes close with clients, who write online reviews and refer their friends to him. “The

people are the best part of real estate.” All those people appreciate the transparency, efficiency, openness and fun-factor Michael brings to the process. Locally, he is involved in several activities that also keep him visible simply by doing what he enjoys. “There’s a huge Portuguese population here,” he explains, describing his own heritage. “It’s so important to get the youth involved in keeping our traditions going.” To that end, Michael started his own English-language radio station for the Portuguese community. “Our goal is to reach out to those who don’t speak the language and bring them back into our culture. We want to make sure they get out and enjoy the festivals

and events celebrating our culture.” On his station, he covers sports games in addition to festivals and events and other news of interest. He also recently began doing sports commentary for the San Jose Earthquakes Major League Soccer team. And when he’s not helping clients or the community, Michael enjoys hiking and exploring the great outdoors, playing rugby, and spending time with family. For now, however, most of his personal focus remains on continuing to improve at his work, so that he can deliver the best possible results for his clients. “I respect my clients’ time and I am so grateful and honored they give me the opportunity to work with them.”

To learn more about Michael Rocha, visit michaelrocha.metrolistpro.com or facebook.com/MRochaHomes email mrocha@homesatatlantic.com or call 209.485.5228 http://

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives. But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. Top Agent Magazine

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Are You Doing Business As YOU On Facebook? Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page? Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?” The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use. Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times. We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers. They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you). 2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us. Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 34

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TRACY GUERRERO Tracy Guerrero cares deeply about her clients. She makes it a point to deliver amazing, seamless service, and they love her for it.

sure people know when it’s their home anniversary, gives updates on their equity, attends social events that they invite her to, and in turn invites them out to coffee or lunch. “I enjoy staying connected to my clients,” she says.

“I never want to forget that people move only a handful of times in their life,” she says. “We see clients moving every day, so I’m careful not to become callous to that fact. I’m caring and empathetic—sometimes to a fault I have been told. I pay attention to the client and remember that they’re going through a major change in their life.”

Her sphere of influence is a plus when it comes to marketing her listings. After staging the home and having photographs taken, she uses social media, including Facebook ads, to target the particular audience for that purchase price or location. Of course, she also uses all the standard marketing tools too, such as open houses, direct mail, door knocking, posting the listing on websites (Zillow, Trulia, realtor.com), email and text marketing, and broker caravans offering sneak previews to agents before the listing hits the market.

Tracy went through a major change in her own life after 9/11. She had been working as a fashion manager for about 10 years but had always had thoughts of being a real estate agent. After the 2001 attack, the company she was working for shut down. At that moment, she made the decision to go into real estate. She got her license in 2003 and has been successfully helping buyers and sellers achieve the American dream ever since. Today Tracy actively services the county of San Diego with an emphasis on East Chula Vista neighborhoods like Rolling Hills Ranch, Eastlake and Otay Ranch. Her caring approach brings results: She’s been named to the Coldwell Banker International President’s Circle for the last two years, and last year she ranked among the Top 20 Producers of the Coldwell Banker West Eastlake branch. Her clients keep returning and referring their friends and families, giving Tracy an 85 percent repeat/referral rate. It’s no wonder. She not only responds immediately when clients call, she’s also there for them throughout the process, even after they close escrow. When it comes to clients, every holiday is a big event— Tracy makes door-to-door gift deliveries. She also continues to bring value by sending mailers with useful information, makes

Even though real estate is a “24/7 gig,” Tracy loves it. “It’s so special to see people’s dreams come true, especially if it’s their first purchase,” she says. “As time passes, you see their families grow, babies being born, children graduating from college, getting married. You realize how much your business and your relationships have grown.” Tracy actively supports community events, including fundraisers for Rady Children’s Hospital and local schools, clothing and blanket drives her office sponsors, and just about any cause that comes her way. Her free time is family time. They love to cook out; walk their labradoodle, Marleau; and take advantage of San Diego’s beauty by enjoying concerts, art walks or the farmers’ market. Mainly, Tracy loves lounging at home. That down time gives her the energy and focus she needs for work, which includes a new development: her Coldwell Banker West division just partnered with Amazon to begin a Smart Home service. “We’ll send an Amazon representative to our client’s home, if they’re selling, and ask if they want to add on features that will make the property Smart Home Certified,” she says. “I’m super excited about it!” If the past is any indication, Tracy’s future is full speed ahead!

For more information about Tracy Guerrero of Tracy Guerrero Real Estate, Coldwell Banker West, La Mesa, California, please visit tracyguerrero.com, call 619-203-4336 or email tracyg247@gmail.com www.

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KRISTINA IRWIN Kristina Irwin has built a successful real estate career on honesty, friendship and a deep knowledge of Los Angeles, the city where she grew up. After a career in Public Relations and Marketing, Kristina felt ready for a change. When her mother suggested real estate might be a match for her skills, Kristina decided to give it a try. After receiving her license in 2011, she soon found real estate requires “blood, sweat and tears,” but her work ethic and love for people won out and she soon had a thriving business. She currently works as an agent at the Beverly Hills office of Douglas Elliman Real Estate.

best. She preps clients and guides them from beginning to end, telling them what to expect. She also hires professional photographers, and when needed, connects clients with home stagers. “I’m at every Open House and I call my clients after each showing. They appreciate that,” she says.

She serves the Westside of Los Angeles, a city she’s lived in since she was three years old. Approximately 80% of her business comes from repeat and referral clients. Why are her clients so eager to spread the word about Kristina? “I think it’s my personality and my willingness to work hard for them. And I think I mesh well with most people, which is a good thing,” she says with a humble smile. For Kristina, what’s most important is building trust and a friendship with her clients. She’s always down-to-earth and authentic and her care for her clients shines through. Her trustworthiness, combined with her expertise and professionalism, distinguish her from other realtors in the area. She keeps up with past clients, reaching out by phone to find out how they are doing, or sending cards for special occasions. “I connect with them. I’m their friend. And when they are ready to buy, they come to me,” she says. When it comes to marketing a property, Kristina works closely with clients to ensure the listing looks its absolute

After working with Kristina, her clients report that she put them at ease during every step of the process. She’s always available and easy to talk to. Kristina’s favorite part of the job is receiving an offer on a listing or finding a dream house for a client. She also loves telling clients they have an accepted offer on a house and enjoying all the happiness of that moment. “I feel like I’m right there with them,” she says. To give back to the community, Kristina is a member of the Beverly Hills Greater Los Angeles Association for Realtors. She’s also an active member of her church. “I’m always trying to do good work and better myself,” she says. She loves spending time with her three children (who are all under the age of nine) and her husband. To unwind, she enjoys shopping, reading a good book, listening to music, and dancing. For the future she hopes to expand her business. As a former student of acting, she’d love to be on an HGTV real estate show. “Merging my passion for real estate together with my love of acting would be an incredible dream come true,” she says. Now that’s a dream her clients and community would definitely love to see come to fruition!

To find out more about Kristina Irwin, contact her via email at kristina.irwin@elliman.com or by phone at 310-592- 2403. You can also check her out online at elliman.com/real-estate-agent/kristina-irwin/26067 www.

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.” Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes. There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component. It also may indicates a stubbornness that is the death knell of a healthy work environment. Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions? Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team. 38

THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement. No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition. Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future. Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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JORDAN A. NEDEFF Over the course of his twenty-year career, Jordan Nedeff has earned incisive experience in multiple industry roles. From working alongside developers at the outset of his professional foray to a thirteen-year tenure in lending, he has served in multifaceted capacities that have honed his eye for the real estate industry as a whole. Even when he was young, Jordan was inspired by his father’s work as an architectural engineer, and his fascination with property stayed with him as an adult. Today, Jordan works solo under the banner of the John Aaroe Group. There, he’s carved out an esteemed reputation for abiding professionalism, community-mindedness, and the ability to deliver proven results time and again. While he primarily serves the San Gabriel Valley communities of Pasadena, South Pasadena, La Cañada, Altadena, and Glendale, Jordan also goes where clients lead, representing property as far afield as Long Beach and Claremont. Regardless of a transaction’s locale, the central tenet of Jordan’s professional philosophy is personalized service that benefits buyers, sellers, and their communities at large. “It all comes down to working from a personal platform,” Jordan explains. “When you interact with your clients and they see you on a daily or weekly basis, they know who you are and what you stand for. Being involved in your community is also extremely important, because it’s our job to make our community better.” In addition to his passion for community-building through real estate and charitable partnerships, Jordan also places a strong emphasis on transparency and integrity when it comes to his relationships with clients. “There are always bumps in the road and obstacles,” he says. “But if you’re honest and genuine, and if you work hard—clients remember that.” With 100% of Jordan’s business built on repeat and referral clientele, he’s struck a resounding chord with those he serves. Beyond his affable working style and personality, Jordan is also consistent in delivering results. His intrepid negotiating skills, along with his specialized understanding of the area’s inventory and market, separates him from the average agent. What’s more, his embrace of emerging technologies ensures that his approach is always on the cutting edge—a value-add for clients in the greater L.A. area’s com-

petitive market. “Technology is constantly expanding and there are so many new opportunities to work smarter,” he says. For Jordan, that means making the most of digital marketing efforts when listing new properties. In addition to timing shoots and visits with key hours of the day—scenic twilight hours, for instance—he also utilizes social media and the leading digital listing platforms to promote ultimate visibility. Likewise, he branches out into localized print media to incorporate in-person, area-specific audiences. Though the level of detail and talent required to successfully buy or sell a property might seem overwhelming to some, Jordan believes that the transactional process doesn’t have to be high-stress for clients. “Purchasing and selling is not always a daunting process—it can be a fun,” he says. “But that’s why the relationship clients have with their agent is of utmost importance. It’s essential to establish a foundation of what the client wants to accomplish, in addition to his or her priorities. I really like my interactions with clients. It’s always a new challenge and adventure, and every day is different. There’s nothing more rewarding than guiding someone through one of the biggest investments of their lifetime.” To exercise his spirit of service, Jordan has long contributed to a variety of civic and charitable causes. He serves as a coach, board member, and referee for the American Youth Soccer Organization and serves on the board of the Pasadena’s Police Activity League, an organization supporting programs for local at-risk youth. Likewise, he hosts an annual charity tournament through his office and gives to a new children-focused charity each year, which have included Pasadena Pals, Rosemary’s Children’s Service, and the Children’s Hospital of Los Angeles—to name a few. He also serves on the board of the John Aaroe Group’s Charitable Foundation, which donates proceeds of their profits each quarter to a worthy cause. “I was fortunate enough to have great coaches in my life, and a lot of my free time is spent coaching now,” he reflects. “It’s so important to give back and it really does complete me as a person, absolutely.” As for the future, Jordan shows no signs of slowing anytime soon. He hopes to continue growing his business, without sacrificing the personalized, boutique-style service and accessibility his clients have come to expect. With two decades of industry insight in his arsenal and an authentic commitment to serving others on the path to homeownership, the best is assuredly still to come for Jordan Nedeff.

To learn more about Jordan Nedeff visit his website here, e-mail JordanANedeffRE@gmail.com, or visithttps://www.facebook.com/jordannedeffrealestate?rf=578111492308356 his Facebook page here. Top Agent Magazine

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