California 3-5-8 by Top Agent Magazine

CALIFORNIA EDITION

SUCCESS– These 7 Habits Are the Real Secret to Success Every Player is Valuable: HOW TO BOOST YOUR TEAM’S MORALE FEATURED AGENTS

NATASHA ANTONIONI & NICOLE SOLARI NANCY CERDA-ZEIN HIALYS SOUSA

COVER STORY

DEBBIE GATES

5 Tips to Make New Hires a LONG-LASTING SUCCESS How to Throw a CLIENT APPRECIATION EVENT No One Will Forget

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CALIFORNIA EDITION

HIALYS SOUSA NANCY CERDA-ZEIN NATASHA ANTONIONI & NICOLE SOLARI NATASHA ANTONIONI & NICOLE SOLARI

few back years after uprooting to California a proud mem Nancy Cerda-Zein real aestate social presence, As while promotin Solari and Natasha Antonioni got eachher start in Just brainstorming andmedia rub shoulders olariNicole and Natasha Antonioni each brainstorming sessions, andsessions, rub shoulders from Brazil at age 19, Hialys Sousa had learned Team (KBRET) 7 20 23 19 forged own to the real estate industry with the movers and shakers in the area.” This ir own paththeir to the realpath estate industry with the movers and shakers in the area.” This in 2007 at Century 21, where she’d meet her future exposure across the leading digital listinw two new languages, appreciation was takingfor college classes complete before friends they became friendstoand decided to join appreciation for the region’s tech-savvy to pro-havereceive y became andhusband, decided join the region’s tech-savvy Jose. Two years later, Nancy and Jose “It’s soproimportant an online prese forces. Nicole’s began four years ago, and worked two togressive three thinking jobsgressive atalso any given team. This includ thinking also cole’s journey beganjourney four years ago, lends itself to lends Nicoleitself and to Nicole and married and decided to begin their own venture, says. “It’s how you make the first impre to the Napa area, Natasha’s approach marketing. ing after to themoving Napa area, leaving behindleaving behind approach to life marketing. apply “We apply time. Determined to Natasha’s carve a meaningful for to“We websites; social m Zein Estate. Though himself, they launched make sure that our first TV impressions a successful careerCerda inindustry, the start-up industry, she a combination of traditional and cutting-edge ul career in the start-up she Real a combination of traditional and cutting-edge Hialys during that time saved enough and radio ar ad search new efforts and prochallenging digital marketing,” Nicole says. “We leave no archwas for innew and for challenging digital marketing,” Nicole says. “We leave no their amidst aprotrying downturn, Nancy knew orable and stand out in people’s money that he could begin investing in real effort. “At minds any g fessional horizons. After earning stone We Nancy don’t wait buyers horizons. After earning her license stone unturned. Weunturned. don’t wait buyers toforher they had to stayherthelicense course. “We decided in his and teamtomake anwhich effortincre to estate.we Hewere bought first house at the age of for ings, 2014,established she swiftlyherself established come property; find a listed we put the home she in swiftly as a herself as a come find a listed we property; put the home this together,” she remembers. “We knew what our sonal touch to those they serve. “I love 23. “By age 27, I owned seven of buyer—sometimes prospective buyer real estateinpowerhouse one of the country’s inright frontbuyer—sometimes of the right before powerhouse one of the in country’s in front and of therented before but knowwas still living at my mom’s skillset was andNicole that we through, help people,” mostmarkets. competitive markets. In 2015, met had to pushthem, they know they’re even interested in Nancy buying.”says. “It goes beyo petitive In 2015, Nicole met they know they’re evenhouse!” interested in buying.” says.we “My real estate agent atPrethemarketing time said, “I We’re like helping fa while her representing her family as their efforts through SEO andaSEM, whileNatasha representing family their Pre- marketing efforts through SEO andor SEM, ing thatas if we could make it throughhethis, could deal signing contract. honest GATES NANCY CERDA-ZEIN HIALYS SOUSA NATASHA ANTONIONI agent.both At the time, both DEBBIE were relatively new the area struck upaspretty as well as of this; social media,you the leading digital ‘You’re aggressive about have just like sa the time, were relatively to the area andtostruck upand as well utilization of utilization social media, the leading digital listing platmake itnew through anything. That comes through in ents and putlisting their platneeds first. WeI did,” assess &the NICOLE SOLARI an easy friendship. Natasha wasintrigued immediately intrigued by business forms, and comprehensive buyer Nicole and Natasha endship. Natasha was immediately by the business forms, and comprehensive buyer profiles allowprofiles Nicole allow and Natasha ever thought about doing this for a living?’” knew me from how wesuccess, do business: we’re not just here for the and let people know what the best cou impressed Nicole’s whirlwind success, making the to decision target their marketing efforts with precision, yielding exceptional ssedand with Nicole’s with whirlwind making the decision target theirtomarketing efforts with precision, yielding exceptional nothing at age 19 and that I good times, we’re here for our clients through the is for them—even if that means hangin soonher after to earn her Now, own license. Now, Nicole of the results on behalf of“We’re theirhis clients. “We’re the marketand by being to earn own license. Nicole Broker OwnerBroker of the Owner results on therefore, behalf of their clients. disrupting thedisrupting market being In 2014, Hialys earned license and beganby repreexperienced his service times, toinhelp them achieve their goals.” property waiting to sell. It’s all about helping pe Group, Inc.,difficult with Natasha leading the charge in opening a new betterour andcompetitors driving ourtocompetitors to beand better,” Nicole explains. “It’s oup,Solari Inc., with Natasha leading the charge opening a new better and driving be better,” Nicole explains. “It’s senting buyers, sellers and other real estate investors across the accent that he jokes that Napa officeaand opening a luxury division. All told, the Solarisatisfying Group, knowing satisfying thatcan consumers can turn to us and have a good ce and opening luxury division. All told, the Solari Group, that knowing consumers turn to us and have a good ting them in the best they can be in.” California’s Tulare Kings County andposition Inc.out hasancarved outreputation an intrepid for forward-thinking, tech inCounty the marketplace.” Inofhas fact, Nicole hasnumber become thefluency numberin English, Spanish arved intrepid forreputation forward-thinking, choice in the choice marketplace.” In and fact, parts Nicole become the Today, Nancy and Jose are tech based in Alameda, where they were “I know a lot of heading peoplewhile andnumber most of my busiability service results that delivers with a personal fact,agent theCounty. onemarketplace, agent in her marketplace, heading the number team and to help all kinds o vicesavvy that delivers with aresults personal touch. In fact,touch. the InFresno one in her while the one team and one his raised. While they largely serve clientele in afeat the Eastthis To four give back totruest their hometown Alameda commu ness comes from network IBay created when Itruest was working attoaatestament the same he say Group,191 Inc.both guided 191success families success in and 261 accomplishing featyears—the within years—the to a information,” oup,Solari Inc. guided families to in to 2016, and 2612016, accomplishing this within four testament region, they also cater to the Bay Area as a whole. Likewise, and Jose are active in a variety of charitable families in 2017—a in such amarket. competitive market. visionary business model. Visalia,” says Hialys. “In fine-dining restaurant in downtown is how fast we get to that effor info n 2017—a staggering featstaggering in such a feat competitive visionary business model.

CONTENTS

the beginning, 70% of my business from the people Cerda Zein Real Estate enjoys a dynamic business model, blend- came regular givers to that theIAlameda Educational Founda

4) SUCCESS–THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

17) 5 TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS

13) HOW TO THROW A CLIENT APPRECIATION EVENT NO ONE WILL FORGET

21) EVERY PLAYER IS VALUABLE: HOW TO BOOST YOUR TEAM’S MORALE

Primarily serving the Northern California market, focus onback Tothe give back to the community they each call home, the Solari Group, serving the Northern California market, with a focus with on a met To give to community eachmy call home, the Solari Group, there. But after a while, Ithey found comfort zone reaching the community’s confi ing comprehensive property management services with part-time which they sponsor a localGiven classroom annually. Addi Solano and Napa Counties, Nicole have and Natasha earnedout a robust Inc. is active as part of the Napa Chamber of Commerce, where d Napa Counties, Nicole and Natasha earned ahave robust Inc. is active as part of the Napa Chamber of Commerce, where they tosellers, other sources of business.” to thethey point where he & is buil and full-time agents serving buyers and as well. “We’re a recently became involved with Alameda Boys Gir repeatclientele. and referral clientele. Intheir considering their professional often plan community and executebuilding community and neighborhood peat rate and of referral In considering professional often help plan andhelp execute and building neighborhood team. Through that team he w fullya to functioning anddoesn’t we all that work together,” Nancy explains. both grew up and wentFortoher school approach, cites commitment toteam nextthat level service doesn’t such as group garage sales and house part, here,” Nancy sa Nicole cites a Nicole commitment next level service events such asevents group garage sales and house clean-ups. Forclean-ups. her part, Professionalism and responsiveness what keep people loyal to the American Dream and als skimp on theoffer details. “We whitecomponent glove service,” says. “Many Nicole sets quarterly thatwith are paired with charitable giving, the details. “We white glove service,” she says. “Many Nicole sets quarterly goals that aregoals paired charitable giving, With a offer sizable of she repeat and referral business, Nancy about our community, and we want to make sure tha Hialys. their needs ahead of mine. RealInestate is my livbackboth to cherished, local co agents treatasthe process as ateam transactional exchange, but for us it’s all“I matched by accountability partners. their remaining free hours, at the process a transactional exchange, for us it’son all strong matched byput accountability partners. In their remaining free hours, both and the focusbutforemost communication and roundto help out in any way that we can.” In their remainin ing, but I only getenjoy my Natasha reward afterofathey what theyiswhile want,” making time for adve about relationships. wanttoour to get what and Nicole and enjoy goodget glass ofNicole wine, Nicole enjoys is an avid tionships. We want our We clients get clients what they want andthey want Nicole and Natasha a good glass wine, while an avid accessibility. “JoseThat andpersonalized I he have always been go-getters,” Nancy and her husband most enjoy cheering on theira feelit.good about it.the-clock We treat clientsThat like family.” runner and often in half-marathons. She most enjoys spending says. Heraces never calculates a possible commission until after snowboarding or skydiving, about We treat our clients likeour family.” personalized runner and often inraces half-marathons. She most enjoys spending she says. “We make it happen and all our clients know we’re always their various sporting events throughout the year. approach includes a strategic follow-up process keeps clients quality time with her husband and son. Natasha is also an avid exerincludes a strategic follow-up process that keeps all that clients quality time with her husband and son. Natasha is also an avid exerreceiving a check at the closing. “If I do the right thing, that necessary relaxation. in the loop after the closing table.residents From monthly hours through yoga, andattentiveness has developed a skiing. new love for skiing. She also p long after thelong closing table. FromFrom monthly cocktail hours ciser through yoga, and has developed a new love for She also accessible. and cocktail owners, to those buying orincludes selling comes.” His ciser hard work to every detail. to hosting brainstorming sessions for area entrepreneurs, and relishes time withisand her husband andahead, two daughters. brainstorming sessions for area entrepreneurs, Nicole that and ifNicole relishes time herspent husband two daughters. property—our clients know they call us,spent even in the middle Looking Nancy and thealso team have plansm With listings, forwith example, he patient; high-quality phoHialys always remains prizetheir andconnections nurture theirwithin connections within their community. rizeNatasha and nurture their community. tography place carefully readying all the aspects home forof their perseverance. worked twot of the night, we’re right there to pick up the takes phone. Realafter estate is plangrowing business, “I particularly Looking Nicole and Natasha plan building to continue Looking ahead, Nicoleahead, and Natasha to continue on building on showing. “And as soon as we have a contract signed, I put up money and owning seven scen hom part of our lifestyle, and it doesn’t just end at five o’clock. Our management offerings as the investor real estate Nicole and Natasha’sis philosophy is steeped in their strategy, success, refining systems and processes results to maximize ore, What’s Nicole more, and Natasha’s philosophy steeped in strategy, success, their refining systems and processes to maximize for results for the ‘Coming Soon’ sign and make four phone calls I’mto leavhome,” he says. “Formore Millen with a focus onof being ahead ofcount thea curve. “I’mno aperson total people person team and clients alike. with an as impressively strong market us on being ahead the curve. total their team andtheir clients alike. Now, with an Now, impressively strong market clients can“I’m onpeople us, matter what hour.” Area continues skyrocket. Today, with th theand house,” says Hialys. Given his contacts investors today, but I love taking the tim and nothing makes mehelping happierpeople than helping people live their ing dreams,” debut andambition unflinching ambition focused the years to come, Nicole ng makes me happier than live their dreams,” debut unflinching focused onof theexperience years with tooncome, Nicole behind her and a decisive eye towar says. both the of cutting edge of whatever Solari, Natasha and theare Solari are bound new and prospective buyers, he typically at leastTeam four people Being ays.Natasha “We both like“We being onlike the being cuttingonedge whatever Solari, Natasha Antonioni, andAntonioni, the Solariknows Team bound to reach new to reach When it comes to marketing listings, from available units to the best is assuredly still become to comehomeowners.” for Nancy Cerdaworking We bring together entrepreneurs, host dinners and in the ahead.of listing he takes. kingwe’re on. We bring on. together entrepreneurs, host dinners and heights in the future ahead. who may be heights interested infuture each kind just a source of pride for Hial

resale properties, Nancy and her team make full use of digital marketing’s vast reach—an especially important variable in the Phone 888-461-3930 Fax tech-heavy NorCal region.| To do 310-751-7068 this, they mindfully grow their

team at Cerda Zein Real Estate. “It’s not just about b finally reflects. “Our clients become a part of our l relationships with them don’t end with the transactio

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To learn more about Nicole Solari email Nicole@SolariTeam.com. To learn more about Nicole Solari email Nicole@SolariTeam.com. To learn more about Natasha emailmore Natasha@SolariTeam.com. To learn more about Natasha AntonioniAntonioni email Natasha@SolariTeam.com. To learn about Hialys Sousa, visit To learn more about Solari visit SolariGroupInc.com. To learn more about the Solarithe Team visitTeam SolariGroupInc.com.

x441583.you or go to Facebook, email Hsousa@kw.com or cal www.

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Successâ&#x20AC;&#x201C; These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all? The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 4

their lives donâ&#x20AC;&#x2122;t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few. It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests? Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life. Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty. Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest. Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

BE FEARLESS Successful people know that to give in to fear is a choice. They donâ&#x20AC;&#x2122;t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears. All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, donâ&#x20AC;&#x2122;t give up if you fail the first time. You must always try and try again.

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DEBBIE GATES Top Agent Magazine

DEBBIE GATES Top Agent Debbie Gates of Century 21 Troop Real Estate in Southern California’s Ventura County is among that elite group of real estate agents who have found stellar success by putting their client’s interests front and center. Approaching every transaction with authenticity and a true servant’s spirit, Debbie found herself ranked in 2017 as the number three producer among all Century 21 agents nationwide, and number one in the affluent Simi Valley. A former flight attendant, Debbie switched careers in 2004 after deciding she wanted to 8 Copyright Top Agent Magazine

spend more time with her two children. “I merged my customer service background and what I learned studying Communications at California State University Northridge,” she explains. “I’m a very friendly, people-oriented person, and I had bought and sold houses myself, so I decided real estate was an endeavor I wanted to try my hand at.” This decision has paid off handsomely for Debbie, and she has earned herself a solid reputation as a Realtor who can be trusted with what is often the most important financial decision of her client’s lives. Top Agent Magazine

Debbie Gates and Associates is comprised of Debbie and her sister-in-law, Brook Murray. “Brook has been a tremendous asset to me,” says Debbie. “Everyone just adores and loves her. So even though all my clients get one-on-one interaction with me, she’s been a gift from heaven.” Brook, a former film industry employee, shares Debbie’s love of people and the connections and relationships a career in real estate provides. “I just like people,” says Brook. “Whether someone buys a house or not is not my primary motive. It’s more about creating Top Agent Magazine

relationships and helping people find their new happy place. It makes me feel that I’m doing good for others.” When speaking with Debbie, one can’t help but be impressed by her enthusiasm, gregarious nature and affability. When she speaks of her clients, her genuine concern for them comes across loud and clear. “This isn’t a business about making money for me,” she says. “This is a business about people, and I just love making these people’s dreams come true.” Copyright Top Agent Magazine 9

As a Premier Agent on Zillow, Debbie can boast a perfect five-star rating comprised of scores of glowing reviews. Among the many testimonials is this one that perfectly illustrates the gratitude her clients feel for her and the exceptional service she provides: â&#x20AC;&#x153;Debbie is the pro of pros. We had two houses in the deal. One to sell and one to buy. She got it done and on time! I couldnâ&#x20AC;&#x2122;t think of anyone else I would trust with a deal like this. She nego10Copyright Top Agent Magazine

tiated all the tiny bumps into smooth sailing. Fantastic is the word that describes her.â&#x20AC;? 2017 was a difficult year for Debbie, one that forced intense introspection. In addition to losing her beloved sister, Debbie was also present at the Route 91 Festival that was the target of the infamous Las Vegas Shooting on October first of that year. Though she and her nine girlfriends who were present survived Top Agent Magazine

the ordeal, the trauma of that event forced her to do some soul-searching. “I lived through that absolute terror,” she explains, “and when I was finally able to go home and put my life in perspective, I thought, ‘am I really doing what I love?’ and I came to the conclusion that I was saved for a reason and that I’m Top Agent Magazine

doing what I’m supposed to be doing. I really feel that it’s a gift and I want to continue to make people happy.” When Debbie isn’t working, she enjoys nothing more than spending time with her two daughters and her husband. “We love to Copyright Top Agent Magazine11

travel,” she says, “and see different places. It makes me so happy to see my daughters evolving into such strong, beautiful women.” Looking to the future, one would be hardpressed to see anything but continued success

for this self-made dynamo and true survivor. “I want to continue to grow and keep making a difference in people’s lives,” she says. “I have always been a leader, but now it’s fierce. I get up every morning excited by life.”

For more information about

DEBBIE GATES,

please call 805-428-1100 or email HomesWithDebbie@yahoo.com 12Copyright Top Agent Magazine

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estateâ&#x20AC;&#x201D;an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year. Top Agent Magazine

Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and youâ&#x20AC;&#x2122;ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests. Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well. By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too. Theme Your Event Whether the area’s high school sports team has made it to the state champion14

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why? The hiring and training process is time-intensive and doesnâ&#x20AC;&#x2122;t come cheap. This means that makTop Agent Magazine

ing a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles. If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

2. Build in some perks While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team. Likewise, the right candidate will return the favor and invest his or her energies into their new role.

3. Get a sense of big-picture career plans Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision. That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic 18

expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another? Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

4. Keep the lines of communication open Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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NATASHA ANTONIONI & NICOLE SOLARI Nicole Solari and Natasha Antonioni each forged their own path to the real estate industry before they became friends and decided to join forces. Nicole’s journey began four years ago, after moving to the Napa area, leaving behind a successful career in the start-up industry, she was in search for new and challenging professional horizons. After earning her license in 2014, she swiftly established herself as a real estate powerhouse in one of the country’s most competitive markets. In 2015, Nicole met Natasha while representing her family as their agent. At the time, both were relatively new to the area and struck up an easy friendship. Natasha was immediately intrigued by the business and impressed with Nicole’s whirlwind success, making the decision soon after to earn her own license. Now, Nicole Broker Owner of the Solari Group, Inc., with Natasha leading the charge in opening a new Napa office and opening a luxury division. All told, the Solari Group, Inc. has carved out an intrepid reputation for forward-thinking, tech savvy service that delivers results with a personal touch. In fact, the Solari Group, Inc. guided 191 families to success in 2016, and 261 families in 2017—a staggering feat in such a competitive market.

brainstorming sessions, and rub shoulders with the movers and shakers in the area.” This appreciation for the region’s tech-savvy progressive thinking also lends itself to Nicole and Natasha’s approach to marketing. “We apply a combination of traditional and cutting-edge digital marketing,” Nicole says. “We leave no stone unturned. We don’t wait for buyers to come find a listed property; we put the home in front of the right buyer—sometimes before they know they’re even interested in buying.” Pre- marketing efforts through SEO and SEM, as well as utilization of social media, the leading digital listing platforms, and comprehensive buyer profiles allow Nicole and Natasha to target their marketing efforts with precision, yielding exceptional results on behalf of their clients. “We’re disrupting the market by being better and driving our competitors to be better,” Nicole explains. “It’s satisfying knowing that consumers can turn to us and have a good choice in the marketplace.” In fact, Nicole has become the number one agent in her marketplace, while heading the number one team and accomplishing this feat within four years—the truest testament to a visionary business model.

Primarily serving the Northern California market, with a focus on Solano and Napa Counties, Nicole and Natasha have earned a robust rate of repeat and referral clientele. In considering their professional approach, Nicole cites a commitment to next level service that doesn’t skimp on the details. “We offer white glove service,” she says. “Many agents treat the process as a transactional exchange, but for us it’s all about relationships. We want our clients to get what they want and feel good about it. We treat our clients like family.” That personalized approach includes a strategic follow-up process that keeps all clients in the loop long after the closing table. From monthly cocktail hours to hosting brainstorming sessions for area entrepreneurs, Nicole and Natasha prize and nurture their connections within their community.

To give back to the community they each call home, the Solari Group, Inc. is active as part of the Napa Chamber of Commerce, where they often help plan and execute community building and neighborhood events such as group garage sales and house clean-ups. For her part, Nicole sets quarterly goals that are paired with charitable giving, matched by accountability partners. In their remaining free hours, both Nicole and Natasha enjoy a good glass of wine, while Nicole is an avid runner and races often in half-marathons. She most enjoys spending quality time with her husband and son. Natasha is also an avid exerciser through yoga, and has developed a new love for skiing. She also relishes time spent with her husband and two daughters.

What’s more, Nicole and Natasha’s philosophy is steeped in strategy, with a focus on being ahead of the curve. “I’m a total people person and nothing makes me happier than helping people live their dreams,” Natasha says. “We both like being on the cutting edge of whatever we’re working on. We bring together entrepreneurs, host dinners and

Looking ahead, Nicole and Natasha plan to continue building on their success, refining systems and processes to maximize results for their team and clients alike. Now, with an impressively strong market debut and unflinching ambition focused on the years to come, Nicole Solari, Natasha Antonioni, and the Solari Team are bound to reach new heights in the future ahead.

To learn more about Nicole Solari email Nicole@SolariTeam.com. To learn more about Natasha Antonioni email Natasha@SolariTeam.com. To learn more about the Solari Team visit SolariGroupInc.com. www.

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NANCY CERDA-ZEIN Nancy Cerda-Zein got her start in real estate back in 2007 at Century 21, where she’d meet her future husband, Jose. Two years later, Nancy and Jose married and decided to begin their own venture, Cerda Zein Real Estate. Though they launched their efforts amidst a trying downturn, Nancy knew they had to stay the course. “We decided we were in this together,” she remembers. “We knew what our skillset was and that we had to push through, knowing that if we could make it through this, we could make it through anything. That comes through in how we do business: we’re not just here for the good times, we’re here for our clients through the difficult times, to help them achieve their goals.” Today, Nancy and Jose are based in Alameda, where they were both raised. While they largely serve clientele in the East Bay region, they also cater to the Bay Area as a whole. Likewise, Cerda Zein Real Estate enjoys a dynamic business model, blending comprehensive property management services with part-time and full-time agents serving buyers and sellers, as well. “We’re a fully functioning team and we all work together,” Nancy explains. With a sizable component of repeat and referral business, Nancy and the team focus foremost on strong communication and roundthe-clock accessibility. “Jose and I have always been go-getters,” she says. “We make it happen and our clients know we’re always accessible. From residents and owners, to those buying or selling property—our clients know that if they call us, even in the middle of the night, we’re right there to pick up the phone. Real estate is part of our lifestyle, and it doesn’t just end at five o’clock. Our clients can count on us, no matter what hour.” When it comes to marketing listings, from available units to resale properties, Nancy and her team make full use of digital marketing’s vast reach—an especially important variable in the tech-heavy NorCal region. To do this, they mindfully grow their

social media presence, while promoting maximum exposure across the leading digital listing platforms. “It’s so important to have an online presence,” Nancy says. “It’s how you make the first impression, so we make sure that our first impressions are very memorable and stand out in people’s minds.” Likewise, Nancy and her team make an effort to impart a personal touch to those they serve. “I love being able to help people,” Nancy says. “It goes beyond closing a deal or signing a contract. We’re honest with our clients and put their needs first. We assess the situation and let people know what the best course of action is for them—even if that means hanging onto their property and waiting to sell. It’s all about helping people and putting them in the best position they can be in.” To give back to their hometown Alameda community, Nancy and Jose are active in a variety of charitable efforts. They are regular givers to the Alameda Educational Foundation, through which they sponsor a local classroom annually. Additionally, they recently became involved with Alameda Boys & Girls Club. “We both grew up and went to school here,” Nancy says. “We care about our community, and we want to make sure that we are able to help out in any way that we can.” In their remaining free hours, Nancy and her husband most enjoy cheering on their three sons at their various sporting events throughout the year. Looking ahead, Nancy and the team have plans to continue growing all aspects of their business, particularly their property management offerings as the investor real estate scene in the Bay Area continues to skyrocket. Today, with more than a decade of experience behind her and a decisive eye toward the future, the best is assuredly still to come for Nancy Cerda-Zein and the team at Cerda Zein Real Estate. “It’s not just about business,” she finally reflects. “Our clients become a part of our lives, and our relationships with them don’t end with the transaction.”

To learn more about Nancy Cerda-Zein

e-mail nancy@cerdazein.com, visit cerda-zein.com, call (510) 295 – 9528, or visit her Facebook page here. www.

http://facebook.com/cerdazeinrealestate

Every Player is Valuable: How to Boost Your Teamâ&#x20AC;&#x2122;s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly. Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious. Here are some things that you can do to increase morale and productivity in your workplace: 21

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team. An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too. Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees. Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit. Top Agent Magazine

HIALYS SOUSA Just a few years after uprooting to California from Brazil at age 19, Hialys Sousa had learned two new languages, was taking college classes and worked two to three jobs at any given time. Determined to carve a meaningful life for himself, Hialys during that time saved enough money that he could begin investing in real estate. He bought his first house at the age of 23. “By age 27, I owned and rented seven of them, but was still living at my mom’s house!” he says. “My real estate agent at the time said, ‘You’re pretty aggressive about this; have you ever thought about doing this for a living?’” In 2014, therefore, Hialys earned his license and began representing buyers, sellers and other real estate investors across California’s Tulare County and parts of Kings County and Fresno County. “I know a lot of people and most of my business comes from a network I created when I was working at a fine-dining restaurant in downtown Visalia,” says Hialys. “In the beginning, 70% of my business came from the people that I met there. But after a while, I found my comfort zone reaching out to other sources of business.” Professionalism and responsiveness what keep people loyal to Hialys. “I put their needs ahead of mine. Real estate is my living, but I only get my reward after they get what they want,” he says. He never calculates a possible commission until after receiving a check at the closing. “If I do the right thing, that comes.” His hard work includes attentiveness to every detail. With listings, for example, he is patient; high-quality photography takes place after carefully readying the home for showing. “And as soon as we have a contract signed, I put up the ‘Coming Soon’ sign and make four phone calls as I’m leaving the house,” says Hialys. Given his contacts with investors and prospective buyers, he typically knows at least four people who may be interested in each kind of listing he takes.

As a proud member of the Kevin Blain Real Estate Team (KBRET) with Keller Williams, his sellers also receive complete marketing package supported by the team. This includes online syndication to hundreds of websites; social media marketing; flyers and postcards; TV and radio ads; and the brokerage’s inside-sales effort. “At any given time, our team has 100+ listings, which increases the chances that some of those prospective buyers will buy a home that is listed by us.” “I like helping families achieve the American Dream, just like I did,” says Hialys. “In the beginning, people knew me from my story, that I moved here with nothing at age 19 and that I worked hard.” They then met him and experienced his service-driven approach, his kindness and the accent that he jokes that he still hasn’t been able to shed. His fluency in English, Spanish and Portuguese, however, increases his ability to help all kinds of people. “Every agent has access to the same information,” he says. “What sets apart the better agents is how fast we get to that information and how responsive we are.” Given the community’s confidence, Hialys has grown his business to the point where he is building a team inside the Kevin Blain team. Through that team he will serve more families in achieving the American Dream and also extend himself personally, giving back to cherished, local communities. Personally, Hialys also enjoys making time for adventure sports like motorcycle riding, snowboarding or skydiving, as well as quick trips to the beach for necessary relaxation. Hialys also always remains mindful of the value of hard work and perseverance. “I worked two or three jobs until mid-2017, saving money and owning seven homes before even moving into my own home,” he says. “For Millennials, it can be hard to own a house today, but I love taking the time to help people learn how they can become homeowners.” Being an inspiration to others is more than just a source of pride for Hialys; it’s a responsibility.

To learn more about Hialys Sousa, visit x441583.yourkwagent.com or go to Facebook, email Hsousa@kw.com or call 559.802.0348. www.

https://www.facebook.com/hialys.sousa

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