California 4-16-18 by Top Agent Magazine

CALIFORNIA EDITION

BE THEIR REALTOR® FOR LIFE: How to Build a Relationship With Your Clients that Will Last a Lifetime

PETER MILLER

MILLA PARISER

COCO SHELBURNE

5 Morning Habits to MAKE YOUR DAY SUPER PRODUCTIVE A Step-by-Step Guide to CONVERTING INTERNET LEADS TO REAL LIFE SALES When it’s Time for a HOME OFFICE

JOE FRAZZANO

CHRISTIAN STONE

3 Ways Joining a Professional Organization Can MAKE YOUR BUSINESS BETTER

COMPLETE RETROFITTING AND WATER CONSERVATION COMPLIANCE (PER SENATE BILL NO. 407)

LGS was founded in 1987 to assist Realtors in meeting mandatory requirements prior to the close of escrow. As the list of requirements grew, so did we! LGS has been committed to providing the professional service necessary to successfully meet our customer's needs. One hundred percent customer satisfaction is not only our goal, but it is our mantra. n

n n n n n n

etrofitting Inspections R and Noncompliant Plumbing Disclosures Los Angeles DWP Certificate of Compliance Seismic Earthquake Valves Low Flush Toilets Water Heater Straps Smoke Detectors Carbon Monoxide Detectors Window Glazing

License Number 900919

Call 1-800-771-5971 or visit us at www.lgscompliance.com email info@iusecompliance.com Top Agent Magazine

CALIFORNIA EDITION

PETER MILLER

MILLA PARISER

COCO SHELBURNE

JOE FRAZZANO

CHRISTIAN STONE

CONTENTS 4) BE THEIR REALTOR® FOR LIFE: HOW TO BUILD A RELATIONSHIP WITH YOUR CLIENTS THAT WILL LAST A LIFETIME 9) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE 13) 3 WAYS JOINING A PROFESSIONAL ORGANIZATION CAN MAKE YOUR BUSINESS BETTER

17) A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES 21) 9 THINGS THE BEST LEADERS NEVER SAY 24) WHEN IT’S TIME FOR A HOME OFFICE

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

Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon. Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients. 4

Top Agent Magazine

1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something. People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation. Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have. After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting. Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

Top Agent Magazine

contact to determine how comfortable they are. When someone avoids eye contact that could mean they are not engaged in the conversation. A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business. 6

Top Agent Magazine

PETER MILLER Top Agent Magazine

PETER MILLER Peter Miller was in the midst of a successful career in magazine publishing when he decided to switch gears. He’d longed for the chance to direct his own professional path, and his wife’s work as a real estate agent inspired him to give the industry a chance. Eighteen years later, Peter has carved out a noteworthy reputation alongside his wife and business partner, Deborah. Now, they head an incisive real estate group that has built their business based on personalized service, strategic execution, and a commitment to their clients’ respective goals. Today, Peter and his team prefer to go where clients lead, buying and selling all across the Los Angeles region, with a particular specialty in new construction properties. Past and pending projects have taken them to numerous neighborhoods and areas of the city, including Beverly Hills, Mar Vista, West Hollywood, South Bay, and the Valley—to name just a few. All the while, Peter and his team have built a robust portion of their business through repeat and referral clientele—the highest praise clients can give. At the heart of his professional philosophy, Peter cites a commitment to good communication and listening as foremost drivers of his success to date. “Too often, realtors don’t stop talking—but it’s our job to listen,” Peter says. “Buyers and sellers tell you exactly what they want, and what their needs and goals are. If you’re willing to put the time in and listen, this industry will work for you. What we promise is what we deliver, and that’s how we operate as a group. We take the time to get to know our clients and get in touch with what their goals are.” To market listings, Peter draws upon his prior professional experience in publishing to create compelling print ads and drum up interest in properties headed to market. All the while, he’s witnessed the power of digital marketing through the global platform of his banner company, Keller Williams. Accordingly, he makes major marketing strides online, as well.

“The power of our international operation has really surprised me and opened my eyes to just how many people are shopping online,” he says. “I’m a student of the business. I learn something every day and I make sure I stay up-to-date on the market. Each area and project are different, and you can’t use the same strategies every time. You have to elevate your game to meet the needs of your clients. I’m in it every step of the way.” In addition to Peter’s professionalism and willingness to rise to a challenge, he also emphasizes the importance of a last interpersonal connection. “We’re not in competition with anyone else, we’re in competition with ourselves,” he says. “We want to continue to build on the relationships that we have, create new relationships, and retain what we have. It’s one thing to take clients on, it’s another thing to keep them.” To give back to his Los Angeles community, Peter participates in charitable efforts through Keller Williams. For the past four years, he’s also served as President at CHAMPS Charter School of the Arts in Van Nuys, from which both of his daughters graduated. In his remaining free hours, Peter most enjoys hanging out with Deborah and their two daughters and two dogs, traveling, and trying new wines. Looking ahead, Peter has plans to continue growing his business, maintaining the client relationships that have kept his business thriving for eighteen years. For now, he’ll continue to serve the aspiring buyers and sellers of the Los Angeles region he calls home. In considering what he has enjoyed most over the course of his nearly two-decade long career, Peter remembers the fulfilment derived from a role serving others. “It’s a really rewarding feeling to help a client from start to finish,” he reflects. “Whether they’re first-time buyers, developers going through entitlement, or a mature couple downsizing—it’s really wonderful to be someone who can help put all the pieces in place and make it work for them.”

To learn more about Peter Miller, email plmgrp@aol.com, visit partnerssellhomes.com, or call 818 – 501 – 2752 www.

5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

Top Agent Magazine

2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts. Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect. Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

Top Agent Magazine

MILLA PARISER 11

MILLA PARISER There are few agents working in the industry who can lay claim to having sold twenty-four million dollars in their very first year in the business. Top Agent Milla Pariser is among this rare group, and is rapidly establishing herself as a force to be reckoned with. Working with Rodeo Realty in the upscale Los Angeles suburb of Calabasas, she possesses a natural ability to relate to her many clients, and eschews hard-sell methods in favor of a more down-toearth, easy-going approach that her many clients clearly appreciate. Milla began her journey in real estate nearly twenty years ago, when she was searching for a new passion in life. That direction turned out to be flipping homes for profit, an endeavor she was highly successful at. Buying distressed properties at auction and making them beautiful was a passion of hers long before the HGTV-inspired flip-craze was ignited, which eventually made the venture less lucrative. Upon realizing that the agent she was utilizing to sell her properties was making a larger commission than the profit she was earning, she decided to get her real estate license. That was in March of 2017, and within the year she had achieved stunning success, including the sale of a sixteen-million-dollar home which was the highest sale in the entire San Fernando Valley that year, and also the third-highest sale ever in the community of Hidden Hills. That sale pushed her first-year sales to an almost unheard-of year-end total of over twenty-four million dollars in closed transactions. Despite her success, Milla does not consider herself to be a salesperson. “I’m just a people person,” she says. “I love every client I have worked with over the last year. I truly care about them and their happiness.” Despite her extraordinary success right out of the gate, it’s the more personal side of the industry that Milla finds the most rewarding. “I love people. What I have found over the past year, is that I have been able to meet so many fantastic individuals. Seeing their happiness when I find them the perfect home, is the ultimate reward” Going above and beyond for her clients is a hallmark of Milla’s approach to real estate. “I will never give up on a client,” she says. “I will do everything and go way beyond just writing an offer

and handing them their keys. I’m a full-service agent. A lot of my clients come from out of state or out of the country, and they don’t know how things are done here. They need someone they can trust when they get here, they need my help with everything.” This appreciation Milla shows for her clients is clearly reciprocated, as evidenced by these glowing testimonials on Zillow.com: “Milla is an incredible realtor. She was incredibly patient with my husband and I during our search for investment properties, and successfully guided us in our decision process. She is highly knowledgeable in the real estate and investments market. Her professionalism, honesty and integrity is one of a kind. We highly recommend her. We will use Milla again in any and all of our real estate transactions. It was a pleasure working with her.” “I can’t say enough good things about Milla. She is the definition of going the extra mile for her customers and I couldn’t be happier we found her. We are first-time home buyers and she’s been holding our hands and taking all the time in the world to guide, help us and answer all the billions of questions we had. She cares so much about what we are trying to achieve and has been an essential and irreplaceable part of this process. Milla, thank you for everything you have done and continue to do (even after the home has been purchased). I’d highly recommend her - she will be our real estate agent for life.” Milla, who has dedicated much of her life to helping troubled teens, also continues to work flipping homes on the side. She also enjoys dancing, attending movies and spending time with her friends. As for the future, Milla is looking forward to growing her business and ultimately becoming a part of a successful team. “I’d like to get a little more organized,” she laughs, “and I’d love to find a great partner, too. I think its important to choose the right team for your dreams. You need four kinds of people to succeed: models who inspire you by their example, mentors who coach you, partners who share your dreams and work with you, and friends who love, support and inspire you.”

For more information about Milla Pariser, please call 818 - 271 - 1233 or email Milla@MillaPariserRealEstate.com 12

3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale. How can you make the most of your sphere of influence? The answer lies in professional organizations.

Top Agent Magazine

These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

Top Agent Magazine ®

1. Expand your skillset. It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros. But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine. This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 14

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet. The old saying stands true: if you want to go fast, go alone; if you want to far, go together. In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

Top Agent Magazine ®

Top Agent Magazine

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

Top Agent Magazine

A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online. Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales. Top Agent Magazine

RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up. Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

Top Agent Magazine

Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 18

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease. Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

Top Agent Magazine

COCO SHELBURNE Top Agent Magazine

COCO SHELBURNE Coco Shelburne’s tenure in real estate came to her as a second act career. Prior to her work as an agent, she’d been a Deputy for L.A. County, working alongside kids in detention. After an injury inspired her to look few new professional horizons, Coco remembered fondly her own experience buying a home. She’d enjoyed working with her agent and had found the whole transactional process full of intrigue and excitement. Ready with a new goal in mind, Coco set out to earn her license. She’s faced her share of hardships, including a fight with leukemia that left her for dead. That was more than 25 years ago. It was in those dark moments that she remembers God telling her: it’s not your time. She returned to her body with a renewed mission to serve God in where people live, primarily through real estate. Now, Coco has followed through on that calling and promise, establishing herself as an energetic, people-focused agent with a business model that’s flourishing. While her primary service area is largely comprised of L.A. County, Coco prefers to go where clients lead, frequently brokering deals as far afield as Las Vegas and Europe. Overall, Coco has demonstrated an abiding commitment to her clients’ goals and needs over the course of her career. Accordingly, 70% of her business is driven by repeat and referral clientele—a testament to her affable nature and demonstrable track record of success. What’s more, Coco’s level of experience and energetic spirit ensure that clients are made to feel confident, secure, and calm throughout the buying and selling processes. “I believe that housing is about more than property,” she says. “A home is also where we live emotionally, mentally, and express our lifestyle. There a lot of people who haven’t bounced back into homeownership after the Recession, but I’m all about helping everyone—no matter what their needs and goals may be. To me, my work is about finding ways to help and give back to the community.” Coco also cites a good attitude and a sense of humor as drivers of her working philosophy. Likewise, her vision extends beyond a single transaction. Instead, her foremost focus is on lasting relationships and shepherding others on the path to homeownership. “I try to have fun with it along the way,” she says. “But it’s not just about the transaction—it’s about the greater

good. My focus is on every client’s personal needs and helping them achieve their goals. That approach has made success more attainable, while making the process more fun and easier to understand.” To market listings, Coco is a believer in the fundamentals. She takes to door-knocking, phone calls, e-mails, and networking with other agents within and beyond her network. She also leverages the leading digital listing platforms and social media to ensure wide-ranging exposure online. As for keeping in touch with clients, connecting comes naturally for Coco, as she blends face-to-face time with various digital outlets accessible on any given day—like videos and podcasting. Above all, Coco advocates strongly for client education, empowering those she serves through access to knowledge. She hosts information sessions for prospective buyers and sellers, sharing her wealth of experience and insight with her community at large. “I enjoy helping people understand how to create wealth through real estate,” she says. “It’s so rewarding to help people achieve their dreams. From first and second-time homebuyers to investors, I love witnessing that moment of joy and realization when we’ve worked together to successfully change their circumstances. No matter the obstacles, we work through it. That’s the best thing I could ask for—seeing clients experience that joy and realize that what they dreamed of happening can actually take place.” To give back to her community, Coco stays actively involved through her real estate workshops, and has recently expanded them to the Las Vegas area. Fighting homelessness is also a passion of Coco’s, and she uses her industry knowledge to help others find a long-term foothold in the market. In her remaining free hours, Coco most enjoys competitive ballroom dancing—another creative outlet for unbridled energy or helping the ATtheWELL.org ministry with Pastor Ric Perez and his wife Pastor Maria Perez. Looking ahead, Coco has plans to continue growing her business, particularly her expanded presence in the Las Vegas region. She has hopes to bring her real estate educational sessions to wider audiences, fulfilling her goal of serving as many aspiring homeowners as possible. Now, with thirteen years of enthusiastic experience behind her and an undaunted eye toward the future ahead, the years to come are sure to be limitless for Coco Shelburne.

To learn more about Coco Shelburne visit CocoShelburne.com, e-mail cocoshelburne@gmail.com, https://www.facebook.com/coco.shelburne page here call (818) 397 – 8228, or visit her Facebook 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

Top Agent Magazine

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.

Top Agent Magazine

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. 22

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.

Top Agent Magazine

JOE FRAZZANO Joe Frazzano got his start in the real estate industry while he was in college, working for one of the largest homebuilders in the country. He started off as a host and quickly moved up. After nine years with the company. Joe got his license and struck out on his own. 30 years later, he is a top producing agent, and one of the most respected names working in the lucrative Northern California real estate market. Joe leads a small team, which serves all of San Francisco’s East Bay, including San Ramon, Dublin, Danville, Pleasanton and Walnut Creek. They’ve been the #1 Team in Contra Costa and Alameda Counties combined since 2010. Joe has earned a high rate of repeat and referral business something he credits to the exceptional customer experience his team offers. “My clients remember how they were treated, appreciated and and cared for. That makes them comfortable recommending us to their friends and family. Once the transaction is over, we’re still there to help them. We have a moving van they can use free of charge. We’re always available as a resource to them if they need a vetted recommendation for a service provider or they need to know anything about the schools systems. After closing we’re still here as a concierge service.” Joe and his team go the extra mile when it comes to marketing their listings, as well. That all starts with preparing the property to sell. “Our marketing i something that really sets us apart. We spend a lot more time assisting our client to prep their home than most. We get the property cleaned, staged, and landscaped. We offer our clients a lot of guidance through that process, since you never get a second chance to make a first impression. Then we get the best photography, including drone photos. With our team experience and market knowledge we then price the home properly.” Once the property is show ready, Joe and his team get the listing maximum exposure by utilizing a comprehensive approach to marketing that takes advantage of both traditional and more modern Top Agent Magazine

methods. “All of our listings are enhanced on the major real estate websites, and we do a lot of social media marketing. We also still do direct mail and print media. Out team holds open houses every weekend that always have a team member there to answer questions. You never know where that perfect buyer will come from, so we do as many things as we possible so we’re able to sell our clients’ homes faster and for more money.” Joe believes strongly in giving back to the community he represents and he and his team support the local schools and youth sports teams. In the past they have also volunteered with Habitat for Humanity. When he isn’t working, he likes to spend time with his family and vacation at their homes in Spain or Maui. Joe would like to continue to build on the success of his team and is always looking for ways to improve through the latest technologies and industry innovations. “This is such an exciting business. You’re always meeting new people and and being challenged to come up with new and creative ways to do business. I always tell new agents that if you love what you’re doing and have a passion for it, you’ll have a long career. As a Realtor®, you get to make a difference in people’s lives and that’s incredibly rewarding.”

To learn more about Joe Frazzano email joe@frazzanoteam.com, call 925 890 0285 or visit frazzanoteam.com www.

When It’s Time for a Home Office by Nancy Michaels

So, you’re tired of clearing your papers off the dining room table every time someone wants to eat (how dare they!). And you’re still recovering from the business call you were forced to take that time your 5-yearold pressed the phone into your hand just as you stepped from the shower (it’s amazing how professional one can sound while wrapped in a towel and dripping wet).

fairly easily for this purpose. Use bookcases, filing cabinets, plants, screens, even lighting to define your work space. It’s essential that you remain committed to your space as office space. Without this psychological distinction between home and work, the two areas of your life may slide into one another, causing you to lose focus, and thus, productivity.

Sounds like it’s time for a home Choose furnishings that are ergooffice. nomically correct, and which fit in with the decor of the rest of your Ideally, you’ll have a spare room to home. Lighting should come from turn into office space—preferably three sources: natural, ambient and one with a locking door. An extra direct. Give yourself enough storage bedroom, the basement, or attic can space to keep your work area all serve this purpose. If you don’t uncluttered. You may want to store have room for a dedicated office, your supplies in another part of the take a look around your house to see house, keeping just a week’s worth where you can carve yourself some in your office. And schedule a space. A closet, bedroom corner, weekly or biweekly cleanup where hallway alcove or even the area you go through your papers and files under a stairway can all be converted and either throw away or stow away 24

Top Agent Magazine

anything that is not essential to the daily operation of your business.

event of a power failure. An uninterruptable power source supply is also a must for the home office. This will keep your computer running during a power outage until youâ&#x20AC;&#x2122;re able to safely shut it down.

Almost every business requires a computer system. Donâ&#x20AC;&#x2122;t skimp. You want something with enough speed and memory capacity to last into the future. A good-quality inkjet, or Another essential component of the preferably, a laser printer is also home office is telecommunications, essential. Investigate the all-in-one meaning telephone, fax and Internet printer, fax, copier and scanners. access. An account through an These may save you money as well Internet service provider or online as precious office space. I also service shouldnâ&#x20AC;&#x2122;t cost more than $20 recommend a computer backup per month and it will give you the system, which will protect the ability to send and receive e-mail. contents of your hard drive in the Top Agent Magazine

It’s essential that you remain committed to your space as office space. You’ll probably want more than one phone line, three if you’re using one line for a fax and modem hookup. It’s wise to invest in a business line, which allows you to list your business name and number in the phone book and with directory assistance. To keep costs down, use that line for incoming calls only. If you don’t want the expense of a business line, but can do without a repeat of the shower scene, order “distinct ring” service from your phone company. This is a separate phone number which rings into your home line, but sounds different from your normal ring. This alerts you and family members to incoming business calls. If you’re dishing up dinner or washing the dog, you’ll know to let your answering machine, or better yet, your electronic voice mail system, grab the call. If you’re in the shower, hopefully your 5year-old will know to do the same. You may also want to order “call 26

answering” from your phone company. It’s just a few dollars a month and sounds more professional than an answering machine, and which won’t break down while you’re on vacation. A home office can either improve productivity, or harm it. You may find yourself doing paperwork at 2 a.m. when you should be sleeping, or flipping to General Hospital at 3 p.m. when you should be working. It’s helpful to treat your home office as you would an outside office, complete with “starting” and “quitting” times. This will help you stay focused, organized, and productive. And your family will appreciate having their dining room table back. Nancy Michaels, of Impression Impact, works with companies that want to reach the small business community and with small business owners who want to sell more products and services. Copyright©, Nancy Michaels. All rights reserved. Top Agent Magazine

CHRISTIAN STONE Christian Stone’s journey as an agent and business owner began with the purchase of his first home. At the time, his agent suggested that Christian’s skillset would make for a natural transition to real estate, and Christian was ready to embark upon a new professional challenge. Five years later, he’s built a thriving business in Stone and Associates, while carving out a reputation for superlative customer care that doesn’t skimp on results. Serving the areas of San Jacinto, Hemet, Temecula, and Murrieta, Christian heads a capable and tightknit group of agents, indispensably supported by his high-caliber administrative team. Last year, Christian and his roster were featured in Top Agent Magazine for their noteworthy efforts. This year, Christian’s business has grown by leaps and bounds—an inarguable demonstration of his strategic approach and ability to lead. By the numbers, roughly half of Stone and Associates’ 80+ closings last year stemmed from repeat and referral business. What’s more, Christian takes a mindful approach to streamlining his business by building out its back-end with capable administrators, who ultimately support efficiency and increased volume for the team a whole. For his part, Christian has turned his sights on coaching and training, preferring quality of business over quantity. “It takes 100% old-fashioned hard work to find success,” Christian explains. “Everyone wants a magical solution to do good business, but the only answer is hard work. As a result, we’ve been able to earn 100% growth yearover-year.” Beyond that feat, Christian also cites transparency and responsive communication as two primary tenets his clients have come to rely upon. “The feedback we get from clients is that we’re straightforward and honest,” he recounts. “We go over everything up front and stay in steady communication throughout the transaction.” For Christian and his team, steady communication goes far beyond the closing table. To stay top-of-mind with their ever-expanding sphere

of influence, Christian prefers a hands-on, personalized approach that best cements the bond between agent and client. This includes dedicated times to reach out through e-mails, text messages, and connecting through social media. Likewise, to create space for that faceto-face time Christian and his team value, they recently hosted a client appreciation event that served upwards of 100 guests and brought together familiar faces in the community. “We’re all about results,” he says. “We want there to be zero doubt in the minds of our clients that if they want quality customer service, they’ll come to us.” To market listings, Christian leverages the power of digital marketing to connect with potential buyers online. He and his team utilize targeted ads and videos across social media and the leading digital listing platforms to reach specific demographics and achieve top dollar in short order. In fact, each listing generates approximately 7,000 to 10,000 interactive views—impressively wide exposure that yields consistent results. Professional photography also accompanies all listings for immersive presentations that highlight each home’s unique characteristics and offerings. What’s more, Christian makes use of his capable administrative team to stay on the ball and ensure clients are kept up-to-date on every development along the way. Outside of the office, Christian enjoys spending time in the great outdoors, from exploring the idyllic desert region of Hemet and San Jacinto to boating on the nearby lakes. Looking ahead, Christian has plans to continue growing his business at a steady clip, while maintaining the superlative service that his enterprise was founded upon. “Our focus is on growing what we have,” he says. “What I enjoy most right now is training our staff to provide excellent customer service to our clients.” Now, with five years of exceptional service behind him and ambitious, steady eye on the road ahead, the best is assuredly still to come for Christian Stone of Stone and Associates.

To learn more about Christian Stone visit ChristianStoneSOLD.com, e-mail christian.stone90@yahoo.com, call (951) 663 – 5972, or visit his Facebook page here www.

https://www.facebook.com/people/Christian-Stone/100008980902855

Top Agent Magazine

mailto:mag@topagentmagazine.com

Top Agent Magazine