CALIFORNIA 5-1-23

CALIFORNIA EDITION

How to Answer the Inevitable Question:

MY CRYSTAL BALL: You CAN Predict You’ll Be Successful Selling Real Estate

Tips on Being a GOOD TEAM LEADER

WHY SHOULD I CHOOSE YOU?

Small Yard?

Big Statement: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES COVER STORY

FEATURED AGENTS

SANDI CROSBY TINA ETUE

DASH BAHMAN

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CALIFORNIA EDITION

SANDI CROSBYTINA ETUE

Born and raisedand in cuisine found Passionate about helping people know where21 things stand at all tim 9 San Diego County, Tina 17 Etue has always possessed an entrepreneurHouse t& contributing to her community, Sandi watch for what they Steak need during spirit.

She real started with answering the among Crosby truly stands outial in San Diego cess, making sure toranked be tuned int phones at a local brokerage at 15 years old, remains focus estate. Having gotten introduced to real the client is feeling, and satisfying then began building an accomplished career “We o estate through investing in properties, whatever way worksapart. best for them assetdecided management, and finally pursued to all our clie Sandi and her husbandinDane to her own real about estate license in 1992. In 2001, always wantrut get their licenses to learn more Sandi’s roots in the community she transitioned into full-time sales, drawing and hear what the process. “It soon became clear that and she and her husband hav from her decade of experience to establish helps us bette this was an industry I wanted to be in,” started a small local newspaper. “ a network of satisfied clients that spans Sandi recalls. “I love being creative and asTINA I am on social media, there’s DASH BAHMAN SANDI CROSBY ETUE the state. In 2006, she obtained a Brokers Over the year thing really special about old supporting people, and what’s more of License, which is the highest education reputation thr an honor than to help people with the methods of communication,” Sand available in real estate. vast majority biggest transaction of their life?” With “The newspaper is a fun way to hi repeat clients things that are happening in area the couple’s eye for design and her husToday, Tina is the Broker/Owner of San Diego Realty and real estate is very much fa band’s background in contracting, Sandi and in our community, to featur CONTENTS Appraisal Inc. and a Broker Associate with Compass Real ter Brooke Reyes now serv says, “We were able toEstate, turn our individbusinesses, and tososhowcase so where she leads her E2 Realty by Compass associhas worked hard to reach what we’re and doing.

We always wantperson, the communi ual passion project of ation investing and planning our team to assist clientsfor throughout San4Diego theWIN truly great and it’ 4) HOW TO ANSWER 15) WAYS TO THEa BATTLE ather thefoundations center of what we do, and the newspaper is personal portfolio into asurrounding full-servicecommunities. business that Combining is able in carry on our family legacy THE INEVITABLE QUESTION: AGAINST PROCRASTINATION cool partand of that.” to support our community in being with able her to learn to of openness the industry core how values integWHY SHOULD I CHOOSE YOU? build generational wealth It’sa been fun, rity,for shethemselves. has cultivated distinct process meet theYARD? needs BIG On top of serving as a hig 18)toSMALL STATEMENT: Looking toward the future, Sandi says, “Our go rewarding, and amazing!” of any buyer or seller.

Tina enjoys 6) MY CRYSTAL BALL: HOW TO MAKE THEchurch, MOST OUT contribu slightly expand our team while keepingchari tha Society andstill numerous YOU CAN PREDICT YOU’LL BE OF MICRO OUTDOOR SPACES Sandi serves the southernmost part San Diego, resources priboutique I want to take what I have created Leveraging theoffull concierge availablefeel. through SUCCESSFUL SELLING REAL ESTATE theand brokerage, Tina helps prepare and theirfind home Family is core theexecu succ clients the right people whotocan marily Imperial Beach Coronado.

“This her is sellers an 22) TIPS ON BEING A GOOD for the market, with a suite of professional band is a says, successful similar manner.” Above all,Matt Sandi “I jusr incredible area and Imperial Beach supplying is one of them the last TEAM LEADER staging, photography, andcan renovation services.

Next, she the acreative wealth aspect of knowledge to love people!

I love of real esta small true California beach towns, where you still listing to a highly blend of digital, andTogether, they provide a I love negotiating truly working to get my purchase an ocean frontbroadcasts property their at a reasonable price,”targeted andthe social mediaBeach campaigns. gives each client mentor rising starsI’m on t Sandi says. “It’s fun toprint walk Imperial pier, Tina what they want in a real estatetheexperience.

310-734-1440 | Fax 310-734-1440 superior customer service an acute detail have togeth toattention see whattothe future members brings, and webeen are defini enjoy greatPhone restaurants and breweries, and catchwith sunset as well provides staging, collaborative work environ |personalized www.topagentmagazine.com the right track.” at many ofmag@topagentmagazine.com the great look out as points.

We are seeing a copywriting, drone, photography services to ensure an unrivaled lot of people recognize thismay asand anreproduced up and incoming beach No portion of this issue be any manner whatsoever without prior consent of the publisher. Top Agent marketing platform.

This a seamless transaction As herof published volume maintains i Magazine published

by Feature Publicationsat GA, Inc. ensures Although are taken to ensure the accuracy town and you canis still secure a property prices youprecautions materials, Top Agent Magazine cannotfrom be heldmany responsible for of opinions expressed or facts supplied by its that is curated years experience. onauthors. scaling her business whi would never believeorso close to the beach.”

To subscribe change address, send inquiry to mag@topagentmagazine.com. tique service throughout th Published in the U.S. Tina also applies her expertise and high level of customer hold a client’s hand and tel All of Sandi’s business has been referral-based, an service to buyers as she carefully guides them to their you,’” she says. “As agen impressive feat that demonstrates the strength of the greatly impact the lives of o Top Agent Magazine best investment decisions. More than anything, she loves 3 relationships she has built.

It’s easy to see what keeps welcoming newcomers to her San Diego community, there is no better vessel fo people coming back. “We are super hands-on,” Sandi

How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 4

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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My Crystal Ball:

You CAN Predict You’ll Be Successful Selling Real Estate ►Carla Cross, CRB, MA

You can predict if you’ll be successful in real estate. It’s not what you think, either.

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Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan.

What New Agents Expect From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business.

What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business?

When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.

Expecting ‘Dumb Luck’ to Carry You to Success Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and Top Agent Magazine

sell them a home. We know that’s not the norm, though.

Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure businessproducing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.

Your Manager Could be a ‘Dumb Luck’ Manager– Pardon the Expression…

Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once new agents are mentally and emotionally out of the business, they will resist any help from managers. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions.

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Are You Lead Generating on Purpose?

Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals?

Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business: • 20 contacts to get one buyer or seller lead • 8 times of putting people in the car to sell someone a home • 3 listing appointments to gain one marketable listing

• 80% of listings sell • 80% of transactions close What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?

Best Advice to Create your Assurance Plan Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. Analyze your numbers frequently. You’ll stay on track AND assure your success.

https://carla-cross.com In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development.

She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions.

Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right.

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DASH BAHMAN Top Agent Magazine

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Top Agent Dash Bahman is the founder and CEO of TriValley Real Estate Group, where she leads a growing team serving the Bay Area.

Dash Bahman discovered her passion for real estate when she realized that her background in finance and legal experience gave her the expertise to assist people in making one of the most important investments of their life. This realization sparked her interest in the world of real estate, where she has excelled in providing exceptional service to her clients. By combining her knowledge of finance and legal contracts, Dash is able to provide invaluable insights and guidance to help her clients make informed decisions about their investments. While she earned her master’s degree, she never returned to the corporate world and has no regrets. “I just realized real estate is what I love,” Dash says. “I would never go back, I’m so blessed.”

Drawing on her financial expertise, she excels at understanding people’s financial portfolios and navigating the market with ease.

Today, Dash is the founder and CEO of TriValley Real Estate Group, where she leads a growing team. As they continue to expand, Dash’s main focus is providing her clients with the best possible resources. With over 15 years of experience in finance and as a real estate developer and investor herself, she has an in-depth understanding of the market’s economics. Dash is able to provide comprehensive 10 Copyright Top Agent Magazine

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guidance to her clients from the foundation to the finishing of a property. Dash’s core values are critical during the onboarding process of new team members. “Ethics and authenticity are paramount to me because our clients become our friends,” she says. “I am very selective about who I bring onboard to ensure that service is never compromised.”

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Serving the Bay Area, Dash’s business is based on repeat clients and strong referrals. “I don’t pay for any advertising,” she explains. By providing expert service at every step possible, Dash’s business expands organically. “We roll out the red carpet and put on the white gloves for each client. Our clients become our good friends, it goes a long way to treat

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By combining her knowledge of finance and legal contracts, Dash is able to provide invaluable insights and guidance to help her clients make informed decisions about their investments. people how we want to be treated.” Not only does Dash provide guidance and support, she also offers advice. She’s skilled in aligning her clients’ goals with their financial portfolios to make their dreams a reality. “I’m also creative in what I do, I have a talent for being able to connect with people on a deeper level, and I can really empathize with them.” She takes her role seriously, recognizing that real estate is not just about facilitating a transaction, but an opportunity to make a difference in someone’s life.

Having grown up in Afghanistan during the Cold War, Dash came to America as a refugee with a strong, single mother who instilled in her the core principle of community. Giving back is an integral part of Dash’s life. She is on the founding board and the Vice President of a successful nonprofit organization known as the Council on Global Relations, which focuses on building synergy between communities, people, and industries. Tying in real estate with her non-profit Dash focuses on building affordable housing for veterans. She Copyright Top Agent Magazine 12

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also volunteers with various organizations, including Project Feed, which provides food to those experiencing homelessness. She is committed to helping others in her community, including public servant professionals, teachers, veterans and first-time homebuyers, by providing them with opportunities and resources.

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Dash is committed to growth, in both her business and non-profit pursuits. She plans to increase her reach and help as many people as possible achieve their real estate dreams.

“What I love most is building relationships with people, and helping them accomplish their goals. It’s a huge blessing to be able to do this for a living.”

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For more about Dash Bahman, please call 925-529-2003, email: Dash@trivalleyrealestategroup.com or visit her website: trivalleyrealestategroup.com www.

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 16

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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SANDI CROSBY Passionate about helping people and contributing to her community, Sandi Crosby truly stands out in San Diego real estate. Having gotten introduced to real estate through investing in properties, Sandi and her husband Dane decided to get their licenses to learn more about the process. “It soon became clear that this was an industry I wanted to be in,” Sandi recalls. “I love being creative and supporting people, and what’s more of an honor than to help people with the biggest transaction of their life?” With the couple’s eye for design and her husband’s background in contracting, Sandi says, “We were able to turn our individual passion project of investing and planning for our personal portfolio into a full-service business that is able to support our community in being able to learn how to build generational wealth for themselves. It’s been fun, rewarding, and amazing!”

Sandi serves the southernmost part of San Diego, primarily Imperial Beach and Coronado. “This is an incredible area and Imperial Beach is one of the last small true California beach towns, where you can still purchase an ocean front property at a reasonable price,” Sandi says. “It’s fun to walk the Imperial Beach pier, enjoy great restaurants and breweries, and catch sunset at many of the great look out points. We are seeing a lot of people recognize this as an up and coming beach town and you can still secure a property at prices you would never believe so close to the beach.”

All of Sandi’s business has been referral-based, an impressive feat that demonstrates the strength of the relationships she has built. It’s easy to see what keeps people coming back. “We are super hands-on,” Sandi explains. “From the start I wanted to commit to a boutique-style business. Clients get a custom experience that feels very ‘luxury’ no matter what price you’re buying or selling in. We pride ourselves in deep education, making sure our clients understand current markets, and Top Agent Magazine

know where things stand at all times. We watch for what they need during the process, making sure to be tuned into what the client is feeling, and satisfying that in whatever way works best for them.”

Sandi’s roots in the community run deep, and she and her husband have even started a small local newspaper. “As big as I am on social media, there’s something really special about old-school methods of communication,” Sandi says.

“The newspaper is a fun way to highlight things that are happening in real estate and in our community, to feature local businesses, and to showcase some of what we’re doing. We always want the community to be at the center of what we do, and the newspaper is a really cool part of that.”

Looking toward the future, Sandi says, “Our goal is to slightly expand our team while still keeping that small boutique feel. I want to take what I have created for my clients and find the right people who can execute in a similar manner.” Above all, Sandi says, “I just really love people! I love the creative aspect of real estate, and I love negotiating and truly working to get my clients what they want in a real estate experience. I’m excited to see what the future brings, and we are definitely on the right track.”

Contact Sandi Crosby at 619-616-0573, email hellosandicrosby@gmail.com, or visit her online at crosbyhometeam.com www.

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 18

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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TINA ETUE Born and raised in San Diego County, Tina Etue has always possessed an entrepreneurial spirit. She started with answering the phones at a local brokerage at 15 years old, then began building an accomplished career in asset management, and finally pursued her own real estate license in 1992. In 2001, she transitioned into full-time sales, drawing from her decade of experience to establish a network of satisfied clients that spans the state. In 2006, she obtained a Brokers License, which is the highest education available in real estate.

Today, Tina is the Broker/Owner of San Diego Realty and Appraisal Inc. and a Broker Associate with Compass Real Estate, where she leads her E2 Realty by Compass association team to assist clients throughout San Diego and the surrounding communities. Combining her foundations in the industry with her core values of openness and integrity, she has cultivated a distinct process to meet the needs of any buyer or seller.

Leveraging the full concierge resources available through the brokerage, Tina helps her sellers prepare their home for the market, supplying them with a suite of professional staging, photography, and renovation services. Next, she broadcasts their listing to a highly targeted blend of digital, print and social media campaigns. Tina gives each client superior customer service with an acute attention to detail as well as provides personalized copywriting, staging, drone, and photography services to ensure an unrivaled marketing platform. This ensures a seamless transaction that is curated from many years of experience.

Tina also applies her expertise and high level of customer service to buyers as she carefully guides them to their best investment decisions. More than anything, she loves welcoming newcomers to her San Diego community, from its booming economy to the dynamic culture and

cuisine found in local hotspots like Okawa Steak House & Sushi. With her volume now ranked among the Top 3% in San Diego, she remains focused on the standards that set her apart. “We offer a full service experience to all our clients,” she says. “Above all, we always want to include them in the process and hear what they have to say, because that helps us better understand their needs.”

Over the years, Tina has earned a fantastic reputation throughout California, with the vast majority of her volume coming from repeat clients and referrals. In fact, for her, real estate is very much a family business, with her daughter Brooke Reyes now serving on her team. “My daughter has worked so hard to reach this point in her career. She’s truly a great person, and it’s been so rewarding to see her carry on our family legacy and excel for our clients.”

On top of serving as a high school youth leader at her church, Tina enjoys contributing to causes like The Humane Society and numerous charities throughout the year.

Family is core to the success of the team. Tina’s husband Matt is a successful real estate appraiser and brings a wealth of knowledge to the team with his experience.

Together, they provide a platform for success as they mentor the rising stars on their team. Many of the team members have been together over 15 years, enjoying a collaborative work environment.

As her volume maintains its steady growth, Tina intends on scaling her business while expanding her vision of boutique service throughout the region. “I’m always here to hold a client’s hand and tell them, ‘Don’t worry, I’ve got you,’” she says. “As agents, we have an opportunity to greatly impact the lives of our buyers and sellers; after all, there is no better vessel for building wealth and security than real estate.”

To learn more about Tina Etue, please call (619) 846-2229, email tinaetue@gmail.com or visit e2realty.com www.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really 22

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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