CALIFORNIA 5-22-23

CALIFORNIA EDITION

Tips on Breaking into the

MY CRYSTAL BALL:

LUXURY MARKET

You CAN Predict You’ll Be Successful Selling Real Estate

How to

5 WAYS TO TRANSFORM

SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

RENTERS INTO OWNERS FEATURED AGENT

FRANK LANGEN

COVER STORY

ADAM BELTER

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CALIFORNIA EDITION

FRANK LANGEN

A life full of exploration and curiosity not lose a month’s rent and 7 19 led Frank Langen to discover his true not. He came through as pro calling in the world of real estate. Frank’s journey began with a varied background, Frank’s community involvem studying economics and philosophy in on fostering a sense of tog college, dabbling in photography and his local area, particularly even trading commodities for a European Monica Canyon, where he company. But it wasn’t until his early gallery in 2008 that has si 30s that he decided to pursue real estate, a community center. The a decision influenced by a friend who includes a coffee shop, a cl believed in his potential. an impresand hosts various events ADAMWith BELTER FRANK LANGEN sive sale just two months into his new making it a central gatheri career, Frank knew he had found his niche, and went residents. Frank’s dedication to his neigh on to become Rookie of the Year for Prudential in the earned him the nickname “the mayor of Pacific Palisades. Now, two decades into selling real nity,” as he often mediates disputes and estate, Frank has successfully channeled his earnings solutions for local issues.

CONTENTS into meaningful projects, like starting an art gallery and community center, embodying the essence of a true lifeIn the future, Frank plans to maintain hi style broker. real estate business 4) 5 WAYS TO TRANSFORM 16) MY CRYSTAL BALL: while also looking fo to helpYOU’LL carry some of the workload YOU CANpartner PREDICT RENTERS INTO OWNERS Frank’s diverse background and worldly experiences the flexibility and steady income that rea BE SUCCESSFUL SELLING give him an edge that sets him apart from other real vides, allowing him to take time off for v REAL ESTATE 13)estate TIPSagents.

ON BREAKING With a college education in economics spend time with his family in Europe. He c INTO LUXURY MARKET andTHE philosophy, he brings a unique perspective to the himself in any other field, as he appreciat HOWaspects TO SPEED UPestate industry and the o business. Frank’s ability to speak German and20) French of the real further enhances his skillset, allowing him FIRST-TIME to conit offers to tailor his career to his lifestyle.

HOMEBUYER nect with a broader range of clients. When itTRANSACTIONS comes incredibly rewarding career. I could do this to marketing his listings, he combines his passion for architecture with the unique qualities of each property.

Embracing the tagline “home is art,” he showcases tasteful and interesting while incorporating the Phone 310-734-1440 | Faxhomes 310-734-1440 history of the neighborhood, architecture, and lifestyle. mag@topagentmagazine.com | www.topagentmagazine.com Recently, Frank has found success in creating short No portion of thisfeaturing issue may be reproduced in any manner videos homeowners, such as anwhatsoever architectwithout dis- prior consent of the publisher.

Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the cussing the changes made to a property. 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. Clients love to tell others about their time with Frank.

One recently said, “Not only is Frank incredibly smart, he’s also very helpful and gracious. He helped me lease my property. When the family who had said they wanted Top Agent Magazine to rent the house fell through right before the 1st of the month, Frank worked very hard to find another tenant

For more about Frank Lang 3 please call 310-230-019 or email frank@inthecanyon

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 4

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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ADAM BELTER

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Top Agent Adam Belter works with an intimate team to serve Bakersfield, California, and its surrounding areas, in addition to the central coast of California, spanning from Oxnard to Pismo Beach.

“We want to earn your business.” This is the tagline on The Belter Group’s landing page of their website, but it’s more than just a phrase. It is a driving force for Adam Belter and his small team to nurture strong relationships with the surrounding community 8 Copyright Top Agent Magazine

that have ensured the success of The Belter Group since its inception in 2011.

A passion for real estate runs in the Belter family, but Adam Belter is not a “nepo baby.” While his father recently celebrated Top Agent Magazine

52 years in the business, Adam caught the real estate bug early on in his life. “I grew up going to open houses,” Belter laughs.

“And cleaning up apartments, that kind of thing.” His fascination with real estate manifested into early on jobs in the field.

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Adam’s first job was for a title company, which was followed by working in lending, and continued into appraisal. Learning all of these facets of the business sparked his desire to get into sales, thus creating The Belter Group.

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This elite team almost solely works off of referrals and repeat clients, which Adam attributes to the close personal relationships they develop with their clients.

“When they hire me, they get me,” Belter states.

Adam Belter works with an intimate team to serve Bakersfield, California, and its surrounding areas, in addition to the central coast of California, spanning from Oxnard to Pismo Beach. This elite team almost solely works off of referrals and repeat clients, which Adam attributes to the close personal 10Copyright Top Agent Magazine

relationships they develop with their clients.

“When they hire me, they get me,” Belter states. “I am the one showing them homes, I am the one that’s answering the phone — they’re not talking to an assistant.” Adam’s hands-on approach also comes with a dedication to getting the job done the right way Top Agent Magazine

the first time. As a smaller team, there are only so many clients that can be taken on at a time, so making sure to be thorough and accurate ensures success. Belter believes one of the team’s best-kept secrets is their real estate photographer, who he truly feels is the “best in the business.” The photographer keeps their website supplied with full photo kits, 3-D home tours for Zillow, video tours, and digital stagings and renderings for vacant or outdated homes.

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Belter loves that “no two days are the same” on the job. He enjoys the fluidity and flexibility that being in real estate provides.

With two young children, Adam is able to still work hard while enjoying time with his children. He also loves the social aspect of real estate. Whether he’s welcoming new people to the ever-growing Bakersfield by helping them find a home, giving great local recommendations for dining and activities, or reconnecting with former

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clients to help them improve their homes, it keeps him engaged in the community. “I’m an Italian, and I’m in real estate, so I’ve kind of got guys for everything,” Belter jokes. He is “very grateful for every opportunity [he’s] been given by [his] clients to help them and learn from them.”

Outside of his thriving real estate business, Belter and his wife help numerous local charities, such as the Boys & Girls Club, the Friends of Mercy Foundation for the local Mercy Hospital, and JJ’s Legacy, a community event for organ and tissue donation. He also enjoys golf, playing cards, traveling, and spending time with his family.

For more about Adam Belter, call (661)205-7078, email adam@TheBelterGroup.com or check out his listings at TheBelterGroup.com www.

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Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 14

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

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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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FRANK LANGEN A life full of exploration and curiosity led Frank Langen to discover his true calling in the world of real estate. Frank’s journey began with a varied background, studying economics and philosophy in college, dabbling in photography and even trading commodities for a European company. But it wasn’t until his early 30s that he decided to pursue real estate, a decision influenced by a friend who believed in his potential. With an impressive sale just two months into his new career, Frank knew he had found his niche, and went on to become Rookie of the Year for Prudential in the Pacific Palisades. Now, two decades into selling real estate, Frank has successfully channeled his earnings into meaningful projects, like starting an art gallery and community center, embodying the essence of a true lifestyle broker.

Frank’s diverse background and worldly experiences give him an edge that sets him apart from other real estate agents. With a college education in economics and philosophy, he brings a unique perspective to the business. Frank’s ability to speak German and French further enhances his skillset, allowing him to connect with a broader range of clients. When it comes to marketing his listings, he combines his passion for architecture with the unique qualities of each property.

Embracing the tagline “home is art,” he showcases tasteful and interesting homes while incorporating the history of the neighborhood, architecture, and lifestyle.

Recently, Frank has found success in creating short videos featuring homeowners, such as an architect discussing the changes made to a property.

Clients love to tell others about their time with Frank.

One recently said, “Not only is Frank incredibly smart, he’s also very helpful and gracious. He helped me lease my property. When the family who had said they wanted to rent the house fell through right before the 1st of the month, Frank worked very hard to find another tenant quickly. He also was very good at reassuring me I would Top Agent Magazine

not lose a month’s rent and indeed I did not. He came through as promised.”

Frank’s community involvement focuses on fostering a sense of togetherness in his local area, particularly in the Santa Monica Canyon, where he built an art gallery in 2008 that has since become a community center. The center now includes a coffee shop, a clothing store, and hosts various events and parties, making it a central gathering point for residents. Frank’s dedication to his neighborhood has earned him the nickname “the mayor of the community,” as he often mediates disputes and helps find solutions for local issues.

In the future, Frank plans to maintain his successful real estate business while also looking for a potential partner to help carry some of the workload. He enjoys the flexibility and steady income that real estate provides, allowing him to take time off for vacations and spend time with his family in Europe. He can’t imagine himself in any other field, as he appreciates the social aspects of the real estate industry and the opportunities it offers to tailor his career to his lifestyle. “It’s just an incredibly rewarding career. I could do this forever.”

For more about Frank Langen, please call 310-230-0195 or email frank@inthecanyon.com Copyright Top Agent Magazine 19

How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 20

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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Laughs!

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