LOS ANGELES EDITION
HOW TO BUILD A TEAM that Will Win Big No Matter its Size 3 Ways to MAKE YOUR WORKSPACE WORK FOR YOU COVER STORY
DARBY WOODS
Why Millennials Are Now THE HOTTEST SEGMENT OF THE BUYERS MARKET HOW TO THROW A CLIENT APPRECIATION EVENT No One Will Forget
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LOS ANGELES EDITION
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DARBY WOODS
CONTENTS 4) HOW TO BUILD A TEAM THAT WILL WIN BIG NO MATTER ITS SIZE
16) WHY MILLENNIALS ARE NOW THE HOTTEST SEGMENT OF THE BUYERS MARKET
13) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU
21) TEMPLE EMANUEL OF BEVERLY HILLS ROARING 20'S FUNDRAISER 22) HOW TO THROW A CLIENT APPRECIATION EVENT NO ONE WILL FORGET
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How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales. 4
So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.
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Hire the Right Team Members
Put Your Team Members in the Right Positions to Win
You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.
Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.
To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal. Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude. Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance. Top Agent Magazine
Communicating Your Vision to Your Team
Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to
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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it. It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.
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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible. Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.
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DARBY WOODS Top Agent Magazine
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Darby Woods was born into the real estate business as the daughter of Mary Beth Woods, one of Los Angeles’ top real estate agents who was recently featured on Top Agent Magazine’s November 2016 cover. Darby jokes about having a post-and-beam sign in her hospital delivery room that says, “Just Listed.” Growing up, her industry exposure began by tagging along on her mother’s showings, listening in on negotiations, and moving furniture out of her family house to stage listings—before staging became mainstream. Through high school and college, Darby earned even more experience, holding open houses and assisting her mother’s marketing efforts. 8 Copyright Top Agent Magazine
After graduating from Marymount High School, Darby attended Georgetown University, graduating with a BSBA in Marketing and International Business. Then, Darby moved to New York to work in Sales and Marking for a Fortune 500 company. After several years, Darby traded in her heels and corporate life to move to Ecuador as a volunteer English teacher for World Teach. Upon returning to the U.S., Darby utilized her newfound language skills as an analyst for an international financial service internet portal, before proceeding to graduate school at Fordham University where she earned an MBA in Finance and Communications Media Management from the Global Professional program. After a stint on Top Agent Magazine
Wall Street and in Crisis Communications Management in New York, Darby returned home to Los Angeles. Already well-positioned to join the ranks of real estate agents, Darby became licensed as a real estate broker seventeen years ago. Since then, she has forged a masterful career cultivating lasting relationships, expertly executing deals, and building a legacy of her own. A true Angeleno, Darby was born and raised in Brentwood and Santa Monica, and currently calls Pacific Palisades her home. As the area she primarily services, Darby has coined this L.A. region the “Westside Triangle.” However, Darby’s clients Top Agent Magazine
take her all over the city buying single family, condos, income properties and pieds-a-terre. As one of four children, there isn’t a school, sport, charity, or activity that Darby’s family wasn’t involved in, adding depth to her local expertise. As an expert Westsider, Darby maintains superior knowledge of both neighborhood resources and inventory, as well as the local lifestyle. Combining insider knowledge, connections with local agents, a tireless work ethic, and attention to detail, Darby’s business model is based on referrals. She wears a rotating variety of professional hats, from managing marketing, public relations, advertising and social media efforts to Copyright Top Agent Magazine 9
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putting her MBA to use by staying current on industry-related developments and technology. Guided by boundless energy, Darby’s favorite part of the job is “being with the clients, showing houses.” Though her sensibilities are attuned to execution, Darby never forgets the personal component at the heart of every transaction. “My relationships are my number one priority,” Darby recounts. “I recognize that buying a home is not only a huge investment, it’s also a very personal one.” Darby takes a considered approach to marketing, ensuring that each of her listings puts it best foot forward through use of professional architectural photography, drone photography, and listings in regional publications ranging from The Palisadian-Post to The Los Angeles Times. She also exposes properties to an assortment of online real estate portals, where 99% of homebuyers Top Agent Magazine
get a first look at their future property. To keep in touch with clients past and potential, Darby makes use of social media, sends out mailers and holiday cards, and contacts former clients with updates on neighborhood events, news, or related areas of interest. From negotiating a deal’s finer points to nurturing interpersonal connections, Darby extends her spirit of service to her community, serving on the Board of Directors for both the Juniors of Social Service, Los Angeles’ oldest Catholic charity, and the Sisters of Saint Louis in Pacific Palisades. Her work for the Juniors of Social Service benefits the Regis House Community Center, providing resources for low-income residents of downtown Los Angeles and her fundraising efforts for the Sisters of St. Louis benefit the retirement and medical expenses of the sisters at Corpus Christi School, where her Copyright Top Agent Magazine 11
son attends. During her free time, Darby spends every moment with her son, cheering him on from the stands during his baseball games, playing board games, and going on adventures. Looking ahead, Darby plans to continue growing her business while maintaining the high
standard of quality and ethical standards her clients have grown to appreciate and trust. Today, with almost two decades of exemplary experience under her belt and a family legacy of achievement she’s assuredly upheld, the years ahead promise a wealth of success to come.
To learn more about Darby Woods please visit marybethwoods.com, e-mail dwoods@marybethwoods.com or call (310) 463-6662 www.
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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way. Top Agent Magazine
DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean
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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency. BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.
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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life. Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises. While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.
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Why Millennials Are Now the Hottest Segment of the Buyers Market
and How You Can Attract Them to Your Home There are many factors when it comes to knowing how to sell your home to the Millennial generation. Millennials are becoming an important part of the buyer market, and to fail to cater to their needs will cut you off from a large and important segment. But, why have Millennials all of a sudden become interested in buying houses when they were perfectly content to rent for the rest of their lives? 16
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A number of factors contribute to what has recently made Millennials the hottest segment of the Buyers market. One factor is the improved job outlook for Millennials. Millennials took a serious blow during the recession. Unemployment in this group soared to 14 percent, compared to the 9.6 percent for the population as a whole. But, in recent years that number has been decreasing, with unemployment for Millennials being 9.3 percent this past year. Rising rents are also contributing to making Millennials more interested in purchasing homes now. Rents have risen so much that buying a home now just makes more sense. Half of all renters spend more than 30 percent of their income on housing. Millennials are becoming increasingly stressed over the constantly increasing financial obligation to something that isn’t even theirs to own. The near-historic low mortgage rates are luring Millennials towards purchasing a home with their promise of affordability. When compared with the skyrocketing rental rates, buying a house looks even more enticing. Another factor helping Millennials get over the hump of purchasing a house is the lower down payment requirements. Fannie Mae and Freddie Mac are now offering new loan programs that require as little as a 3 percent down payment. This may just be the last push the Millennials needed to turn toward buying a home rather than rent. So, now that we’ve established that Millennials are finally joining the Buyers market, the next thing that it is important to understand is what exactly Millennials are looking for in a home. What kind of floorplans do they prefer? What locations are they interested in? Here are some of the essentials that Millennials are looking for in a home: • Updated Kitchens and Baths: Almost everyone wants to buy a
home with new kitchen and bath fixtures, but this is especially true for Millennials Buyers. Millennials are going to spend most of their savings on the down payment and furnishings, leaving little room to update the Kitchen and Bath, which are also the most expensive parts of a home to
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update. Millennials who are on a budget simply won’t have the money to sink into those areas. An updated Kitchen and Bath is sure to bring in a younger crowd. • Big Kitchen with Open Floor Plan: For Millennials, the kitchen has
become the room where they hangout in addition to the family room. This is why having an open space that can transition easily from the kitchen to the TV room is high on the list of things Millennials are looking for in a home. Along a similar vein, Millennials are attracted to an open floor plan rather than one that compartmentalizes the home. This has to do with how Millennials entertain. Millennials want their guests to flow through the rooms and mingle together, rather than be sectioned off in different rooms.
• Home Office: More than 13 million Americans now work from home,
and if you look at the trend, that number is only going to increase as the time goes on. With technology steadily increasing, more Millennials than ever have the flexibility to work from home. But, the home office isn’t just for someone working from home full time. Having a separate space dedicated to work helps people concentrate and focus on work while they are at home. They can separate themselves from the activities going on around the house and have a quiet space where they can set up their workday, plan a presentation, hold a meeting on Skype, or even pay bills.
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• Less Maintenance: Many Millennials work different schedules that
don’t conform to the 9 to 5 workday, as well as full social calendars. This doesn’t leave them much time to clean a big house. Lawn services and low-maintenance front yards are particularly appealing, as they take less responsibility to still keep the curb appeal high.
• Energy-Efficient Appliances: Millennials have been educated on
keeping the Earth clean from the time they were born. They want to do their part to help the environment and appreciate the long-term cost savings that come with it. Energy-efficient appliances and greener ways to heat and cool the home might end up being the tipping point that makes them choose one house over another.
• Hardwood Floors: Millennials don’t have the time or patience to clean
dirty carpets, especially those that own pets. Hardwood and laminate flooring is easy to mop up if there’s been a mess. The more time they can conserve, the better.
• Good Location: Millennial buyers are looking for homes that are in
proximity to public transportation and have a good walking score. Young Millennial buyers without children are more likely to want a location closer to the action of the city, while Millennials with children would prefer more residential areas.
• Technology: Technology rules the Millennial’s life. They do work on
their computers through an Internet connection and solely use cellphones for communication. They are going to ask about how strong the cell service is and about the Internet service provider. While these amenities are out of the seller’s hands, Millennials are still going to ask these questions, and you will need to know how to answer them.
Knowing what Millennials are looking for in a home will ultimately help you make the necessary changes that will attract these buyers to your home. Since they are the a serious segment of the market now, updating your home to fit their needs will lead to more buyers and better offers. So, get with the times and embrace the Millennial buyer. Top Agent Magazine
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Fund the Need
Rabbi Adam Lutz, Eric Reiter, Barry Brucker, Cantor Lizzie Weiss, Rabbi Sarah Bassin, Rabbi Jonathan Aaron
Temple Emanuel of Beverly Hills Roaring 20’s Fundraiser (Los Angeles, May 18, 2017) – With the success of their Purim Ball 2016, Temple Emanuel of Beverly Hills has once again exceeded expectations in another memorable community celebration – this time, at their biggest fundraiser of the year – the “Roaring 20’s” themed Beverly Hills Ball. On the evening of Wednesday, May 17, 2017, three couples were bestowed with the Community Spirit, Humanitarian, and Legacy awards in recognition of their philanthropic efforts in Beverly Hills and beyond. Known among colleagues and clients for her loyalty, integrity, and expertise, Coldwell Banker’s top-ranked global real estate agent, Jade Mills, was honored with the Community Spirit Award alongside husband, Adam, who builds and sells luxury homes, and works closely with Jade. Both are strong advocates of charitable organizations, and continue to make a difference in the Beverly Hills community. Jade is currently a member on the Board of Governors at Cedars-Sinai Medical Center and has also been honored by The Aviva Foundation for her ongoing support, charitable work, and continuous effort to better the foundation. She and Adam also actively support the Beverly Hills Unified School District.
Hope, and Planned Parenthood Federation of America, Temple Emanuel members for over thirty years, attorneys Lilly and David Lewis, were honored with the Humanitarian Award. Lilly sits on the board of the Everychild Foundation, and on the Beverly Hills High School Alumni Association Board, where she has been tasked with awarding six annual college scholarships to deserving students. Both Lilly and husband, David, also endow an annual Beverly Hills High School Scholarship, the Lazer-Lewis Family Scholarship.
Recognized for their avid endorsement and participation in a number of philanthropic pursuits, including the Venice Family Clinic, City of
As members of the Temple Emanuel family for over fifty-five years, Carol and Jerry Redston were honored with the Legacy Award for their active participation and ongoing contributions to the success of the temple as both a place of worship and an academic and community institution. The Redston family is highly engaged in philanthropic initiatives within the community and are the matriarch and patriarch of the many meaningful contributions of three generations of children and grandchildren to the temple. Carol has been involved with the Beverly Hills chapter of Hadassah for forty-five years and has served as chapter president many times, while Jerry has served on the temple’s Board of Directors and as President of the temple’s Brotherhood.
Silent Auction Beverly Hills Ball
Lester Friedman and Barry Brucker (Temple Emanuel Board of Directors President)
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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year. 22
Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.
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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.
Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.
ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests. Apply A Personal Touch
Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well. By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too. Theme Your Event Whether the area’s high school sports team has made it to the state championTop Agent Magazine
Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.
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