NORTHERN CALIFORNIA 10-17-22

NORTHERN CALIFORNIA EDITION

6

WAYS TO GET YOUR CLIENT TO TRUST YOU FEATURED AGENTS

BILL ABOUMRAD DESSY GUEORGUIEVA MATTHEW ARAGONI

MY CRYSTAL BALL:

YOU CAN PREDICT YOU'LL BE SUCCESSFUL SELLING REAL ESTATE

COOPERATION, NOT COMPETITION,

CREATES MUTUAL SUCCESS FOR AGENTS

COVER STORY

CHERYL CARDAMON

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NORTHERN CALIFORNIA EDITION

MATTHEW ARAGO DESSY GUEORGUIEVA

BILL ABOUMRAD Matt Aragoni Half Moon inspires a yearlyof $20 million-plus in salesBay, volume,Caldents, outgoing, Dessy Gueorguieva After22 working w 11discipline Bill surpassing $40 the million in 2021. ifornia,6 combines of a21 ne dreams to the real estate world.athlete After with a rigorous proing others abou professional eal estate Giving back to his community is a priority thesince US from Bulgaria 20, recently said, “ fessional at and academic nse forage Bill.

He has beenbackground heavily involved as in he in organizing of the Little League Intermediate erchool degree fromgrows the University She helped us pu his real estate business on the San w degree, World Series in Livermore for the past 10 coast side andinpeninsula. and working asMateo a courtCounty interpreter, CA and went ab business years. Bill is instrumental running this “I event, which drawstable,” teams from bringadventure. a lot major of energy heallsays. dack. to“I’m pursue a new She to the hit by it all - a bi and even over the US and the world, and he also “People affinity know mefor forplaying being a year-round Brazilian nts,” Bill maintains the field for Jiuling that her natural you name it. Sh fun with thebelt parksCHERYL district.

When he is not BILL ABOUMRAD DESSY MATTHEW ARAGONI Jitsu black and instructor at workthe BJJ gg lasting relationships would lead it all, at any tim people ing or volunteering, Bill enjoys playing CARDAMON GUEORGUIEVA CHERYL CARDAMON Academy, baseball, or fromkeeping surfing down up up withand politics and the ing business in this field.

After bright smile, supporting local charities, such as: the an coast, so they already know that I am eral Estate real &estate license in 2001, she andand knowledge abo Associates Make-A-Wish Foundation Adopt an Angel. He worker thatsons.

I care a lot ll lives in Livermore extremely also loves tohard travel with his wife and their k straight away, and quickly saw CONTENTS feet. Her patienc In addition to running about the local community.”

Whether he’s es upwards of 300 of Asher for what the future is holds, Bill says, “I don’t see heandfoundation business and she really m helping prep a property towillsell or assisting ndle his own transacmyself retiring any time soon.

I probably never 4) 6 WAYS TO GETworks 18) COOPERATION, actually smooth sting relationships, asinshe siness with clients. “I buyers quit selling real estate because what I loveof doing negotiating theit’spurchase a new YOUR CLIENT NOT COMPETITION, the business I worked the most.

I love having interactions with my clients, to accomplish her clients’ goals.

Dessy offers home or investment property, clients know they can rely that is more TRUST CREATES MUTUAL “My businessTO is 100% whoYOU have become my friends. It’s been a wonderful him.for”People know thatandyou meFOR twenty-four year with any of my agents, on career me.

It’s very rewarding, evencan with call the Giving vice approach, guiding and protecting clients back to therecent communi SUCCESS AGENTS k my database.” challenges, aI great sense of accomplishment at done, no matter seven and there’s that will always get the job over fifteen MY transaction CRYSTAL BALL: ach step 8) of the and leaving no stone priorities. She volunteers ever the end of every day.”

CAN YOU'LL A in STEP-BY-STEP GUIDE howPREDICT difficult task mile, at hand is,”23) he says. ming andYOU referring Sheback never hesitates to go thethe extra always Contra Costa County, and SUCCESSFUL SELLING TO CONVERTING INTERNET ll. His depthBE of expeThe corners ut for their best interests. This results in continlocal dog LIFE rescue organizatio business are REAL second toESTATE LEADS TO REAL SALES and dedicati that’s always kept me When asked about his introduction to the profession, rals from past clients, as those who work with adoption events through Cold edges. “In addition to Matt is quick to credit his mother with his initial curiospercent of c emphasis real estate hat sheonwill exceed their expectations. ally aestate mainsince drivingingforce beh ity and later success.

“My mom’s been in real that disc finance side and all donates a portion of eac Phone1999, 310-734-1440 | Faxup 310-734-1440 past clients frequently so I grew around it,” he says. “Ialso always thought take care of ve a general realmag@topagentmagazine.com estate ontra Costa and Alameda counties, Dessy isbut IChildren’s Hospital, | www.topagentmagazine.com I would get my license someday, wanted an Research acacare of them h estates, since I have No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent Magazine Walnut Creek at Coldwell Banker She that.” local events and fundraisers. demic background to Realty. complement Matt attended fame, and hi is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agentways Magazine cannot be held responsible for opinions expressed or an factsassociate’s supplied by its authors.

Skyline College where he earned degree in to go the ext yes resources thinksincluding of to address, better serve her clients, To subscribe or change send inquiry to mag@topagentmagazine.com.

Contact Bill Aboumrad at 510-816-3611, business administration andSellers. competed An on the wrestling lov in the U.S. ,udes investing in Published profes- a offering home warranty for all exciting futuredirty. lies “I ahead email baboumrad@legacyrea.com, ch property stands out team. He later transferred to UC Santa Cruz and graducontrac or visit him online at legacyrea.com y,mselves: if anything form a team. One ting of her dau Bill averages were to break down during the ated with a bachelor’s degree inNo business a and havejoin to do iod, my client is covered,” she explains. realeconomics, estate license De Top Agent Magazine 3 Copyright Top Agent Magazine background that gives him a broad economic and finanmyself, or re www.

o she’s serving, she communicates regularly,

Every day is different, every p

6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything 4

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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Top Agent Magazine

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Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

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Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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BILL ABOUMRAD With a personal touch that inspires trust and confidence in his clients, Bill Aboumrad helps turn real estate dreams into reality. Bill’s father was a real estate broker, and Bill has had his license since right after graduating high school in 1978. After obtaining his law degree, Bill decided to join the family business in 1987 and has never looked back. “I’m now getting to help the kids and even grandkids of some of my clients,” Bill says with pride. “I have a lot of fun with real estate, and I love helping people accomplish their goals.”

As Broker-Owner at Legacy Real Estate & Associates headquartered in Fremont, Bill lives in Livermore and serves the East Bay area. In addition to running his company with its five offices and upwards of 300 agents, Bill is proud to still handle his own transactions and maintain his own business with clients. “I would never want to give up the business I worked so hard to develop,” Bill says. “My business is 100% referral based. I don’t compete with any of my agents, and I don’t prospect. I just work my database.”

It’s no wonder clients keep coming back and referring their friends and family to Bill. His depth of experience and knowledge of the business are second to none. “It’s the knowledge piece that’s always kept me at the forefront,” Bill acknowledges. “In addition to my background in law with an emphasis on real estate transactions, I understand the finance side and all aspects of the transaction. My past clients frequently reach out to me any time they have a general real estate question or need my advice with estates, since I have a specialty in probate work.”

In marketing his listings, Bill uses resources including the MLS and syndicated sites, investing in professional photography to ensure each property stands out online. The results speak for themselves: Bill averages 6

a yearly $20 million-plus in sales volume, surpassing $40 million in 2021.

Giving back to his community is a priority for Bill. He has been heavily involved in organizing the Little League Intermediate World Series in Livermore for the past 10 years. Bill is instrumental in running this major event, which draws teams from all over the US and the world, and he also maintains the playing field year-round for the parks district. When he is not working or volunteering, Bill enjoys playing baseball, keeping up with politics and supporting local charities, such as: the Make-A-Wish Foundation and Adopt an Angel. He also loves to travel with his wife and their sons.

As for what the future holds, Bill says, “I don’t see myself retiring any time soon. I will probably never quit selling real estate because it’s what I love doing the most. I love having interactions with my clients, who have become my friends. It’s been a wonderful career for me. It’s very rewarding, and even with the challenges, there’s a great sense of accomplishment at the end of every day.”

Contact Bill Aboumrad at 510-816-3611, email baboumrad@legacyrea.com, or visit him online at legacyrea.com www.

Copyright Top Top Agent Agent Magazine Magazine

Rena Newman is proud to congratulate

Bill Aboumrad

on being featured for the State of California in Top Agent Magazine!

RENA NEWMAN Fidelity National Home Warranty Rena.Newman@fnf.com | homewarranty.com www.

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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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Top Agent Magazine ®

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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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CHERYL CARDAMON

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CHERYL CARDAMON “I believe in taking an analytical approach with my buyers and sellers. At the end of the day, I always trust the data; after all, that’s the language we speak here in Silicon Valley.”

Born into a military family and raised in Hawaii and the Bay Area, Cheryl Cardamon has always possessed an entrepreneurial spirit. For years, she would author an accomplished 12

career in the tech industry, serving clients and companies ranging from Silicon Valley to Asia. However, she soon found herself seeking an opportunity that allowed her to work more Top Agent Magazine

directly with her customers, which inspired her to pursue her real estate and Brokers licenses. Sure enough, she would find quick success as an agent, building a network of satisfied clients and colleagues that spans the region.

throughout Silicon Valley and San Joaquin County. Leveraging her strong roots in the area, she has cultivated a boutique process to meet the needs of any client—from buyers and sellers to investors, developers, and quick turnaround renovators.

Most recently, Cheryl decided to take her work to the next level and join Corcoran Global Living, where she leads an elite team to assist clients

When listing a property, Cheryl prefers a comprehensive approach. After helping her clients fully prepare their home for the market, she populates

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it to a variety of consumer websites via the local MLS. Along the way, she utilizes a highly targeted blend of digital and social media campaigns, as well as her extensive network at Corcoran Global Living, to generate as much exposure as possible.

for their best interests. In fact, she keeps in touch long after the deals are done to provide ongoing support and ensure her clients are thriving in their new homes. Over the years, she has earned a fantastic reputation throughout California, with the vast majority of her volume coming from Elsewhere, Cheryl is just as attentive either repeat clients or referrals. when assisting her buyers, drawing from her acute knowledge of the re- But through it all, Cheryl remains gion to uncover the right investment focused on the proven standards that

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continue to set her apart. “I believe in taking an analytical approach with my buyers and sellers,” she says. “At the end of the day, I always trust the data; after all, that’s the language we speak here in Silicon Valley.”

Outside of real estate, Cheryl is dedicated to her community. On top of fundraising for area organizations like San Jose’s Local Color or annual Christmas in the Park events, she

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is a dog rescue advocate, caring for two pups of her own and supporting local animal shelters throughout the year. Equally committed to her industry, she also enjoys mentoring up-and-coming agents, sharing her core values with the next generation of REALTORS®. When she’s not with clients or giving back, she can be found cooking or spending quality time at home with her husband and their six adult children.

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As her volume maintains its steady growth, Cheryl intends on expanding her team, with plans to open an office in Stockton in the near future. In the meantime, though, she is more than happy with the fulfilling life and career she has established in the community she

loves. “In real estate, the people matter most,” she says. “Whether I’m handing my buyers the keys to their dream home or seeing my sellers celebrate at the end of their transaction, it brings a tear to my eye to know that I’ve truly made a difference in their lives.”

To learn more about Cheryl Cardamon email cheryl.cardamon@corcorangl.com, visit corcoran.com or call (408) 621-4574 www.

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

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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DESSY GUEORGUIEVA Social and outgoing, Dessy Gueorguieva felt drawn to the real estate world. After moving to the US from Bulgaria at age 20, earning her degree from the University of Kentucky, and working as a court interpreter, she wanted to pursue a new adventure. She had a feeling that her natural affinity for developing lasting relationships would lead to a growing business in this field. After earning her real estate license in 2001, she got to work straight away, and quickly saw success. The foundation of her business is built on lasting relationships, as she works diligently to accomplish her clients’ goals. Dessy offers a full-service approach, guiding and protecting clients through each step of the transaction and leaving no stone unturned. She never hesitates to go the extra mile, always looking out for their best interests. This results in continuous referrals from past clients, as those who work with her trust that she will exceed their expectations.

Serving Contra Costa and Alameda counties, Dessy is based in Walnut Creek at Coldwell Banker Realty. She continually thinks of ways to better serve her clients, which includes offering a home warranty for all Sellers.

“That way, if anything were to break down during the listing period, my client is covered,” she explains. No matter who she’s serving, she communicates regularly, sometimes daily. Dessy gets to know clients closely, understanding what they’re looking for and what their ideal real estate journey looks like. Buyers and sellers are prepared for each step before it happens, and any questions are answered promptly. Understanding that this transaction is a pivotal time in her clients’ lives, Dessy eliminates their stress while offering advice and support.

When it comes to marketing her listings, she takes advantage of Coldwell Banker’s platform Listing Concierge which pushes listings out in front of thousands of potential buyers. “It starts with professional photography, an individualized property website, and then we have a professionally produced TV spot video which airs on ABC on Sundays,” she explains. Dessy also creates her own personal videos about each listing, which is sent out in an email newsletter and posted on social media.

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After working with Dessy, clients love telling others about their time together. One recently said, “Dessy is simply amazing!

She helped us purchase a home in Concord, CA and went above and beyond. We were hit by it all - a bidding war, appraisal issues, you name it. She was there for us through it all, at any time of day or night, with a bright smile, professionalism, endless knowledge about the process, and quick feet. Her patience with us was remarkable, and she really made the stressful process actually smooth and enjoyable.”

Giving back to the community is one of Dessy’s main priorities. She volunteers every month at the Food Bank in Contra Costa County, and is affiliated with several local dog rescue organizations. “We host annual dog adoption events through Coldwell Banker, and I’m usually a main driving force behind those events.” Dessy also donates a portion of each transaction to St. Jude’s Children’s Research Hospital, and participates in various local events and fundraisers.

An exciting future lies ahead, as Dessy hopes to soon form a team. One of her daughters may also earn her real estate license and join Dessy. “I just love what I do.

Every day is different, every person is different, there are always new challenges. So I find it really exciting and hope to share my passion for real estate with others.”

For more about Dessy Gueorguieva, please call 925-286-1707 or email dessy.george@cbnorcal.com Copyright Top Agent Magazine 21

MATTHEW ARAGONI Matt Aragoni of Half Moon Bay, California, combines the discipline of a professional athlete with a rigorous professional and academic background as he grows his real estate business on the San Mateo County coast side and peninsula. “I bring a lot of energy to the table,” he says.

“People know me for being a Brazilian JiuJitsu black belt and instructor at the BJJ Academy, or from surfing up and down the coast, so they already know that I am an extremely hard worker and that I care a lot about the local community.” Whether he’s helping prep a property to sell or assisting buyers in negotiating the purchase of a new home or investment property, clients know they can rely on him. ”People know that you can call me twenty-four seven and that I will always get the job done, no matter how difficult the task at hand is,” he says.

When asked about his introduction to the profession, Matt is quick to credit his mother with his initial curiosity and later success. “My mom’s been in real estate since 1999, so I grew up around it,” he says. “I always thought I would get my license someday, but I wanted an academic background to complement that.” Matt attended Skyline College where he earned an associate’s degree in business administration and competed on the wrestling team. He later transferred to UC Santa Cruz and graduated with a bachelor’s degree in business economics, a background that gives him a broad economic and financial perspective when working with clients. “As a local, I understand both the residential and commercial markets, which helps me stand out among other agents and better serve my clients,” he says. “I have helped clients purchase new homes, sell existing properties, and make long-term investments.”

After graduating, Matt seized an opportunity through UC Berkeley to secure an internship at Marcus and

Millichap, a top commercial real estate brokerage known for its in-depth training program. He spent about two years there, working under some of the biggest producers in the brokerage’s San Francisco office, and earned his license at the same time. “I learned so much about the commercial side of the industry,” he says. As his understanding broadened, Matt sought opportunities to tackle the residential market and joined his mother at Coldwell Banker Realty, one of the top brokerages on the coast and globally. “That was two and a half years ago,” he says. “It’s been great ever since.” Today, in 2022, Matt boasts a book of business that is more than 30 percent referral based, and his most recent year saw him crest $24 million in volume spread over fifteen transactions.

The cornerstone of Matt’s success is his comportment and dedication to excellence. “In mixed martial arts, 90 percent of communication is nonverbal,” he says. “Having that discipline and respect means people can see you take care of yourself, so they know you’re going to take care of them.” His athletic career is the source of his local fame, and his active lifestyle means he is always prepared to go the extra mile, even if that means getting his hands dirty. “I love doing the project management side—getting contractors or painters out here,” he says “but if I have to do some of the landscaping or power washing myself, or rent a U-Haul to help people move, I’ll roll up my sleeves and make it happen.”

Matt is excited to continue growing his career while also making a positive impact on his community. His immediate plans include training the next generation of martial artists at BJJ Academy, surfing every wave between Pescadero and Pacifica, and obtaining his broker’s license while climbing the ranks of top agents in San Mateo County.

To learn more about Matt Aragoni, visit cacoastproperties.com, email Matt.Aragoni@cbrealty.com, or call 650-483-8949 www.

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

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

ENGAGE WITH OPEN-ENDED CONVERSATION

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

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

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture.

The internet plays a powerful role in funneling When online back-and-forth goes stale, commumodern clientele your way, but in order to take nication drops off quickly. If you’re following full advantage of the web’s reach, you’ll need up via e-mail, social media, or text, be sure to to tailor your follow-up technique. Mastering keep topics focused squarely on the potential the fundamentals of digital communication is client. Ask open-ended questions to give your the first step to converting digital interest into lead the opportunity to loosen up and engage concrete business. Keep these tips top-of-mind on a personal level. There’s no better way to as you build your online presence and mine the cement a digital lead than to take a pointed vast world wide web for an endless wealth of interest in the specifics of their situation. Doing clientele. Earning a command of digital lead so transforms the impersonal invisibility of the conversion is the surest way to bolster your internet into a true connection. business in the ever-evolving digital era.

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