NORTHERN CALIFORNIA 4-17-23

NORTHERN CALIFORNIA EDITION

MY CRYSTAL BALL: YOU CAN PREDICT YOU'LL BE SUCCESSFUL SELLING REAL ESTATE FEATURED AGENTS

YURII LAVRENTIEV ALADDIN KANAWATI ANISSA BURNLEY HEATHER WATKINS COVER STORY

CREATIVE WAYS TO SAY THANK YOU HOW TO INCORPORATE CURRENT EVENTS TO YOUR EMAIL BLASTS AND STAY RELEVANT THE DAILY SCHEDULE OF A SUCCESSFUL REAL ESTATE AGENT

DIANA SHAKIROVA

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NORTHERN CALIFORNIA EDITION

HEATHER WATK

ALADDIN KANAWATI ANISSA BURNLEY

Coming a background in law County, get where they want to be,” she says.

Heather Watkins offromHumboldt as a litigator and then as22 Corporate “That’s my ultimate objective.”

17 25 26 Speaking Russian and Counsel, Anissa Burnley brings California, has built a real estate busidedication, strong negotiation skills, Maintaining relationships with her English, Top Agent Diana and compassion to the world of real past clients is important to Anissa, Shakirova as a solo ness byworks combining formal education estate. “Iher first got started in real and she stays top of mind with them estate in 2005 when I was deciding through a variety of methods includagent serving the greater to buy my first property,” for Anissa research ing a newsletter, and client events such with an insatiable appetite Sacramento area. recalls. “I had a law degree, so I got as holiday parties and movie nights. my CA real estate license to be able When it comes to marketing her and an unwavering dedication to the to represent myself in the transaclistings, Anissa uses a combination tion. Once I did that, it translated of online and traditional marketing dream of homeownership for all.

“I’ve to helping friends and family from to ensure optimum exposure. This 2005-2015 in residential real estate includes promotion on Facebook and DIANA YURII ALADDIN ANISSA HEATHER been a single mom awhile long time, and sales in NYfor and CA still working full-time as her personal website, as well as campaigns directed SHAKIROVA LAVRENTIEV KANAWATI BURNLEY WATKINS attorney.” In 2015, Anissa decided to focus on to the surrounding neighborhood and broadcasting I’ve seen all anreal the people can estate hurdles full-time. Having worked in real estate in to other top agents in the Bay Area. many capacities, from residential, commercial, propproperty management, rentals and Outside of real estate, Anissa enjoys road cycling, face trying to erty, qualify to getshort-term housing.” working with investors for syndications, flips and yoga, reading, going for long walks and hikes, term holds, has the of experience and per- and traveling. Looking toward the future, Anissa Heather toucheslong on theAnissa topic creative spective to help her clients achieve their real estate says, “My plan is to build my own team. I am also goals. She hopes clients perceive her as to be a real licensed as a Solicitor in the UK and Australia, so I financing and real estate in general, and estate advisor and planner to their long term invest- am hoping to be able to invest internationally and ment goals and real estate portfolio. clients who are looking to invest and or relocate exudes, “I’m a researcher by nature, and help CONTENTS internationally.”

Anissa serves the San Francisco Bay Area as part of the Kellerwith Williams Luxury Group, as well as the More than anything, Anissa looks forward to conI can get obsessive digging deep, Napa and Sonoma County wine country. “It’s a geog- tinuing to serve her clients, no matter their needs 4) HOW TO looking INCORPORATE THE DAILY SCHEDULE I love,” Anissadata. says.20) “I grew up in Alameda or situation.

For Anissa, it all comes back to helpat spreadsheets, Every day Topraphy Agent Aladdin Kanawati works independe and Sonoma counties, so I feel like I’ve come full cir- ing people. “I’ve worked in every capacity of real CURRENT EVENTS SUCCESSFUL cle.” A significant share ofOF Anissa’sA business comes estate, and I’ve always loved it. It’s such a rewarding I watchTO “On The Market” podcast epi- on from repeat and referralwith clients, anda it’s easy to see and enriching field,Peninsula because you can help people the Bay Area focus the and S YOUR EMAIL BLASTS AND ESTATE AGENT what keeps people comingREAL back. “My background find their home while simultaneously enabling them sodes. I see endless opportunities.

You’re is in legal compliance, risk management, and pri- to grow their personal wealth. I love every facet of STAY RELEVANT vacy, so I love relationships negotiations and making sure people estate.” strong helping people findo bought not restricted to any particular box in and thisrealindustry.”

24) CREATIVE WAYS To find out more about Anissa Burnley, you can call her at 4150-290-5886 will serv or email anissaburnley@kw.com.

You can find herYOU online at hearthmyhome.com 14) MY CRYSTAL BALL: TOinSAY THANK Through every pursuit his life, REALTOR® Around 50-60% or on LinkedIn at: linkedin.com/in/anissa-burnley-29a7 Real estate is a true vocation for Heather, who began love the YOU CAN PREDICT YOU'LL Aladdin Kanawati strives to help people in a from friends and BE SUCCESSFUL SELLING this mod her journey in the industry as real a teenager. took my The guidance an meaningful way. Before estate, he “I studied REAL ESTATEfirst two public real estate I was eighteen, “ she policy,courses built hiswhen own non-profit for worked in tech When recalls, “Irefugees, had a and mentor who wassales. a real estate agent, When sh he eventually shifted to real cating he Sally Conley.

I always knewhisI focus wanted to be in real estate full-time, Aladdin found that it was Phone 310-734-1440 310-734-1440 estate.”| Fax After obtaining her licensure, she pursued an to engag more than a lucrative career — it was a mag@topagentmagazine.com | www.topagentmagazine.com tions. Fo MBA, and eventually launched a career as a full time way to make a difference. He got licensed No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine do – from agent in July ofyears 2020. client reviews praise her for eight agoHer and hasto ensure been is published by Feature Publications GA, Inc. Although precautions are taken theactively accuracy of published materials, Top Agent Magazine cannot responsible for opinions expressed facts ® supplied by its authors. herbe held professionalism, deeporknowledge the industry, fundraise for five of years, working as a REALTOR To subscribe or change address, send inquiry to mag@topagentmagazine.com. firstfor in education.

Georgia, and now in California. keeps m Published in the U.S.and passion

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Diana Shakirova began her journey in the real estate industry as a property investor and flipper. She fell in love with the process and eventually decided to transition into working as a licensed agent, which she credits as a pivotal moment in her career. “After I passed my exam, I began working as an agent right away,” she explains. Since making the switch, Diana has found success in the industry and established herself as a respected professional. Her experience as an investor gives her a unique perspective that allows her to effectively guide clients through the buying and selling process. She is now nearing her fourth year as a REALTOR® and is showing no signs of slowing down. Working as a solo agent, she serves the greater Sacramento area, a region that attracts people from all over the world.

Speaking Russian and English, Diana frequently assists people from Russia and Ukraine who are looking to buy or sell here.

Around half of her business consists of repeat clients and referrals, as Diana goes above and beyond to provide the best service possible. “I make sure my clients have the best deal,” she

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www.

www.

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Bay Area Specialist

YURII LAVRENTIEV Top Agent Magazine

Today, Aladdin is working independently Compass the Bay Area withand a Heather’swith passion forin homeownership endless focus on the Peninsula and San Francisco, opportunity are poised to blossom in 2023 with the building strong relationships and helping

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How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes4

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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DIANA SHAKIROVA Top Agent Magazine

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Speaking Russian and English, Top Agent Diana Shakirova works as a solo agent serving the greater Sacramento area.

Diana Shakirova began her journey in the real estate industry as a property investor and flipper. She fell in love with the process and eventually decided to transition into working as a licensed agent, which she credits as a pivotal moment in her career. “After I passed my exam, I began working as an agent right away,” she explains. Since making the switch, Diana has found success in the industry and established herself as a respected professional. Her experience as an investor gives her a unique perspective that allows her to effectively guide clients through the buying and selling process. She is now nearing her fourth year as a REALTOR® and is showing no signs of slowing down. Working as a solo agent, she serves the greater Sacramento area, a region that attracts people from all over the world.

Speaking Russian and English, Diana frequently assists people from Russia and Ukraine who are looking to buy or sell here.

Around half of her business consists of repeat clients and referrals, as Diana goes above and beyond to provide the best service possible. “I make sure my clients have the best deal,” she

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explains. “I’ll shop around for a lender with them, and negotiate as much as I possibly can so my buyers get selected.” Knowing that buying or selling real estate can be stressful, Diana aims to make them feel comfortable and educate them along the way. This is especially true for her first-time buyers, as they

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often don’t know what to expect. “If it’s their first time then I am really ensuring they’re ok with all the terms and conditions and understand what’s happening and what comes next.” By providing this exceptional service, Diana builds lasting relationships, with many past clients still calling her for help years later.

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Diana’s sights are set on becoming the REALTOR® of the Year in Sacramento, and she also wants to open her own brokerage one day. Currently ranked as the #2 selling agent nationwide for Vylla Home, it’s clear she’s on the right path.

“We remain in touch, they trust me and I am 100% there for them for whatever they need.”

Afterwards, clients leave 5-star reviews about their time together. One recently said, “Diana is amazing! She took care of everything from my first call to her. She looked for properties, prepared all paperwork, arranged property viewing and more. She literally took care Copyright Top Agent Magazine 10

of everything from the first to the last step.

She helped me to find my home here and I really appreciate it. For me she is the #1 agent in the Sacramento area!” Another wrote, “Diana helped us buy a house. She talked about the whole process of buying, competently negotiated with the seller, taking into account all our wishes. She was always in touch and quickly advised on all issues. We Top Agent Magazine

are very pleased with her work and will only use her in the future!”

During her free time, she loves to travel and relax with her family.

When Diana isn’t working, she’s staying active in the community through various causes and activities. “I am sponsoring a market that will include a mixture of Russian and Ukrainian businesses here,” she explains.

She sponsors rehab centers and orphanages all over the world, and donates 10% of her real estate profits to churches and charities.

Diana’s sights are set on becoming the REALTOR® of the Year in Sacramento, and she also wants to open her own brokerage one day. Currently ranked as the #2 selling agent nationwide for Vylla Home, it’s clear she’s on the right path. “I love real estate, it’s truly my passion. This is what I was meant to do in life.”

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For more about Diana Shakirova (DRE# 02082722 ) and Vylla Home, Inc., please call 916-390-6062 or email dshakirovarealtor@gmail.com

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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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Bay Area Specialist

YURII LAVRENTIEV Top Agent Magazine

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YURII LAVRENTIEV

With an unwavering passion for real estate and exceptional interpersonal skills, there’s no question why Yurii Lavrentiev is a highly sought after agent in the Bay Area. As a top-performing REALTOR®, Yurii’s commitment to excellence and client satisfaction is second to none, setting the bar high for others to follow. He previously worked as a lawyer in Ukraine, and helped many businesses, including those in real estate. When he moved to California in 2017, he started on a new path. “I was thinking about how I could use my knowledge, background, negotiation skills, and desire to help others, and real estate seemed perfect,” Yurii explains. He completed his real estate studies and passed the state exam on his first attempt. Since 2019, Yurii has been working at Westbrook Realty, a fast-growing company which fosters his growth. Yurii also supports the agency in multiple creative professional programs for agents to help them in their daily work and achieve high goals and service standards for their clients.

derives from repeat clients and referrals, as Yurii prioritizes the client experience at every step. “I’m committed to building relationships with my buyers

He recently started his own team, and is eager to reach new heights. Nearly half of his business 18

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and sellers,” Yurii explains. “I take the time to listen to their needs and goals, and I work tirelessly to help achieve them.” He’s also honest and transparent throughout the process, never afraid to tell his clients the truth, even if it’s not necessarily what they want to hear. This approach has led to him establishing a strong reputation in the industry.

Yurii values facts and data, and is always expanding his knowledge on the market. “I constantly analyze market trends and use that information to make informed decisions about pricing and marketing.” He also shares his knowledge with his clients, helping to educate them on the process and answering questions. “I explain every step, my goal is to empower them so they can feel confident throughout the journey.”

Afterwards, clients love to spread the word about their time with Yurii. One recently said, “I have worked with Yurii to purchase my first single family home. It was a great experience working with Yurii. In very early discussions, he setup multiple zoom sessions to make me familiar with different phases of the home buying process. Yurii carefully examines disclosures and pros and cons of each home and has helped us avoid buying homes which look good but are either over-priced or need a lot of upgrades, or has unpermitted construction or structural issues. He is very responsive and has clearly answered every question we had in our home buying journey. At the end of home buying process, we felt very happy and fortunate to have worked with Yurii.”

During Yurii’s free time, he’s giving back to the community or relaxing with his family, including his wife and their young daughter. He also loves to travel, snowboard, and hike.

Looking ahead, he plans on growing his business and expanding his network of clients. He can’t imagine a more perfect career path. “I love the challenges this industry presents, and I truly enjoy seeing my clients happy.”

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For more about Yurii Lavrentiev, please call 669-285-9514 or email yurii@wbrea.com Copyright Top Agent Magazine 19

The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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ALADDIN KANAWATI

Top Agent Aladdin Kanawati works independently with Compass in the Bay Area with a focus on the Peninsula and San Francisco, building strong relationships and helping people find their dream homes.

Through every pursuit in his life, REALTOR® Aladdin Kanawati strives to help people in a meaningful way. Before real estate, he studied public policy, built his own non-profit for refugees, and worked in tech sales. When he eventually shifted his focus to real estate full-time, Aladdin found that it was more than a lucrative career — it was a way to make a difference. He got licensed eight years ago and has been actively working as a REALTOR® for five years, first in Georgia, and now in California.

Today, Aladdin is working independently with Compass in the Bay Area with a focus on the Peninsula and San Francisco, building strong relationships and helping people find their dream homes.

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Around 50-60% of Aladdin’s business comes from friends and referrals as well as repeat clients.

The guidance and emotional support he provides

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to his clients has resulted in countless successful transactions with clients beaming at the closing table. “It’s not about being a sales person,” he says. “It’s listening to what they tell me they are looking for. I’m a consultant.” Before his clients make an offer, Aladdin ensures that the home fulfills 90% of what they are looking for. “If 9 out of 10 boxes aren’t filled, then they shouldn’t make an offer,” he says.

When it comes to marketing, Aladdin is always learning and trying new strategies to get the word out. He sends out mailers and flyers, but more importantly, provides a personal touch to every interaction with potential and past clients. For anniversaries, birthdays, and holidays, Aladdin sends his clients handwritten notes. He also distributes a magazine every quarter that is filled with resources and useful information about the local market. “I do these personal touches because I really care about the people I work with, many of whom have become friends.

It’s important to build genuine relationships,” he says. These check-ins have also organically lead to past clients listing and buying with him again.

Aladdin is very involved in his local community and loves the vibrancy of life in San Francisco.

He and his wife regularly participate in large events like the annual Bay to Breakers Walk.

They also enjoy supporting local businesses and restaurants.

After three years of working as a REALTOR® in Atlanta and almost three in the Bay Area, Aladdin is hitting his stride in the industry.

“Five years of working in a market will allow you to get that flow,” he says. “For now, I’m trying to be consistent and work hard. Being able to walk through a home with my clients on closing day, knowing their life is changed is the best feeling.”

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To learn more about Aladdin Kanawati, please call 650-850-9039 or email aladdin.kanawati@compass.com

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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ANISSA BURNLEY Coming from a background in law as a litigator and then as Corporate Counsel, Anissa Burnley brings dedication, strong negotiation skills, and compassion to the world of real estate. “I first got started in real estate in 2005 when I was deciding to buy my first property,” Anissa recalls. “I had a law degree, so I got my CA real estate license to be able to represent myself in the transaction. Once I did that, it translated to helping friends and family from 2005-2015 in residential real estate sales in NY and CA while still working full-time as an attorney.” In 2015, Anissa decided to focus on real estate full-time. Having worked in real estate in many capacities, from residential, commercial, property, property management, short-term rentals and working with investors for syndications, flips and long term holds, Anissa has the experience and perspective to help her clients achieve their real estate goals. She hopes clients perceive her as to be a real estate advisor and planner to their long term investment goals and real estate portfolio.

Anissa serves the San Francisco Bay Area as part of the Keller Williams Luxury Group, as well as the Napa and Sonoma County wine country. “It’s a geography I love,” Anissa says. “I grew up in Alameda and Sonoma counties, so I feel like I’ve come full circle.” A significant share of Anissa’s business comes from repeat and referral clients, and it’s easy to see what keeps people coming back. “My background is in legal compliance, risk management, and privacy, so I love negotiations and making sure people

get where they want to be,” she says.

“That’s my ultimate objective.”

Maintaining relationships with her past clients is important to Anissa, and she stays top of mind with them through a variety of methods including a newsletter, and client events such as holiday parties and movie nights.

When it comes to marketing her listings, Anissa uses a combination of online and traditional marketing to ensure optimum exposure. This includes promotion on Facebook and her personal website, as well as campaigns directed to the surrounding neighborhood and broadcasting to other top agents in the Bay Area.

Outside of real estate, Anissa enjoys road cycling, yoga, reading, going for long walks and hikes, and traveling. Looking toward the future, Anissa says, “My plan is to build my own team. I am also licensed as a Solicitor in the UK and Australia, so I am hoping to be able to invest internationally and help clients who are looking to invest and or relocate internationally.”

More than anything, Anissa looks forward to continuing to serve her clients, no matter their needs or situation. For Anissa, it all comes back to helping people. “I’ve worked in every capacity of real estate, and I’ve always loved it. It’s such a rewarding and enriching field, because you can help people find their home while simultaneously enabling them to grow their personal wealth. I love every facet of real estate.”

To find out more about Anissa Burnley, you can call her at 4150-290-5886 or email anissaburnley@kw.com. You can find her online at hearthmyhome.com or on LinkedIn at: linkedin.com/in/anissa-burnley-29a7 www.

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HEATHER WATKINS Heather Watkins of Humboldt County, California, has built a real estate business by combining her formal education with an insatiable appetite for research and an unwavering dedication to the dream of homeownership for all. “I’ve been a single mom for a long time, and I’ve seen all the hurdles people can face trying to qualify to get housing.”

Heather touches on the topic of creative financing and real estate in general, and exudes, “I’m a researcher by nature, and I can get obsessive with digging deep, looking at spreadsheets, data. Every day I watch “On The Market” podcast episodes. I see endless opportunities. You’re not restricted to any particular box in this industry.”

Real estate is a true vocation for Heather, who began her journey in the industry as a teenager. “I took my first two real estate courses when I was eighteen, “ she recalls, “I had a mentor who was a real estate agent, Sally Conley. I always knew I wanted to be in real estate.” After obtaining her licensure, she pursued an MBA, and eventually launched a career as a full time agent in July of 2020. Her client reviews praise her for her professionalism, deep knowledge of the industry, and passion for education.

Heather’s passion for homeownership and endless opportunity are poised to blossom in 2023 with the introduction of her newest business venture. At the time of writing, the company is slated to appear before the heads of Humboldt County in the upcoming weeks.

“Blue Timber Real Estate is a real estate renovation fund. Community members can divert their money from other volatile investments, like stocks, and channel it into the renovation fund in exchange for a preferred return. We will purchase homes in the first-time home buyer price range and ensure the homes qualify for loan products such as FHA, VA, USDA. Blue Timber Real Estate will revitalize our housing stock, get families into housing, and those that need to relocate due to a distress 26

scenario (a looming preforeclosure) will be connected with community resources.

After the sale, we will donate a portion of our proceeds back to our local non-profits in the area.”

This ambitious approach seamlessly blends small town networking with big city urban planning, and Heather is excited to bring her dreams to fruition, “This has been a couple of years in the making. I never got into real estate only to make real estate sales. I got into this to work on projects and ways to get people into housing.” Blue Timber Real Estate’s first project is already underway. “I just bought our first project using creative financing, which will serve as a proof of concept. Don’t get me wrong, I love the sales side of this job, but my dream is to bring this model into other rural communities.”

When she’s not busy building her dream project or educating her community, Heather takes every opportunity to engage with her neighbors. “I love community functions. For being a small area, we have tons of things to do – from the rodeo parade to rotary functions to other fundraisers. And my son is in year-round sports, so he keeps me outside and busy every day!”

Contact Heather Watkins at (707) 599-4658, email heatherhelpshumboldt@gmail.com, visit heatherwatkins.exprealty.com, Facebook.com/HeatheratTheHurstGroup or instagram.com/heatheratthehurstgroup https://

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