Northern California 6-12-17 by Top Agent Magazine

NORTHERN CALIFORNIA EDITION

PLAYING THE REAL ESTATE MATCHMAKERâ&#x20AC;&#x201D; Follow These 8 Dating Rules to Ensure You Match your Client with the Perfect Home for Them PROPERTIES: The Good, the Bad, and the Ugly Turning Your Profession into a PASSION

COVER STORY

MICHELLE PANIZZA

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NORTHERN CALIFORNIA EDITION

MICHELLE PANIZZA

CONTENTS 4) PLAYING THE REAL ESTATE MATCHMAKER â&#x20AC;&#x201D; FOLLOW THESE 8 DATING RULES TO ENSURE YOU MATCH YOUR CLIENT WITH THE PERFECT HOME FOR THEM

14) PROPERTIES: THE GOOD, THE BAD, AND THE UGLY 19) 6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR 22) TURNING YOUR PROFESSION INTO A PASSION

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home. When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day. In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures. Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees? Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 6

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union! When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing. Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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MICHELLE PANIZZA 7

Covering the Northern California’s Napa, Solano and Yolo Counties, Michelle Panizza works prides herself on providing highly attentive and comprehensive service whether her clients are buying or selling. whatever their needs are. I form strong relationships from the beginning and never stray.”

When you hear Michelle Panizza say her work is all about the people, you can believe her. Throughout her 16 years in Northern California real estate, the relationships she creates and nurtures, as well as the people she empowers, have remained her top priorities. “In my belief, those relationships are what keep people coming back to me, too,” says Michelle. “I become friends with a lot of my clients and it feels natural to always be interested in their lives, ready to help them with 8

The fact that she also makes herself available seven days a week to her clients – past and present – also builds people’s trust in her. “I buy a home warranty for every client for a full year, so they get peace of mind having that warranty behind them,” she says, noting that as time goes on, clients continue to feel good about approaching Michelle with any issues. “And I feel good about them coming back to me because I get to help them find solutions!” Covering the Northern California’s Napa, Solano and Yolo Counties, Michelle works prides herself on providing highly attentive Top Agent Magazine

and comprehensive service whether her clients are buying or selling. With sellers, she starts by helping them make decisions on repairs, improvements and staging the property for attractiveness to the ideal buyer. Working with a real estate marketing company, she creates impactful photos, tours and marketing pieces that to share online through social media and real estate sites as well as through traditional print methods. “We’ll never let the basics go, but we stay up-to-date on technology so we can successfully market to Millennials.” Although Michelle’s experience and knowledge may paint a picture of someone who has always been in real estate, her foray into Top Agent Magazine

the industry began after 16 years as a district manager for KinderCare – another fact that illustrates her love for people. “Through that work, I met a parent who had just started in real estate and realized that real estate could be a different way of helping families.” Before long, she made the leap and immediately thrived. “I love meeting families, learning about who they are, what they want to achieve and why,” she says. “It makes all of us better people when we find ways to help others.” Giving to help, after all, is an integral part of who Michelle is. “I’m an Army mom,” says Michelle whose son is in the Army. “I am very involved with the Wounded Warriors.” Copyright Top Agent Magazine

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Additionally, given her proximity to Travis Airforce Base, she extends herself to military families who are buying or selling real estate. “I always give a credit for closing costs to help our military members get into their first home or to sell when they’re relocating.” Her son has been deployed three times and, each time he has been deployed, she has sent 50 to 100 boxes of seasonal gifts to the troops. “I support the military not only because I’m a military mom, but because I appreciate and respect all they do for us.” Top Agent Magazine

Additionally, Michelle hopes to get involved with children’s charities, given her background and her studies in early childhood education. “I want to support children’s foundations that exist to make the world better for children,” she says. She also knows that she will remain in real estate for as long as she physically can, even after her husband retires from his career as a corrections officer. “I’m very passionate about what I do,” says Michelle. “It’s all about the families and helping them move forward, or sometimes Copyright Top Agent Magazine 11

taking a step back so they can make the right decisions for their circumstances.” She wants people to know that she is “real-life,” that she values what others bring to the table, and that

she is honored to be part of their milestones. Buying or selling a home, she knows, is typically part of a major change or milestone. “I take that very seriously and I care.”

To learn more about

MICHELLE PANIZZA, visit michellepanizzasellshomes.net, email michellekendrickrealtyinc@outlook.com or call 707.310.5661 www.

12Copyright Top Agent Magazine

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Debbie Sundlie is proud to congratulate

Michelle Panizza

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

Debbie Sundlie | Senior Loan Officer | NMLS #247830 Mason-McDuffle Mortgage Corporation 707-564-3159 | dsundlie@masonmac.com www.lendingxperience15.com Top Agent Magazine

Properties: The Good, The Bad, And The Ugly by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year. I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.” I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work. 14

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OR they they tell tell the the seller, seller,“This “Thishouse house isn’t isn’t going going to to sell sellunless unlessyou youchange change the carpet, carpet, fix fix the the paint, paint,install installnew new roofing, roofing, etc.” etc.” Beware! Beware! This This could couldlead leadinto intoaalegal legal nightmare. nightmare. While Whileon onthe thesurface surfacethis this agent agent is is giving giving generic genericadvice, advice,what what if if the the seller seller does does everything everything the the agent suggests—and the house still agent suggests—and the house still doesn’t doesn’t sell? sell? That That agent agentmight mightwant want to to call call aa good good lawyer. lawyer.

IfIfa aproperty that’s never propertyneeds needswork, work, that’s never a a reason reasonit itwon’t won’tsell. sell.There Thereareare investors, investors,handypersons, handypersons,contractors, contractors, and these anddo-it-yourselfers do-it-yourselferswho wholove love these properties. properties.Go Gototoyour yourlocal localreal real estate estateinvestment investmentclub clubmeeting meetingand and you’ll - you’llfind findpeople peoplesearching searchingfran fran Advertise tically forsuch suchproperties. properties. Advertise ticallyfor ititasasa a“Handyman’s Target “Handyman’sSpecial.” Special.” Target these people directly. You may these people directly. You maybebe amazed amazedhow howmany manyofofthem themareareoutout there. there.

Here’s Here’s the the truth: truth: Every Every property— property— and ugly—will good, bad, sell ifif good, bad, and ugly—will sell priced right. It is always about price. priced right. It is always about price. There is always someone in the There is always someone in the market ready and willing to buy market ready and willing to buy right now for the right price. right now for the right price.

True, True,you youmay mayhave havetotoadvise advisethethe seller sellerthey theywon’t won’tget gettop-dollar top-dollarif if a lot of work needs to be done. a lot of work needs to be done. But this is the true issue here—not But this is the true issue here—not the work itself. It’s always about the work itself. It’s always about price. price.

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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You are not the world’s taste critic. You cannot tell what people want. I

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be have to tear down half the planet! creative. Use your marketing to target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or wanted that house. Period. ugly.

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game. Top Agent Magazine

Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship. Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for. 2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect. 3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be hon20

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions. 5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable. 6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader. You need to let them know that through it Top Agent Magazine

all, you are a reliable support to them and have a complete belief in their abilities. Make sure to always praise their accomplishments. Remember: your job as a mentor is more about guidance than constant feedback. Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life. On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion. After all, cultivating a passion for what you do will not only add to your quality 22

of life, but will likely make you more successful in the long run. BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing. THINK ABOUT THE BIG PICTURE

and excelling in your field, you may find that others’ approaches inspire your own. Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again. TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project? Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone. There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement. By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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