NORTHERN CALIFORNIA EDITION
Small Yard? BIG STATEMENT: How to Make the Most Out of Micro Outdoor Spaces
6 WAYS TO GET YOUR CLIENT TO TRUST YOU
SUCCESS THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS
COVER STORY
John Faylor SERENO GROUP
FEATURED AGENT
Mike Nichols
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NORTHERN CALIFORNIA EDITION
MIKE NICHOLS How did Mike Nichols become one of the most respected real estate agents in 7 Sacramento? Mike’s grandfather was a successful Realtor, and when Mike’s grandmother suggested he give the business a try, he realized that like his grandfather before him, he would be a great fit for the industry. A native of Sacramento, Mike and his team serve the Sacramento area, with a focus on Placer, Sacramento and El Dorado Counties. In 2015, they earned Keller Williams’ silver award; and in 2016, they earned the coveted gold award for production. Mike has also received the JOHN FAYLOR Masters Club Award every year since 2015, and is on track for 2018 as well!
to ensure the home looks its best. H walkthrough with clients to look at an fective condition issues or small cha could be made to help with market week before a home goes on the mar begins pre-marketing the property t potential buyers, and his database people in the area to create buzz and interest in the listing. Once the home market, Mike and his team create uniq of the property that result in high pa “For one video I did an impression Irwin with an Australian accent,” he a smile.
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MIKE NICHOLS
Now four and a half years into his career as an agent, a third After working with Mike, his clients remember his of Mike’s business comes from past clients and referrals. humor and the way he keeps the mood light and fun. H What sets Mike apart from other agents in the area? “I provide to ease the stress of making such a big purchase, longer term customer service before and after a transaction,” with his expertise and professionalism, are a comfort CONTENTS he says. He spends time with clients before they even start What’s his favorite part of the job? “I’m always learn their home search. With Mike, clients feel cared for and in new things; and creating new friends during the p capable hands. “I really follow up with people after their always cool!” To give back to his community, Mike 4) SUCCESS–THESE 16) SMALL BIGin collaboration with the Shr home has been sold,” he says, “to see if they need referrals with YARD? the Freemasons to contractors or any otherREAL assistance.” He has great commumakes HOW donations TO to various charitable events in Sa 7 HABITS ARE THE STATEMENT: MAKE nication skills, keeping clients informed throughout the throughout the year. He also teaches workshops w SECRET TO SUCCESS THE MOST OUT OF MICRO process. This fosters a positive relationship and keeps clients real estate community to help fellow agents stay SPACES feeling at ease. To stay in touch, Mike does pop bysOUTDOOR and sends about innovations and technology in the industry cards, hosts fun, well-attended client appreciacreates helpful videos for the community about upco 13) 6thoughtful WAYS TOandGET YOUR tion parties. He also reaches out by text or phone to let clients estate developments. In his free time, he enjoys fi CLIENT TO TRUST YOU 21) 6 HABITS OF HIGHLY know he is thinking of them. camping in the high wilderness in California. He an PRODUCTIVE AGENTS are expecting their first baby and he’s very excited For sellers, Mike starts working with clients one to three For the future, he plans to continue serving his c months before they actually put their home on the market helping them reach their goals.
Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. To find out more about Mike Nichols,
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email mike@nichols-realty.com or call 916 - 804 - 9075. You can also check him out online at nichols-realty.com www.
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Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all? The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 4
their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few. It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high
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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.
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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.
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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests? Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life. Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t
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fear asking questions. They fear not asking those questions and growing stagnant.
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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.
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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty. Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.
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BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest. Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.
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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.
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BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears. All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.
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John Faylor SERENO GROUP Top Agent Magazine
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John Faylor It is incredibly rare to become a professional football player, perhaps as rare as it is to become a successful real estate agent. But John Faylor has managed to do both. After graduating from Santa Clara University, he played with the 49ers for two seasons before getting injured. He then worked for a title company, learning the inside scoop on real estate, title and escrow. This gave John the opportunity to see the potential in a real estate career, and soon he became curious enough to get his license and become an agent. On his 8
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“Coming out of a career in professional sports, I have a willingness to work hard and be consistent. I’ve never worried about the commission or the money, I focus on the client and try to make the transaction as smooth as I can.” first day he sold a house, a sign that this was where his talents could truly shine. A determined, self-motivated people-person, John knew he found his dream job as a Realtor. Today, he’s a member of the Sereno Group, which includes Chris Trapani (Founder & CEO), Ryan Iwanaga (Executive Vice President and Co-Founder), Barbara Cole (Chief Operating Officer) and Tim Proschold (VP of Group Strategy and Success). John has a full-time assistant and four agents working under him, including Daniel Goni, Mike Lauck, Kimberley Malley Bellotti, and Dustin Holdt. They serve the entire Bay Top Agent Magazine
Faylor Team Mission Statement: “Representing Our Buyers and Sellers, Committed to Creating Focused, Distinctive Solutions to Win Maximum Value and Satisfaction for Our Clients While Maintaining Impeccable Standards of Honesty and Fairness.”
Area, and are 80-90 percent referral based. One of John’s main priorities is staying in touch with clients and building relationships with them. “We send quarterly newsletters to past clients, and we also try to get on the phone and reach out to people,” he explains. “We also send a closing gift.” But just speaking with John for a few minutes reveals his natural charisma and genuine love of people. It’s that energy that likely keeps many people coming back to him. “Coming out of a career in professional sports, I have a willingness to work hard and be consistent,” he says. “I’ve never worried about the commission or the money, I focus on the client Top Agent Magazine
and try to make the transaction as smooth as I can. People end up having bad experiences in real estate because of the way an agent handles a transaction. A lot of times, things can be avoided if you just do it the right way.” John has always had the motto: ‘if you do the right thing, they will tell their friends and family about the experience.’ It always proves to be true. When working with John, clients leave the transaction happy and excited for the next chapter in their lives. One recent testimonial read, “The absolute BEST Realtor we have ever known! John found our current Copyright Top Agent Magazine
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“It’s all about helping people, and knowing that this is probably the largest purchase most people will make in their lifetime. I always want to do the right thing. At the end of the day, most of my clients are my friends.” Copyright Top Agent Magazine 10
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JOHN FAYLOR • $80 Million Sold in 2017 • Top 1% in the Nation • Over $1 Billion Sold • 30-year Career • Consistent Ranking in Silicon Valley’s Leading 100
“One of the best anglers in real estate!”
• Consistent Ranking in Silicon Valley’s Real Producers magazine • Silicon Valley native
• Completed over 60 residential developments • Santa Clara University 1981-1985 • B.S. in Marketing & Finance • College All-American & Recipient of Pat Malley “Athlete of the Year” Award: 1985 • San Francisco 49ers: 1986-1987 • NFL Alumni Member
home while we were on our honeymoon and could not have been happier with the service by him and his team! Highly recommend John Faylor for your home hunting and purchasing needs!” In addition to John’s work in real estate, he also makes sure to give time and resources back to his community. John’s brokerage, The Sereno Group, donates one percent of their commission to charities which are chosen by the members of the office. “It’s one of the reasons I went to Sereno,” he says. He is also involved with St. Justin, a local church and school that his daughter attends. They host events Top Agent Magazine
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to raise money, and naturally, John has become responsible for obtaining auction items like autographed footballs and jerseys. After a dear friend passed away from ALS, John also makes sure to stay involved with the Golden Heart Fund, a foundation started by the 49ers to give past and present members of the team financial support when they need it most. “I’m always trying to stay involved and give back to the community.”
As he looks towards the future, he has one goal in mind: “keep doing the same thing we’ve been doing.” There is no question John and his team will continue growing, and more than anything, he is just happy to be doing what he loves. “It’s all about helping people, and knowing that this is probably the largest purchase most people will make in their lifetime. I always want to do the right thing. At the end of the day, most of my clients are my friends.”
For more information about John Faylor, call (408) 605 - 8133, email john@serenogroup.com, or visit JFTeam.com www.
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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 Top Agent Magazine
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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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. 14
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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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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 16
urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature. Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.
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Think vertically. When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.
Soothing sounds set the mood.
Upgrade the look of structural components. Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine
retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.
While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.
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Don’t compromise on your culinary dreams. If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.
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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well. Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.
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MIKE NICHOLS How did Mike Nichols become one of the most respected real estate agents in Sacramento? Mike’s grandfather was a successful Realtor, and when Mike’s grandmother suggested he give the business a try, he realized that like his grandfather before him, he would be a great fit for the industry. A native of Sacramento, Mike and his team serve the Sacramento area, with a focus on Placer, Sacramento and El Dorado Counties. In 2015, they earned Keller Williams’ silver award; and in 2016, they earned the coveted gold award for production. Mike has also received the Masters Club Award every year since 2015, and is on track for 2018 as well! Now four and a half years into his career as an agent, a third of Mike’s business comes from past clients and referrals. What sets Mike apart from other agents in the area? “I provide longer term customer service before and after a transaction,” he says. He spends time with clients before they even start their home search. With Mike, clients feel cared for and in capable hands. “I really follow up with people after their home has been sold,” he says, “to see if they need referrals to contractors or any other assistance.” He has great communication skills, keeping clients informed throughout the process. This fosters a positive relationship and keeps clients feeling at ease. To stay in touch, Mike does pop bys and sends thoughtful cards, and hosts fun, well-attended client appreciation parties. He also reaches out by text or phone to let clients know he is thinking of them. For sellers, Mike starts working with clients one to three months before they actually put their home on the market
to ensure the home looks its best. He does a walkthrough with clients to look at any cost-effective condition issues or small changes that could be made to help with marketability. A week before a home goes on the market, Mike begins pre-marketing the property to agents, potential buyers, and his database of 6,000 people in the area to create buzz and drive up interest in the listing. Once the home is on the market, Mike and his team create unique videos of the property that result in high page views. “For one video I did an impression of Steve Irwin with an Australian accent,” he says with a smile. After working with Mike, his clients remember his sense of humor and the way he keeps the mood light and fun. His ability to ease the stress of making such a big purchase, combined with his expertise and professionalism, are a comfort to clients. What’s his favorite part of the job? “I’m always learning about new things; and creating new friends during the process is always cool!” To give back to his community, Mike is active with the Freemasons in collaboration with the Shriners, and makes donations to various charitable events in Sacramento throughout the year. He also teaches workshops within the real estate community to help fellow agents stay informed about innovations and technology in the industry; and he creates helpful videos for the community about upcoming real estate developments. In his free time, he enjoys fishing and camping in the high wilderness in California. He and his wife are expecting their first baby and he’s very excited for that! For the future, he plans to continue serving his clients and helping them reach their goals.
To find out more about Mike Nichols, email mike@nichols-realty.com or call 916 - 804 - 9075. You can also check him out online at nichols-realty.com www.
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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.
1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things Top Agent Magazine
that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day. Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as 21
well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.
to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list. You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.
2. Remove distractions
when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second. We all do it! Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.
3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do 22
4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful. Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innovaTop Agent Magazine
tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.
5. Be deliberate
about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news? Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.
6. Always look for ways to
get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out Top Agent Magazine
of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business. Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about. 23
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