Southern California 1-2-17 by Top Agent Magazine

SOUTHERN CALIFORNIA EDITION

5 STEPS TO ACHIEVE LONGTERM SUCCESS AS A REAL ESTATE AGENT 1 BILLION-PLUS REASONS WHY YOU SHOULD BE ACTIVE ON FACEBOOK COACHING 9-1-1 WHY YOU SHOULD NEVER SHUN MILLENNIALS

FEATURED AGENTS

KAREN ANDERSON BRIAN BOGS BRENT BOLTZ SACHA RADFORD DAVID & SANDY STITES COVER STORY

CASEY LESHER

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SOUTHERN CALIFORNIA EDITION

CASEY LESHER

BRIAN BOGS

BRENT BOLTZ

SACHA RADFORD

KAREN ANDERSON

DAVID & SANDY STITES

CONTENTS 4) 1 BILLION-PLUS REASONS WHY YOU SHOULD BE ACTIVE ON FACEBOOK

20) WHY YOU SHOULD NEVER SHUN MILLENNIALS

17) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

25) COACHING 9-1-1

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1 Billion-Plus Reasons Why You Should Be Active on Facebook By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook. That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers. Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience. 4

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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website. And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers. • Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content. • Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture. But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video. How can REALTORS® use Facebook Live? Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show! Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers. Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down.

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you. And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones. NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters. Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business. Copyright©, 2016 Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com. 6

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CASEY LESHER 7

“I have several unique techniques— overlooked by many agents— that help a property get sold.”

CASEY LESHER

Casey Lesher was enamored by the real estate industry at the tender at of 10. Working for a local broker handing out flyers, he quickly saw the potential this industry offered and he wanted in. “I was so impressed and in awe over the business, the houses, the marketing, and the cars,” he says. “It was just something that really intrigued me and knew then that’s what I wanted to do.” While his foray into the real estate business wasn’t instant, he gained valuable customer service skills in the banking industry, working his way quickly up through the ranks as one of the youngest managers at the company. Here, he was key in banking and branch mergers, all the while keeping the customer top of mind. From here, Lesher wanted to expand his marketing and sales skills and went to work in the printing sector with his father’s business, never losing sight of his dream to work in real estate. Following 15 years in the family business, he took the leap and began what has been a very fruitful career for him in the realty business. Top Agent Magazine

Lesher has seen great success in the real estate business as the No. 1 agent in the Corona Del Mar, Calif., area he serves. He is quickly approaching his goal in sales and he will do more transactions than any other single agent in the area. It’s Lesher’s knack for knowing exactly what a buyer is looking for and how to get a home ready to impress. Not only does Lesher hold record sales continually, he is often called on to come in as the second agent after a home has failed to sell and making the necessary adjustments to get the listing sold quickly. “It’s important to hire someone that loves what they do rather than a friend or family member,” he says. “I really know what buyers are lookTop Agent Magazine

ing for. I really know how to present a home to the market to get the most money for it.” Because Lesher has experience in the marketing world, he knows exactly how to promote a home with potential buyers. At a time when agents are shying away from print media, he is going full bore with a print strategy that is turning heads and gaining interest. Using a mix of print ads in magazines and newspapers and local billboards and mailers, he is able to garner the response he is looking for and sell those listings fast. “I probably represent the buyer on more than half my listings,” he says. “I do that because of the printed matter I use on a lot of Copyright Top Agent Magazine 9

my listings.” Beyond print, Lesher also focuses hard on social media, online advertising, and videos using only the very best professional photography and the photos that matter. “I have several techniques that are unique that help a property get sold that are overlooked by many agents,” he says. This makes for interested buyers early on and helps sell homes for Lesher. Being involved in the community is a must for Lesher as he has become a fixture in the area of Corona Del Mar. Here, he is the corporate sponsor for the Corona Del Mar Christmas Copyright Top Agent Magazine 10

Walk – one of the largest events in the city. This winter wonderland of an event brings the community together and Lesher is proud to be the lead sponsor for it. “It’s a really big deal,” he says. “Everyone from all over comes. I’m really excited about it.” He is also the corporate sponsor for the Corona Del Mar 5K – another large-scale event in the area. If you are looking to run into Lesher, head to the local farmer’s market and you’ll see him there every Saturday handing out his cotton Casey Lesher shopping bags. He is always there, ready and willing to chat with anyone that comes by. Top Agent Magazine

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For more information about Casey Lesher, visit CaseyLesher.com, call 949-702-7211, or email CaseyLesher@gmail.com www.

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BRIAN BOGS 15

BRIAN BOGS With Brian Bogs, you know you are getting the real deal. He prides himself on always being honest – a trait that has earned him several clients over the last 10 years in his business with First Team Real Estate. “Most of my clients say they appreciate my honesty,” he says. “Whether we’re looking at a home or neighborhood, I always put them in the best situation.” It is this constant integrity with his clients that has given Bogs his success in the Orange County market he serves. Working with Jody Clegg, Bogs has developed a large repeat and referral business over his time in real estate. This constant flow of clients keeps him busy and makes for some very satisfied buyers and sellers in the process. “You feel like you did a good job when someone gets referred back to you,” he says. Bogs’ level of commitment is bar none with him going the extra mile to negotiate a price or secure a sale. The dedication he brings to the business sets him apart and allows him to gain the loyalty of the clients he works with. This has Bogs’ clients going to him for all their needs whether it be a real estate question or a referral for a contractor, which he obliges with the vast knowledge he has gained through the years in the market. For every listing that Bogs has, he gives a personalized approach to marketing starting with a strategy that uses the latest in technology to reach the most potential buyers. “Marketing a house starts with a game plan up front with the right photography and video for the home and pricing it as high as you can to generate that interest without losing a lot of buyers,” he says. “It starts from the very beginning and it ends up being a multi-front marketing approach.”

This includes mixing traditional newspaper advertising and direct mailers with technology-driven marketing such as social media and e-blasts. Home sellers also get a global reach through First Team Real Estate and Christie’s International’s visibility online. Working in real estate allows Bogs to do what he loves best. No day is the same for him and this constant versatility keeps things interesting. He feels lucky to have such an opportunity and is really grateful for all the amazing people that have come into his life through this business. “I’ve been doing this a long time and been a part of a lot of transactions,” he says. “Each one is different. Each day ends up being different because you’re dealing with different people, different situations, and different houses.” Bogs stays grounded by really getting involved in his community in a way that even helps the clients of his business. He supports the local schools in the area by volunteering and donating funds to them. He sponsors several activities at the schools such as its football and basketball programs and really wants to see these schools remain a strong part of the community since they are so important to his buyers. While Bogs’ clients are always at the forefront of his mind, he does take time to kick back and relax on the golf course with his wife of 13 years. Even with business thriving for Bogs, he’s not done yet as his plans include increasing his business, doing more transactions, and really being a resource for his clients. “I really want to continue to grow and figure out how to help more people,” he says. “I want to be seen as the “goto” person and not just a realtor.”

For more information on BRIAN BOGS, call 714-625-2552 or email brianbogs@gmail.com 16

5 STEPS TO ACHIEVE LONGTERM SUCCESS

AS A REAL ESTATE AGENT Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business. So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

BUILD A SOLID FOUNDATION

SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy. You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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KAREN ANDERSON Karen Anderson of Keller Williams-L.A. Harbor spent decades watching real estate markets, reading ads and home guides, visiting open houses out of curiosity and thinking that if one day she could make it work, she’d become a REALTOR®. An entrepreneur already, 19 years ago while running another business, she earned her license. “I did real estate part-time for the first two years while I also had my other business, but I really enjoyed real estate!” Finally, she closed her first business to focus on real estate. Her longevity in real estate distinguishes Karen; she has served buyers and sellers across the South Bay, San Pedro and Palos Verdes Peninsula for nearly two decades. “Each year we do better than we did the year before,” she says. “And we have quite a few customers who refer us and come back when they have other needs, which is the greatest compliment I can think of.” Her group of four agents, plus and a full-time assistant as well as a transaction coordinator, has been the number one group in their Keller Williams office for several years. “I’ve been a consistent multimillion dollar top producing agent and my group is made up of sales professionals each with their own areas of expertise,” says Karen. The group hones in on representing the best interests of local area buyers to bring them the best possible results. Clients, she says, appreciate her uncanny ability to seemingly always be available; they know she and each member of her group genuinely care about their needs. “I love what I do and there’s nothing that makes me happier than delivering the news that we’ve received a great offer on a home or than handing a first-time home buyer their keys,” says Karen. To ensure top dollar for listings, her full-suite marketing efforts include professional photography for all listings and staging services, among many other tools. “I have my own staging collection and an interior designer on staff,” she explains. “Depending on what’s needed, we do our own staging or hire profesTop Agent Magazine

sional stagers at no cost to the client.” Staging is part of each client’s service, no matter how elaborate or simple the needs may be. Karen offers a robust set of professional services to each of her clients. “I know how to handle every aspect of the sales process, from strategically marketing and showcasing homes to negotiating the best sale or purchase price.” Her attention to detail is unmatched. She’s well versed in loan origination and mortgage lending; she even adds value by prequalifying prospective buyers and taking time to help clients understand how to plan for their home purchase. “The best part of what I do is the interaction with buyers and sellers, working to find them exactly what they want without having to compromise too much,” says Karen. “I love being out there meeting people, becoming a part of their family and building lasting relationships.” Karen, therefore, measures success not by the number of transactions she closes, the dollar amount or awards she may receive, but solely by her clients’ happiness. As her business grows, Karen plans to continue bolstering and empowering her Keller Williams group, setting each of the agents up for their own success. “I will at some point in time start to minimize my role in my group and increase the roles of the people who work with me,” she says. “I won’t ever fully retire; I love what I do! But one day I’ll decide it’s time to focus even more on my family. That family includes her daughter and son-in-law, her stepchildren and numerous grandchildren. “We even have great-grandchildren on my husband’s side!” They do as much together as they can, including getaways to their home in the desert. “We like to spend time there and fill it up with family!”

To learn more about Karen Anderson, visit prestigeteamhomes.com, email karen@prestigeteamhomes.com or call 310.707.2186 Copyright Top Agent Magazine 19

By Bob Corcoran

Why you should never shun Millennials 20

You gotta love real estate. You wake up every day and you’re guaranteed to see something different going on in this wonderful industry. It’s never boring. One of the changes we’re seeing as fall nears is rising home prices – up 4.1 percent the last time I looked. No big surprise there – inventory levels remain low. But I also suspect we’ll start seeing rising interest rates before the year is out. So with these two trends you have to think about buyers. How do you find and attract buyers? It’s always a vital question for REALTORS®, but especially in these market conditions. Top Agent Magazine

A group of buyers you should mine with a heavy pick and big shovel is millennials – those ages 25 to 34. Oh I know, there are studies that show millennials aren’t buying homes. Some economists say they’re delaying homeownership because they’re also delaying marriage and having children. The good news is that practically everyone, no matter their age, still believes that homeownership is part of the American dream. Millennials are smart – and the research bears that out. As a group, they’re better educated than boomers. And I believe sooner or later they’ll enter the market. They know the numbers and they know in the long run owning beats renting. Plus, the fact remains, NAR and several other groups have said the largest group of potential first-time homebuyers in the market today are, you guessed it, millennials. Zillow Chief Economist Stan Humphries says 42 percent of millennials say they want to buy a home in the next one to five years, compared with 31 percent of Generation X (35 to 50-years old). This is why it’s key you keep millennials in your sphere. So what do you need to know to find and attract millennials? Here are a few tips you might find helpful: Know that they have a lot on their plate. They’re just starting to figure out their careers because the job market was tight when they finished school. And they’re likely considering marriage or starting a family. Plus, they probably have some school debt. So go easy on them. A home purchase is just another big item to them. Be an educator, not a salesperson. No one likes an aggressive salesperson, especially millennials. They want useful information that can help them through the process. That’s it. No pushing. Use infographics and social media to offer millennials helpful data about the market and the home buying process and benefits. Top Agent Magazine

Think urgency. Interest rates are projected to go up and we all know (and millennials, too) higher rates take away buying power. Millennials don’t like to lose and they’re all about saving. Have an online presence. The overwhelming majority of millennials start their home searches online. Create a solid online strategy that begins with a good search engine optimized website with strong calls to action. Include social media (join popular groups and forums), blogs, email and online advertising. Sell neighborhoods and communities, not just homes. A new NAR survey says millennials prefer walking over driving by a substantially wider margin than any other generation. And they’re the most likely age group to use public transportation. They want short commutes to work, and want to be able to walk to shops and restaurants. They also like living in attached housing. Before I let you go, I have free information on generational selling. Simply visit http://getbobsnotes.com/generationalselling. Let me hear from you. Are you targeting millennials? How can you start improving the way you’re marketing to them? Are you comfortable with them? Do you feel you understand them? If not, what can you start doing today to be a better REALTOR® for millennials? Please send any comments or questions you have to Article@CorcoranCoaching.com or www.facebook.com/ CorcoranCoaching. Copyright©, 2015 Bob Corcoran. All rights reserved. Bob Corcoran is CEO of Corcoran Consulting and Coaching Inc. www. corcorancoaching.com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Corcoran Consulting is headed by Bob Corcoran -- a nationally recognized leader, speaker, author, coach and consultant. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com 22

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BRENT BOLTZ Despite transitioning from a field in which “everyone loves you” to one in which the word “trust” isn’t the first thought that comes to the public’s mind, Brent Boltz enjoys the challenges of real estate while gaining a reputation for his compassion. After nearly 10 years working with an ambulance company and as a fireman, EMT and paramedic, Brent entered real estate full time in the fall of 2015. He had earned his license the previous year while in the process of buying his first house. “I’m the do-it-yourself type and wanted to be in charge of my home purchase,” says Brent, an agent with Coldwell Banker West in San Diego County, CA. Now he empowers other home buyers and sellers, giving them peace of mind when finding or listing their home. As an independent agent, Brent covers the East County area of San Diego. Although most REALTORS® typically do not see repeat business early in their careers, Brent is already receiving referral business after just over a year. Nearly 10% of Brent’s first-year transactions were the result of past clients referring friends to him. His predisposition to care for others and help them through what can be a stressful experience has helped propel him to success. “My clients know I look out for their best interests,” says Brent. “You need to have compassion, integrity and communication. You also have to show dedication and move quickly on everything. One thing I’ve learned is that in real estate you don’t walk, you run!” In addition to working swiftly, he places high importance on accuracy, attention to detail and quality.

Skill with marketing his listings drives much of Brent’s success. “I follow a 60-point market-action plan,” he says. In addition to posting “coming soon” ads online wherever possible, the materials he produces position his listings highly. From professional photography, HD video tours and drone videography to 3-D tours, his sellers receive top billing. “One of my HD videos got 150,000 views and sold right off Facebook,” he says, noting his strong presence on social media and his premier status on real estate sites. “My last listing received three showing requests before it went to market, but I create a sense of urgency and don’t let anyone in early.” He distributes hundreds of “coming soon” and “just listed” cards in-person throughout target neighborhoods; he knocks on doors, getting to know the neighbors; and he calls more than 500 people for every listing. “I also call every agent who has sold a property in that area to see if they are working with buyers.” Classic, in-person touches work wonders for Brent, including fully catered, “Mega Open House” events that draw 100 to 300 people apiece. As his career advances, Brent will expand on all he offers his clients while getting more involved in the community on a personal level. “As a fireman I was very active in the community, volunteering with Big Brothers-Big Sisters,” he says. “It’s important to give back to the community I serve and I’m looking for new ways to do that.” He knows that real estate is not easy work, but he embraces it fully. “It’s an exciting challenge,” he says. Equally exciting are his ongoing personal real estate investments. “Purchasing investment properties and dealing with property management gives me a unique perspective of the market,” he says. “I share all of the knowledge I gain with each of my clients.”

To learn more about Brent Boltz, visit brentboltz.com, email BrentCBoltz@gmail.com or call 619.504.5904 www.

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SACHA RADFORD Sacha Radford, one of the leading real estate agents at The Agency, is a woman who should be on everyone’s radar. As the Director of the Estates Division, she serves the luxury neighborhoods of Los Angeles, with her main focus on Beverly Hills, BelAir, Brentwood and Santa Monica. She is a top agent in West LA, and her business is on the rise. Sacha’s passion for her career gets stronger by the day. Her love of houses, design and people makes real estate the perfect job. “I think my clients know I genuinely care about them, and I’m not motivated by commission,” she says. “I am motivated to give them a fantastic experience. I like to make their lives as easy as possible, and take the burden off of them so they can focus on their move or investment.” Sacha guides her clients throughout the process, and is in touch every step of the way, especially after the transaction has been complete. While she is an expert at all things real estate, she is also able to offer emotional support to her clients. Sacha understands the importance of the transaction, and her goal is to lessen the stress that often comes up in these types of situations. Unsurprisingly, her charisma, charm and sincerity result in many clients becoming great friends with Sacha after the deal closes. “We get lunch or have dinner. I try to keep them in the loop about what’s going on in their neighborhood. We do so many incredible events through the Agency and I love to include my clients.” Throughout Sacha’s client testimonials, three things stand out: her vibrant personality, her expertise in negotiations and her clear communication. At this point in Sacha’s career, approximately 90 percent of her business is made up of referrals and repeat clients. Whether she is working with a buyer or seller, her caring nature and commitment to delivering superior service is what makes her so successful in this industry. One recent client raved, “Sacha is a gem! She is not only extremely knowledgeable and professional, but she is a delightful person to be around and made the process of both buying and selling our house fun! She helped us purchase our home a few years ago, and when it was time to move, in six weeks, we prepared my house to sell, put it on the market, accepted a full-price offer, and closed escrow in three weeks. I was always deeply impressed with how efficient 24

and timely she was, which was wonderful considering I was painfully letting go of a house I deeply loved because I was moving across the country. Sacha was always able to clearly communicate the different steps and needs of the transaction to me in all the hurriedness of our sale and made herself available to me whenever I had questions or needed help with anything. The escrow company she helped us choose was professional, quick, and efficient, which was essential for this move.” Sacha may just be one of the busiest working moms in Los Angeles. Not only is she closing deals right and left, but she is also married with a 9 month old, and knows the exact way to balance it all! In her spare time (when she has any!) she goes on mission trips to international countries, focusing on children and orphans, and also donates regularly to local charities and organizations. Her most recent contribution was building a farm in Africa, which brought food and comfort to a number of families. Sacha has a heart of gold, and is dedicated to serving others across the world. Sacha is excited to continue growing her business with the Agency. While the real estate market is always fluctuating, her passion for this industry will never change. “I absolutely love my job. Interacting with my clients and being a part of their success is really exciting.”

For more information about Sacha Radford, please call 310-617-4464 or email sacha@theagencyre.com Copyright Top Top Agent Agent Magazine Magazine

Coaching 9-1-1 By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up. Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?” Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business. Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?” Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that? Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services. Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?” Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate. Thanks for any suggestions. Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us Copyright©, 2015 Walter Sanford. All rights reserved. online at www.waltersanford.com. 26

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DAVID

and

SANDY STITES

Real estate duo David and Sandy Stites have made great strides together in this industry. David, born into a real estate family, got his license in 2006. Sandy entered the property management side shortly after she graduated from college. “I was 21 years old working as a receptionist, and was eventually promoted to a property manager position,” she explains. Later, she met David, who introduced her to the agent side of the business. The two hit the ground running and haven’t looked back since. Today, they have a team of agents at Coldwell Banker Associated Brokers Realty in Menifee, serving the entirety of Riverside county. Though they became partners in real estate less than five years ago, David and Sandy have already built a solid base of clients. Their specialties range from investors to short sales/foreclosures and everything in between. “Clients return to us because we are real people,” David explains. “A lot of people come into this industry thinking they need to strictly be an agent and only talk about real estate. But we’re real, we treat our clients like our own family and friends.” Often, those clients do become their friends, as they feel a strong connection with David and Sandy. It is easy to see this pair only wants what is best for their buyers/sellers, and they work hard to achieve their goals. In fact, their main priority is to get their clients where they want to be, with a solid system in place that delivers consistent results. “We’re one of the best in the nation. Our clients know we will get the job done,” Sandy says. “We’re performance driven.” Whether it’s getting their seller’s home sold for top dollar, or getting their buyer into the dream home, David and Sandy do not stop until they see that smile on their client’s face.

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With endless five-star reviews, it’s clear they are committed to going above and beyond expectations. One recent buyer said, “I can’t say enough what a great team David and Sandy are! We contacted David to buy our home here in Menifee after moving from Colorado. They have a wonderful team of professionals that help with every aspect of purchasing a home. Christina (one of the Realtors on the team) did a fantastic job showing homes and once we found one, David and Sandy stepped in to make the escrow process go as smooth as possible. In our case, they went above and beyond because of some special circumstances on the seller’s side. Sandy made sure all paperwork and docs were complete as we went through this process. They made themselves available many times after hours. Once we closed, David even came over to make sure the house was ready to go and helped with a small handyman issue. He even lent us his ladder! They are an awesome duo, and I highly recommend them. They are a quality team!” Looking to the future, David and Sandy are eager to expand into other markets in multiple areas and grow their team. Though they always want to achieve more, they are incredibly happy to be where they are today. “We wake up every single day excited to go to work. We absolutely love what we do.”

For more information about David and Sandy Stites, please call 951-639-7289 or email sandysellsca@gmail.com

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