SOUTHERN CALIFORNIA 10-23-23

SOUTHERN CALIFORNIA EDITION

BEYOND

CLEANING AND DECLUTTERING:

4 REASONS WHY

What Improvement Expenses Make the Most Sense?

MULTITASKING CAN ACTUALLY DERAIL YOUR DAY

A STEP-BY-STEP GUIDE TO

RECONSIDER REFERRAL-ONLY

CONVERTING INTERNET LEADS TO REAL LIFE SALES

WHEN PLANNING FOR THE FUTURE

FEATURED AGENTS

CHASE LYTLE MAGGIE DING COVER STORY

KELLY TAING

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 4

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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KELLY TAING

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As an experienced investor who owns more than 80 rental units, Top Agent Kelly Taing serves buyers and sellers throughout San Diego County.

Kelly Taing has learned to follow her own instincts. She always loved real estate and wanted to become a realtor. But whenever she mentioned it, people were always telling her why she shouldn’t do it. Too many nights, too uncertain, too many weekends. But after running a successful retail store on the beach in Ocean Beach for a decade, she was ready for a change. “I got my license without telling anyone, so people would stop trying to tell me why I shouldn’t do it,” she says with a laugh.

After selling her store, she started her real estate business at the same time she took on another job: being a mom. Now the busy working mother serves buyers and sellers throughout San Diego County. “I wanted to be super successful as a mom but also have a career. I had to figure out how to have it and not sacrifice my time with the baby and my family.” Her answer was through dedication and determination. She worked in the middle of the night and when the baby napped: in short, whenever she could. She credits her 8 Copyright Top Agent Magazine

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work ethic to the example that her parents, who were Cambodian refugees, set for her. “They worked day and night, seven days a week. They were relentless and amazing people.”

As an experienced investor who owns more than 80 rental units, Kelly is experienced in value add renovations, so she

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can offer her clients her expert opinion on which properties will make the best return on their investments. The other reasons people keep using her? “It’s because I have super high energy, I get the job done, and I really care about my clients. I do whatever it takes. And I make sure that their needs are more important than my needs, so they can fulfill their real estate goals.”

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“One of my dreams is to be able to donate $1,000,000 a year to charity. I keep putting that goal out there, and I think about it all the time. So far, I have accomplished everything that I set out to do, even if it seemed like it was far off.”

Speaking of goals, Kelly is a big believer in personal development, education, and goal setting. “I love helping other people achieve their goals, like when they’re able to purchase their first home. It feels great to see them smile when they realize what they’ve achieved.” She’s also committed to 10Copyright Top Agent Magazine

continuously setting the bar even higher for herself. “One of my dreams is to be able to donate $1,000,000 a year to charity. I keep putting that goal out there, and I think about it all the time. So far, I have accomplished everything that I set out to do, even if it seemed like it was far off.”

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True to form, Kelly is already thinking about the next goal that she has for her business. “I’m a solo agent, and my next step is to build a team and help others achieve their goals. That’s why I absolutely love this business, because it’s not just about real estate. It goes much deeper than that. It gives me an opportunity to

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help other people achieve their dreams. It would be cool to help a team of agents all learn how to set goals and achieve them, thus being able to take care of their families and communities on a bigger scale.”

No doubt about it: if Kelly has decided to make it happen, you can take it to the bank that it will.

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Kelly Taing can be reached at 858-668-9476 or kellytaing99@gmail.com or through her website or LInkedIn https://www.realtor.com/realestateagents/5a4684c5d233c700177b270c

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https://www.linkedin.com/in/kelly-taing-3146ab13/

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4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 14

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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CHASE LYTLE Nestled in the picturesque Temecula Valley, a paragon of passion and commitment thrives in the world of real estate. Meet Chase Lytle, a Temecula local with a real estate legacy running through his veins.

In a region he’s called home for over two decades, Chase is not just carrying the torch forward but also illuminating the path for others to follow.

In 2000, Chase’s parents made Temecula Valley their home and embarked on a career in real estate. Within just a year, they became top-producing real estate agents. This upbringing and exposure to the industry from a young age sowed the seeds of a future real estate luminary. Unlike his three brothers, Chase was the sole sibling to heed the call of real estate. With unwavering dedication, he has now amassed over a decade of experience in the field, building a reputation as a trusted and successful real estate agent in the Temecula Valley. His roots in the community run deep, having graduated from Temecula Valley High School and built a life with his high school sweetheart, Alexandra, with whom he now shares two wonderful boys.

Chase’s involvement in the Temecula community goes beyond the real estate market. He dons the hat of a coach for football and little league, as well as an active volunteer at his sons’ schools. His commitment to the community mirrors his approach to real estate: a genuine desire to help and make a positive impact. Chase’s philosophy is simple but profound: “Helping others with one of the biggest financial decisions they will make in their lives is a huge responsibility. It can be extremely stressful and sometimes scary for most. My goal is to ensure that in every deal, the client can look back and say, ‘That was so smooth and easy. Thank you.’” He strives to exceed expectations, making each transaction a seamless experience for his clients.

Chase’s journey in real estate has been enriched by his apprenticeship under the guidance of industry stalwarts, Top Agent Magazine

his father, Jim Lytle, President of Rancon Group, and Dan Stephensons, Owner.

With their mentorship, he has successfully closed deals spanning everything from one-acre parcels to luxurious million-dollar homes, and even commercial properties. As the calendar flipped to 2023, Chase decided to take his passion for real estate to new heights by expanding his horizons. He assembled a team of like-minded professionals, including his wife Alexandra, to form “The Legends Real Estate Group.” Their goal is ambitious yet attainable: to complete 100 deals annually, solidifying their status as a top-producing team in Southern California.

Chase’s commitment to excellence doesn’t stop at the doorstep of his clients’ homes: he is constantly seeking innovative ways to elevate the real estate experience, ensuring that every transaction is exceptional. His experience as a coach is now being channeled into coaching his team, blending his real estate knowledge with leadership skills honed over seven years. With a reputation firmly established in the industry, Chase’s ambitions now extend beyond personal success. He’s committed to sharing his knowledge and success with the community that has embraced him for his entire life.

For more about Chase Lytle, please call 951-764-0436 or email chaselytlerealty@gmail.com Copyright Top Agent Magazine 15

A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

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

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

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

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 20

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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MAGGIE DING Once a jet-setting consultant who crisscrossed the country, Maggie Ding’s journey into real estate is as unique as it is inspiring. Driven by a desire to find her passion and no longer wanting to be away from her family, she traded flights and hotels for the thrill of the real estate hunt. “At first I looked at opening up a restaurant or a franchise, but then I realized I should just become an agent because I love it,” Maggie explains. Having already purchased two homes, Maggie had a feeling she’d excel in this field, and she was right. Today, Maggie runs a thriving business with a supportive team by her side, serving the coastal areas of Los Angeles.

Maggie’s approach is characterized by a personal touch that makes clients feel seen and valued. With 85% of her business coming from repeat and referral clients, there’s no question that her methods are resonating. A dive into her reviews unveils a symphony of praise: she’s commended for “going above and beyond,” being “proactive, patient, and professional,” and consistently treating her clients “like family.” Described as having an “unshakable sense of integrity” and being a “reliable partner,” Maggie ensures every client’s journey is tailored to them.

One recent seller raved, “Selling my parents home of almost 40 years was a daunting and emotional task, but Maggie and her team were amazing. Maggie helped us navigate through the process and often times took care of some of the heavier lifts. She always had our best interest in mind and was dialed into our family’s needs. She is incredibly responsive, accessible, knowledgeable, and just downright an amazing person!! I can honestly say she’s someone I want to keep in touch

with for years to come. You can trust she and her team will get the job done!” These testimonies aren’t just flattering – they warm Maggie’s heart, affirming that her dedication to excellence is indeed felt by those she serves.

When it comes to marketing her listings, Maggie focuses on modern tools, capitalizing on the technology available in today’s digital age.

“We’re very technology-based with our listings and how we market them,” she shares. Her primary platforms include Facebook and Instagram, but she also employs targeted newsletters to reach other agents. Such strategies have clearly paid off, as her production volume has exceeded $100 million for each of the last two years.

Loving her community, Maggie participates in the National Charity League with her daughters. This endeavor provides them with diverse opportunities to help those in need, ranging from assisting at animal shelters and senior housing to contributing to afterschool care and hospitals. Outside of work, Maggie’s world revolves around her family. Whether it’s embarking on adventures with her youngest to Disneyland or cheering on her older children in their passionate pursuit of college softball, family moments dominate her leisure time.

Maggie’s passion for her real estate business is palpable. As she looks ahead, her vision remains clear: to consistently care for her clients while increasing market share. Undoubtedly, her aim is to expand without compromising the high level of service and quality that has defined her journey so far. “I love what I do. I can not imagine doing anything else.”

For more information about Maggie Ding, please call 310-345-0075 or email maggie@maggieding.com Top Agent Magazine

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