SOUTHERN CALIFORNIA 10-3-22

SOUTHERN CALIFORNIA EDITION

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

How to Send SMARTER EMAILS

INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

COVER STORY

CYNTHIA NORDSKOG

KEEPING IN TOUCH –

HOW TO STAY IN YOUR CLIENTS’ LIVES FOR THE LONG HAUL

FEATURED AGENTS

CHRISTINE HAYNES KELLY McLAREN

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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CYNTHIA NORDSKOG Top Agent Magazine

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CYNTHIA NORDSKOG “There’s nothing more rewarding than helping clients reach the next step of their life. Especially in times of change, I’m here to educate them on how their home can build lasting financial stability for their family.”

Even prior to her current status as a top producing agent of the Temecula/Murrieta valley, Cynthia Nordskog has always possessed an entrepreneurial spirit. After earning her BA in Marketing from Cal State San Bernardino and later her 8

MBA in Finance from the University of Redlands, she would pursue a career in market research for a prominent real estate firm in the 1980s. After learning the business from the ground up, she decided to obtain her real estate license Top Agent Magazine

to assist with transactions at the office, soon discovering that she had a passion for the industry. Inspired, she would become a full-time agent in the early 1990s and earn her Broker’s license in 1993.

The rest is history.

Today, Cynthia is a REALTOR® with RE/MAX One Anthem Group, where she leads a team to assist clients throughout Southwest Riverside County and the surrounding areas. Having earned 2017 REALTOR® of the Year honors for Top Agent Magazine

Southwest Riverside County, she possesses the integrity, insight, and tireless work ethic to meet the needs of any transaction.

When listing a property, Cynthia prefers a comprehensive strategy. Drawing from her background in marketing, she provides her clients with a suite of professional photography, drone photography, and videography services. From there, she broadcasts her listings to both the regional MLS and a highly targeted blend of digital and social media campaigns, 9

leveraging key resources like Adwerx to give each client an added advantage.

She also utilizes her extensive sphere of influence via her partnership with a professional marketing team and network of fellow agents.

Also, Cynthia is just as dedicated to her buyers, leaning on her knowledge of finance to determine the right property for their best interests. Over the years, she has earned a fantastic reputation throughout Southern California, with the vast majority of her volume coming

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from repeat clients and referrals. Having completed about $18 million in volume in 2021 alone, she remains committed to the core values that brought her to real estate in the first place. “I love what I do,” she says. “For me, there’s nothing more rewarding than helping clients reach the next step of their life. Especially in times of change, I’m here to educate them on how their home can build lasting financial stability for their family.”

As associate faculty at MSJC, Cynthia continues to advance her skills by constantly learning and keeping up to date while teaching future REALTORS®.

“Teaching agrees with me,” Cynthia Top Agent Magazine

says. “It inspires me to do better for my clients, my business, and my students.”

For years, Cynthia has been active within the Southwest Riverside County Association of REALTORS®, having previously served on its Board of Directors and currently sitting on its Education Committee. There, she helped launch SiG, a local designation to provide opportunities for SRCAR members. As an involved member of Murrieta Rotary, she also contributes to yearly Field of Honor events in support of local veterans and service members.

When she’s not with clients or giving back, 11

Cynthia can be found caring for her three rescue dogs, practicing yoga, spending quality time with her two daughters and four grandchildren, or relaxing with her friends at the many wineries and restaurants surrounding Temecula. Looking ahead, she

also has strong plans for her business. As her volume maintains its steady growth, she intends on further scaling the standards that continue to set her apart. In the meantime, though, she is more than excited for the new clients and opportunities that await.

To learn more about Cynthia Nordskog please call (951) 526-7300, email cynthia@cynthianordskog.com, or visit cynthianordskog.com www.

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g n i p e Ke h c u in To

HOW TO STAY IN YOUR CLIENTS LIVES FOR THE LONG HAUL

One sign of a great real estate agent is there long list of loyal client following. Part of achieving a great referral base is being a great realtor during the transaction. But, that’s only half of the work. To truly be your client’s realtor for life and keep them coming back to you as well as referring others to you, you have to stay in their lives past the transaction. Keeping in touch with your past clients can be one of the most important parts of your business, and one that many realtors tend to push to the wayside.

Do you stay in your client’s lives, or do you disappear? People refer people that they feel they know well and that they trust, people they consider friends. However, earning and keeping your client’s trust involves maintaining a delicate balance with how much you contact them. Experts recommend reaching out to your clients at least quarterly. But, it’s not just about how often you stay in touch. You also need to be mindful about how you are reaching out to them. Here are some tips on how to keep in touch with your clients for the long haul: Top Agent Magazine

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INDIVIDUAL PERSONAL CONTACT INDIVIDUAL PERSONAL CONTACT

One of the best ways to keep in touch with your clients is to simply give them a call every One of the best ways to keep in touch with your clients is to simply give them a call every once in a while. Follow up and see how your clients are doing. Offer them assistance if once in a while. Follow up and see how your clients are doing. Offer them assistance if they need it. Personalized contact helps to ensure that you remain as important to your they need it. Personalized contact helps to ensure that you remain as important to your clients long after the sale as you were during the transaction. Giving your clients a call on clients long after the sale as you were during the transaction. Giving your clients a call on special occasions such as birthdays or holidays also makes for a great personal touch. special occasions such as birthdays or holidays also makes for a great personal touch.

OfOf course, nothing bytotosay sayhello hellocan canbebea great a great way course, nothingbeats beatsface-to-face face-to-face contact. contact. Stopping Stopping by way to keep in in contact. and maintain maintainthat thatfriendship friendshipis is to keep contact.An Aneven evenbetter betterway way to to catch catch up up and toto setset upup a lunch or or coffee clientsyour yourundivided undivided attention a lunch coffeedate datewith withpast pastclients. clients. Giving Giving individual individual clients attention goes a long you formed formedduring duringthe thetransaction transaction and goes a longway waytowards towardsmaintaining maintaining that that bond you and earning your client’s like this thismake makeaalasting lastingimpression impression earning your client’sloyalty loyaltyand andtrust. trust. Interactions Interactions like onon your clients. your clients. may not not have time onecourse, manybusy busyREALTORS REALTORS®®may time to tofollow followup upwith withevery everyclient client oneOfOf course, many on-one. great waytotostill stillgive givepersonal personal attention attention to each and on-one.

AA great way to your yourclients clientswithout withoutmeeting meeting each and every one lunchisistotothrow throwaaclient client appreciation appreciation party. some every one forforlunch party.This Thisallows allowsyou youtotogetgetin in some face-to-face time with each client and make sure they all get your undivided attention and face-to-face time with each client and make sure they all get your undivided attention and quality time catchupupwith withyou, you,even even ifif it’s it’s only only for quality time totocatch for aa short shorttime. time.

Now, if you have a lot of past clients, this can be difficult to manage during one party. One

Now, if you have a lot of past clients, this can be difficult to manage during one party. One way to get around the numbers problem is to organize smaller events based on client’s interway to get around the numbers problem is to organize smaller events based on client’s interests. Instead of throwing one giant party, host a pool party for the families with kids or a ests. Instead of throwing one giant party, host a pool party for the families with kids or a wine and cheese get together for single clients. Hosting special events like these ones goes a wine and cheese get keeping togetheryour for single Hosting events like these ones goes long way towards contactclients. with past clientsspecial more personalized and setting you a long way towards your more personalized and setting you apart from those keeping businesses thatcontact simply with send past themclients a calendar once a year. apart from those businesses that simply send them a calendar once a year.

PROVIDE CLIENTS WITH USEFUL NEWS

PROVIDE CLIENTS WITH USEFUL NEWS PROVIDE CLIENTS WITH USEFUL NEWS

PROVIDE CLIENTS WITH USEFUL NEWS

One way that many REALTORS® keep in touch with their clients is by sending them newsletters.

This of REALTORS contact can be® keep a double-edged sword. wantistoby make sure them you provide One way thatform many in touch with theirYou clients sending newsletthem useful information reminds them sword. of your You valuewant as ato real estate professional. ters.

Thiswith form of contact can bethat a double-edged make sure you provide Otherwise your communication will amountthem to nothing more thanas spam, andestate clientsprofessional. will think them with useful information that reminds of your value a real of you less as communication a trusted friend and as a to nuisance Otherwise your willmore amount nothingsalesperson. more than spam, and clients will think

of you less as a trusted friend and more as a nuisance salesperson.

Clients react much more positively to communication containing information that is pertinentreact to their lives.

Update your clients on what is going on in theirinformation local community Clients much more positively to communication containing that isand per-

tinent to their lives. Update your clients on what is going on in their local community and 14

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housing market. Demonstrate your knowledge about the community and the things that are important to your clients. Include information about local cultural events, community news, housing statistics, information on the mortgage market, home maintenance advice, home design tips, and anything else that your clients will find personally useful. Your clients will always be interested in value.

SEND CLIENTS MEMORABLE AND PERSONAL CARDS Sending your clients cards related to important events in their lives and letting them know that you remember those events and care will go a long way towards building and maintaining a close personal relationship with them. You want to make sure your cards stand out, though. Sending popular holiday cards can be a mistake, as they will most likely get lost amongst all of your clients other holiday cards and will be quickly forgotten. Instead send something more personal such as: HOME ANNIVERSARY CARDS: Send cards to each client on the anniversary of the closing of their home.

CONGRATULATORY CARDS: Remember important events such as wedding anniversaries, graduations, new babies, etc.

SPECIAL BIRTHDAY CARDS: Instead of just sending your typical birthday card, add something special to yours that will stand out. Include a $1 scratch off ticket or a $5 gift certificate to Starbucks. Make sure to include a handwritten personal note.

GIVE CLIENTS AN UNUSUAL GIFT Make sure the gifts you send your past clients stand out. Send your past clients an odd gift at the beginning of the year or on a holiday. Think outside the box and send things like funny magnets, customized mugs, a personalized piece of wall décor, and other fun and unusual items. A great way to make your gift stand out even more is to include a funny note with it that will catch their attention as well as make them think of you. For example, one cute idea is to send clients a bag of popcorn with the note, “Real estate is popping, give me a call.” You could send a bag of goldfish with a note attached that says, “I’m fishing for your referrals.” Get creative and have a little fun with it, your clients will notice and remember you for it.

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TAKE ADVANTAGE OF SOCIAL NETWORKS

Social networking sites make staying in contact with past clients in a more informal and friendly basis much easier. Connect with your past clients on Facebook. This will help you stay up to date on the important things happening in your pact clients’ lives. In return, it provides you a great platform for keeping those past clients up to date with what is going on in your business as well as keep in contact in a more informal manner. Use Facebook to remind past clients to check their basement after a heavy rain or that they can contact you for help during tax time.

You can even organize your contacts on Facebook into customized lists such as “past clients,” “industry contacts,” etc. This will help you better manage your Facebook contacts.

This will also allow you to view specific news feeds based on these lists and send messages to a particular list of contacts. Don’t forget about the many other social networking sites such as Twitter or LinkedIn either. Utilize this technology to drive personal contact with your clients.

STAY ORGANIZED No matter how you choose to keep in contact with past clients, make sure to be consistent.

Consistency will help you stay organized and diligent about reaching out to your past clients regularly. A tool used by many real estate professionals to stay organized is a customer relationship management solution. Whether you use one that is online or a computer software program, this will help you stay organized when managing your contacts and allow you to set notifications to alert you when you need to contact certain clients, send out gifts, plan a client appreciation event, and many other things throughout the year.

Staying organized and consistent in your contact with past clients will help you continue to build and manage your referral base, as well as open the door to repeat and referral business.

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CHRISTINE HAYNES Inspired to help her husband and his family with their real estate investments 24 years ago, Christine Haynes earned her real estate license. “As I was on the sideline watching their liabilities, I became very interested in getting my license and gaining that knowledge to help them out,” she explains. Soon, she began helping other people buy and sell properties, and she eventually left her job in hospice care to work full-time as an agent. Today she serves northern Orange County, with a focus on the Anaheim Hills. Almost all of her business comes from repeat clients and referrals, as she continually goes above and beyond to provide the best possible service. Whether she’s helping someone buy, sell or invest, Christine’s vast experience and hands-on approach leads to smooth, stress-free transactions.

Problem-solving is the cornerstone of Christine’s work, as she’s always looking to find solutions. “I aim to be my clients’ go-to resource for everything,” Christine says. From helping someone find the best hairdresser, to linking them to an experienced financial advisor or attorney, Christine loves connecting people. She even takes it one step further by expanding her network of trusted vendors into other states. “I had one past client call me yesterday about her rental in Idaho, so I’m always trying to meet more top professionals in as many different industries as possible so I can refer my clients.” This is especially helpful for buyers who are new to the area and may not know where to go for services they need. Christine’s swift action means they’re able to establish roots quickly, and they know they can go to her for help in the future.

For her sellers, Christine spreads the word far and wide about their listings. She is connected to various HOAs, and will send them her newest listings. “I also circulate that information to about 200 homes, and personally invite them to come visit,” Christine says. She maintains a presence on social media, including Instagram, Top Agent Magazine

Facebook and LinkedIn, and posts all of her properties on the top real estate websites. Producing anywhere between $8 million to $15 million each year in volume, Christine has a solid track record for exceeding expectations.

One recent buyer raved about their experience with Christine, saying, “On the first day my fiancée and I met Christine, she told us that we would find our dream house and she wouldn’t rest until we did so. She wasn’t just saying that either...Christine was available for us at any time of day or night and found us that dream home! She guided us through the entire home buying process and made it very enjoyable for us. We recommend Christine to anyone looking to buy or sell a home. She pointed things out to us we wouldn’t have thought to look for; even gave us decorating and moving tips. I would not hesitate to reach out to Christine for our next home buying adventure. Thank you Christine!”

Looking ahead to the next ten years, Christine hopes to double her business and continue helping people with their real estate dreams. “I’ve been blessed to keep my head down, and connect with people in the Anaheim Hills. It’s been so much fun, and I can’t wait to keep going.”

For more about Christine Haynes, please call 714-932-4447 or email christine@christineyouragent.com 17 Copyright Top Agent Magazine

How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 20

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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KELLY McLAREN Throughout her life, Kelly McLaren has always possessed an entrepreneurial spirit.

For almost 30 years, she would author an accomplished career as an executive working around the globe for leading aviation firms in Canada and in Southern California. Along the way, though, she began dabbling in investment properties, which would later spark her passion for real estate. Over time, her personal goals transformed into professional ones, and she was inspired to switch tracks and launch her career as an agent in 2017. Drawing from her extensive background in marketing, negotiations and contracting, she would find quick success as an agent while building an elite team in the region.

Today, Kelly is a REALTOR® with Keller Williams Realty Corona, where her team works with their clients throughout Orange County, Riverside County, LA County, San Bernardino County, and the surrounding areas. Having established a network of satisfied clients that spans from the desert to the coast, she has cultivated a boutique process to meet the needs of any buyer or seller.

When listing a property, Kelly prefers a comprehensive approach. Alongside her marketing coordinator, she helps her clients prepare their home to sell, providing them with a suite of professional services including staging consultations, access to a trusted list of professionals for any pre-listing upgrades or fixes, and professional photography services. From there, she broadcasts her listings to the local MLS and through a highly targeted blend of digital and social media campaigns. Along the way, she also utilizes proven resources like personalized signage and 24/7 hotlines to give each client an added advantage in the leadup to their standout open house events and private showings.

Elsewhere, Kelly is just as attentive when assisting her buyers, drawing from her acute knowledge of the local market to uncover the right home or investment property aligned to the client’s lifestyle and to their financial goals. This

thoughtful approach has earned her team a fantastic reputation throughout Southern California, as evidenced by their rapidly growing rate of repeat clients and referrals.

Having exceeded $25 million in volume in 2021 alone, Kelly and her team rely upon the strong business foundations that set her team apart. “Coming from the aviation industry, I’ve gained decades of insight into everything from sales to purchasing, business development, systems implementation, team management, and marketing operations,” she says. “All these skills and experiences have transferred perfectly into real estate. At the end of the day, our business comes down to people and problem solving. No matter the challenge, there’s nothing more rewarding than seeing our client reach the finish line and achieve their goals.”

On top of contributing to local events like her seasonal community garage sales throughout the year, for the last several years Kelly has also co-hosted the Sierra del Oro Christmas Vendor Fair, working together with other volunteers creating a community-based venue to showcase local businesses and raise funds for charities that provide for victims of domestic violence. When she’s not with clients or giving back, she can be found relaxing on the water or taking the occasional vacation; in fact, she and her husband recently completed their first RV trip, traveling over 6700 miles from Southern California to Montréal, Canada and back again to visit their extended family and friends.

As her volume maintains its steady growth, Kelly intends on thoughtfully expanding her team with those who share the team’s values and level of professionalism that her returning and referring clients know to expect. In the meantime, she offers sound advice to any aspiring agent: “This can be a challenging business. Once you get past the initial training, you must be driven, hard-working, curious, creative and always, always learning. If you focus on those values and your client’s needs, I’m sure you’ll do very well.”

To learn more about Kelly McLaren email kelly@kellymclaren.com, visit kellymclarenproperties.com or call (951) 642-8320 www.

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