SOUTHERN CALIFORNIA 11-13-23

SOUTHERN CALIFORNIA EDITION

BEYOND CLEANING AND DECLUTTERING:

The Making of

A TOP AGENT

WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE?

RECONSIDER REFERRAL-ONLY

How to

SPEED UP FIRSTTIME HOMEBUYER TRANSACTIONS

WHEN PLANNING FOR THE FUTURE

FEATURED AGENTS

MICHAEL FAHIMIAN & JACK HARRIS

COVER STORY

VERA NELSON

COMPLETE RETROFITTING AND WATER CONSERVATION COMPLIANCE (PER SENATE BILL NO. 407)

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The Making of

A TOP AGENT In the hustle and bustle of Real Estate lies artistry and skill honed by top-producing industry leaders. What is it that makes specific agents stand out for their success?

As we glimpse into the unparalleled success of Top Agents, we find them comparable to an intricately woven tapestry of devotion, strategy, and skill, enabling these agents to 4

rise to the top, showcasing what is essential to their climb to the summit. Amidst this tapestry are unique threads, fabrics, and patterns that we will explore to share the making of a Top Agent.

First and foremost, one of the most fundamental factors determining an agent’s success

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is the level of service they offer their clients.

For example, Mauricio Umansky is a prime example; he earned his place on the cover of the Top Agent Magazine for his notable career success as a Southern California Top Agent and owner of The Agency. Mauricio and his team at The Agency are deeply devoted to providing an extraordinaire level of service, a crucial focus for his business. Whether exercising the role as an agent for an elite client or assisting clients through their company’s concierge program, the brokerage and its team members will find a way to provide their clients with whatever they need. The level of service an agent extends to their clients is paramount to their business ethos and directly correlated to the success they find.

Another feature of a top-producing agent is their devotion to nurturing sincere relationships with their clients. Agents who regularly stay in touch with clients acquire a strong repeat and referral business. Upon years of keeping up with past clients through pop-byes, client events, a simple phone call, or grabbing coffee, an agent’s business can become sustainable from this effort alone.

Little gestures like remembering a client’s anniversary or birthday can make a positive impression on clients as the agent fosters a genuine relationship with them. While real estate marketing strategies remain essential, nothing compares to satisfied clients driving Top Agent Magazine

word-of-mouth business. We’ve heard from agents featured in Top Agent Magazine who share that their clients often become life-long friends. Top Agents put their heart into their business and the relationships they build. At the same time, their business always stays strong.

The making of a top agent doesn’t stop there.

Agents who excel in success are often those firmly involved in the community through charitable work, associations, and events.

Active participation in one’s community and an interest in philanthropic causes build trust and integrity and display character and compassion. When a business is devoted to positively impacting the lives of others, it creates a favorable outcome for all involved, those in need and others who share the standard value of paying it forward. When kind actions create a ripple effect by helping those in need, all feel the benefit, further strengthening an agent’s brand image and business.

As we de-thread the tapestry of success required for Top Agents, we see their business is an interwoven fabric consisting of exceptional client service, relationship building, and giving back. Interestingly enough, the real estate industry epitomizes a “people business.” Devoted service to others makes the real estate world as it is.

The making of a Top Agent has little to do with financial reward and everything to do with an unwavering commitment to serving others. Let these top leaders and their insights inspire us. Are you the next Top Agent?

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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 6

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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VERA NELSON

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Top Agent Vera Nelson is founder of Hythe Realty. Although her market is the playground of the rich and famous in southern California, Vera is adamant that all people deserve a safe haven. “I believe shelter is fundamental,” she says with passion.

“You have to have a servant’s heart.” These simple yet profound words encapsulate Vera Nelson’s profound dedication to the real estate profession.

“In this business we shouldn’t be doing all the taking,” she adds. “REALTORS® can be some of the most generous givers.” Vera, founder of Hythe Realty — hythe, an old-English word that means “safe haven” — lives what she preaches. Although her market is the playground of the rich and famous in southern California, Vera is adamant that all people deserve a safe haven. “I believe shelter is fundamental,” she says with passion.

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While many of her clients are wealthy celebrities, she has a soft spot for veterans and doesn’t discriminate when it comes to home price or income.

“I believe in my veterans owning homes. This is the least we can do for them. We enjoy our freedoms because of their sacrifices.”

Vera’s journey into the world of real estate began in the late 1990s when she found herself in San Marino, a charming town in the Pasadena area.

It was there that she developed a deep appreciation for the area’s architecture. Her love for the Top Agent Magazine

style and the community led her to contemplate a career in real estate. “I began flipping homes,” she recalls. “I decided to get my license and see if I could help other people.” She landed at Century 21 Masters in San Marino with a “wonderful broker” who taught her the ropes. From 2010 to 2020, she was a top producer at Coldwell Banker Residential Brokerage/CB Realty. In 2020, during

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the challenging times of the COVID-19 pandemic, Vera made a bold move. She decided to step out on her own, starting her own brokerage, and she hasn’t looked back since.

Vera’s success is not just about transactions; it’s about the strong relationships she builds with her clients. “My client really is first,” she asserts.

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Putting her clients’ needs before commissions has earned her the trust and loyalty of a wide range of clients, including the rich and powerful.

“I don’t treat them any different if they’re buying a small home or multi-million-dollar home,” she explains. Her client base isn’t just a list of transactions; it’s a network of lifelong connections.

Many of her clients’ children are now reaching out to her for guidance, a testament to the trust she has earned over the years. “You never know 12Copyright Top Agent Magazine

what course someone’s life is going to take or how it’s going to change,” she says, adding that she understands the significance of each real estate journey, whether it’s a first-time buyer or someone moving up or downsizing.

Vera’s impressive track record speaks for itself.

So far in 2023, she has managed to sell tens of millions in properties. But for Vera it’s not about the numbers; it’s about the people she helps along Top Agent Magazine

the way. As proof, she supports various charitable organizations, including Black Girls Code, Surfrider, Children’s Hospital LA and projects aimed at helping underprivileged areas with solar energy solutions with the center for Strategic Policy Innovation - CSPI. When Vera isn’t working, she finds solace in sailing. Her passion has taken her to beautiful

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destinations worldwide, from Croatia to the British Virgin Islands. A people person at heart, she finds the good in people wherever she goes.

Even during the fatal illness of a beloved granddaughter, Vera met a dedicated physician who helped care for her granddaughter. “My granddaughter brought us together,” she says with a smile. “I saw the hero in him … and that’s how I met my husband.”

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For more information about Vera Nelson, call 626-298-3025, email vera@hytherealty.com, or visit hytherealty.com/agents/vera-nelson www.

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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 Top Agent Magazine

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 16

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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Laughs!

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 20

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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MICHAEL FAHIMIAN & JACK HARRIS There’s probably no one on the planet more qualified to sell luxury homes in Los Angeles than Michael Fahimian and Jack Harris. And incredibly, they’re only 25. Born and raised in LA, Michael and Jack knew early on what they wanted to do in life. “When we were 14, we would ride our bikes to open houses together,” they recall.

“We made it our goal to get our real estate licenses as soon as possible, and that’s what we did.”

At just 16, Michael started working for one of the top realtors in the business, Jade Mills, while Jack began working for top producer, Josh Flagg. They both got their licenses at age 18 and honed their skills even further at Coldwell Banker and Rodeo Realty, where Michael and Jack closed over $200 million in sales in less than three years. After earning their degrees from USC in 2021, they hit the ground running in real estate. Now Michael and Jack are affiliated with The Beverly Hills Estates, where they specialize in servicing buyers in the Platinum Triangle—Beverly Hills, Holmby Hills, and Bel Air—as well as sought-after areas like the Hollywood Hills, Malibu, West Hollywood, and Brentwood. “I know this city and its streets inside and out, and I have a lot of knowledge about the market because I started at such a young age. I’ve worked under big agents coming up, and now I’ve really taken that next step into becoming a power broker myself,” Michael says.

That’s a bit of an understatement. It’s been more of a leap to the top than a step. This year, the partners have already closed more than $150 million in sales, including a $38 million listing in LA’s exclusive Bird Streets enclave. They also hold the listing to a $62.5

million listing in Holmby Hills. “I love having the opportunity to connect with people all over the world to sell the most beautiful properties,” Jack says. “It’s a huge honor just to be able to walk into these homes, let alone sell them and represent some of the most interesting, wealthy, and influential people around.” Just a few weeks ago, Michael and Jack received the Rising Star Award at the Hollywood Reporter’s Los Angeles Power Broker Awards. This award is given to the number one producing agent in LA, 35 years old and younger. Remarkably, Michael and Jack won this award at 25 years old, making them the youngest to ever win the award.

When they’re not working, Michael and Jack give back to their hometown by contributing to several local charities, including Bundles of Hope, which brings care packages to homeless people in LA. In the future, they’re looking forward to growing as much as possible, selling as many homes as they can, and “making an imprint on LA real estate for decades to come.” Beyond that, though, they see an even bigger opportunity on the horizon.

As REALTORS® who are out in the field talking to clients every day, both Michael and Jack stay in touch with current and emerging market trends. They also possess a keen awareness of what buyers are looking for in luxury home properties. “We definitely want to be able to put all that information together at some point to build homes that are some of the most spectacular in the world--and that meet all of a buyer’s needs,” Jack remarks. “We’re just getting started, but it’s been a great start so far.”

Michael Fahimian and Jack Harris can be reached at 310-882-0064 (mobile), 310-592-9030 (office), by http://www.thehfestates.com/ email at michael@thehfestates.com, jack@thehfestates.com. Visit Michael and Jack’s website, or Instagram

https://www.instagram.com/hfestates/?utm_medium=copy_link

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