SOUTHERN CALIFORNIA 6-20-22

SOUTHERN CALIFORNIA EDITION

FEATURED AGENTS

JOSH & SARAH LUKASIEWICZ BASYA GRADON JENNIFER LOVELL JODI DERANJA LATRICE DELUNA MITCHELL JONES NANCY WANES NUR HOSTETLER RAY MILLMAN STEVEN ROTSART ZDENEK TRONICEK

5

REASONS WHY YOU NEED A MENTOR

THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENT'S NEEDS

HOW TO SEND

SMARTER EMAILS

HOW TO OVERCOME YOUR WORKPLACE FEARS

COVER STORY

TAMAR ASKEN

NATIONWIDE & INTERNATIONAL EDITION SOUTHERN CALIFORNIA EDITION

OSH & SARAH LUKASIEWICZ

Hancoc Area S

JENNIFER LOVEL BASYA GRADON

“I exem- In the sprawling forfor anything they Los need.” Josh beauty, chuckles, rolling metropolis of attention to22 every detaiI Known its captivating 7 11 21 g out “Even dentist referrals.” d quaint and idyllic ibly hard day in and day hills and towering mountain views, the h and Angeles lies numerous e real communities. Hancock The twoisstay in touch with past clients Park one, withpeople available to answer W a Inland Empire attracts from all over S career via frequent emails and phone calls. Past its stunning homes, peaceful streets and birthday and help through the sellin , with clients can expect a special it the country.

Top real estate agent Jennifer synagogues. and agents loved worki years proximity to sought-after anniversary gift. Sarah also gives every lo Lovellclient grew uptheinhandmade Chinocutting Hills, Sarah With many properties a in custom, boardand then built 20th straight and honest allisw d, and a closing gift. Sheafter says, “We just want married movedas to Eastvale is welcomed.” seen on Joshgetting for her clients.

Highly m y, the century, charming architecture them to feel continues, YouWhether don’t have toyou talk to Candice Kin are purcha and having children.

She is an expert in f their every block, anchored “We try our best to become their friends.”

by TAMAR matureASKEN trees o very long to realize what makes he JOSH & SARAH BASYA GRADON JENNIFER LOVELL rental property, or are a se years of the best Realtors in the country TAMAR fr LUKASIEWICZ Eastvale andreal the surrounding areas. She and Top estate When Basya isn’thome wor and Josh metenchanting through Joshgardens. and Sarah’s strengths complement each other, creator even a first time warmth and quickness to laugh puts y ASKEN ons ofagent HispanicBasya Real ing an optimal team dynamic.

Joshthis enjoys the paperwork Gradon specializes in ing time and with famisiin knew Eastvale was the area she wanted to easeconsidering immediately, the enthusiasm purchasing got married, works showcasing aspect, while Sarah flourishes on the id has husband for helping her clients shinesfive thr area as well and as raise Los Angeles’ westside. and their herandfamily.

“We great or Connecticut you are g second child, Dustin communication closing side.

Shehave elaborates, “It’sschools, You’ll also value the matter-of-fact p CONTENTS She entered the industry with a passion love traveling, dancin really a lot of listening, and a lot less talking.” talkshetodiscusses REO specialist An which her profession. family events and lots of new amenities,” W for design and a love of homes.

“I decided live music.

Whenever “The thing I love most “There really isn’t much difference bet loa explains.

She decided tolocal enter this ed by their specific Joshshe and Sarah are deeply involved in several 5 within REASONS COOPERATION, 31) THINKING agents itOF comes to the meeting all kinds of great to5)staff get my real estateThey license when my ourwhen community, I resource alway support nonprofits. sponsor18) the Baja Love Outreach, an th Bobbi industry after helping run her family’s Carlos Ortiz is one of those people you can offer,” Candice explains.

“So it c antly then serve Orange that supports eightand orphanages between WHY YOUorganization NEED NOT COMPETITION, LISTING? NINE WAYS satisfaction I get from hel in 1977 youngest child started school, a very social person.” es meet for whom helping people is second down to who you think will work reas. Josh notes, “We Tijuana and Maneadero. The team also supports ocean whereha air conditioning company.

Looking for a and save money,” Antho A MENTOR CREATES MUTUAL TO GET READY an incredible journey ever since,” she explains. presence inforthe co you.”Orthodox v nature—an impulse he gets toJewish exercise my per ents.” it’s The been temperate cleanup events and funds a cancer organization.

They path that allowed more flexibility for her work with a lot of investo or brea tiw ains, variety sports, frequent their daughter’s school including her FOR AGENTS dailyfor as aShabbat Realtor with Banker Withofher husband growing up inSUCCESS LA inevents, a very tight-knit guests dinner almost And make no Coldwell mistake—no oneev “Real area’s high desirabilmusical theatre program. them in the right position Choice Properties.

“I feelsaid, very lucky toW harder than Candice.

You could almo family, shenetwork felt realtoestate be all the perfect “Jenni 9) IS BRANDING 35) THINGS YOU community, she growing has utilized her vast buildwould guests the time, and many ofsince them I and Sarah enjoy the she’s been in the industry since she wa wake up every day and have the opporbe profitable.

On the reta cl After m fit.

After earning her she hit she the ground runcalled.

Her realWAY estateSarah business. explains.

“We are such a tight-k THE TO TAKE 23)theHOW CAN DO TO tingtonher Beach.

Josh shares that they “make mostlicense, of TO their limited little things for her mother, was tunity to help someone find theirwho dream Springs to use the knowledge of c m e best Mexican food time off.” In their free time, Josh and Sarah enjoy takcareer began in earnest in 2007 asme she relationships are extra special toand go YOUR BUSINESS TO OVERCOME YOUR ANTICIPATE YOUR ning.

Jennifer’s undeniable passion for this industry has alism excee home,” Carlos explains.

“It’s especially pone’s Italian Cucina, ing their daughter mini-golfing, hiking, camping, and gained as assistant. an REO in as an unlicensed Sheagent got 44 he for rewarding when that person is a firstWhether she’stoLEVEL? helping a buyer find their ideal home or ished immensely.”

THE NEXT WORKPLACE FEARS CLIENT'S NEEDS . the movies.

Sarah says, “We’re usually down to try helped her flourish, leading her to recently start that, a find team homes th working withme her mother 20 clients fi a solid home atuntil a rea

time homebuyer, theirToday surprise anything.”

She laughs, skydiving.” famestate g her talentsseeing to Georgia.

Candic assisting a seller inEXP getting the“Except most for their The property, at Realty.

Their reach is continuing to grow, with home.

She w ral rates are at 50%, ily can often be found at the Huntington Beach Street and excitement we findProperties a house 4 agentswhen with Virtual Re Basya is committed to achieving their goals.

“I really In the coming years, Basya hopes to 27) HOW TO SEND “B nnually. Sarah says, Fairnew on Tuesdays, perusing handcrafted items from local Aforall graduate in commu clients over the Atlanta Metro are is perfect them.” members continually joining.

“I’m that super excited homes toBobbi tou Group, .” When asked what vendors.

Other local favorites include the annual Orange Gwinnett and Walton counties.

In so 2 go above and beyond for my clients,” she explains. and growing herStat te SMARTER EMAILS“I up her business Eastern Connecticut Springs about our I’ve wanted at th shares, “We go above County Fair and thefuture,” ThunderbirdJennifer Air Show. says. “This is something million in sales volume, with around fo provide full service, doing whatever it takes to keep business owner and prominent com Carlos got into the industry in 2013, aft of El P working with listings.” The team business coming fromAgnelli referrals Rea or r always wanted to do.” recommend Dougla an in the restaurant industry.

He had been lo clients Muchplans of for herthebusiness consists Basya demonstrates thatintheir the sky’s the y, withmy social media happy.”

Josh and Sarah’s future include continuingof with marketin joy them Candice takes helping them an busines challenge, but the wanted a career that w r-to-door advertising. to expand their team further while working hard, as the vte delivering highest quality of gra serv She that sp broker, and upon referrals, as she exceeds expectations at every step. givenew advice tothe new agents, Icontinue would r immediate response sky’s the limit.

They intend to set themselves apart as them coming back. him to meet lots of people while continu Phone 310-734-1440 | Fax 310-734-1440 “Client it Nearly allagents of Jennifer’s business derives from repeats pleted.

Ibroke wo time but job Understanding the importance of southern each transaction, difficult industry, ifwith you the have aenjo go e to us and ask us desirable real estate across California.

I get th a valuable service, something he had every transaction as ifth mag@topagentmagazine.com | www.topagentmagazine.com “I approach good opportunity to wor busines referrals, as she and her put the “If my Basya guides herand clients throughout, ensuring theyteam are constantly team, and stay committed toclients the He path, his years in theCandice. hospitality industry. wa says can’t hsl generat No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent Magazine d Sarah by calling 949-867-4250 or 714-364-9365 also available and provide an invaluabl Phone 310-734-1440 | Fax 310-734-1440 with the Realtor he worked with when pur I’ll be there for them no matter how informed and updated at all times.

She only wants what of theirGA,clients “I treat family,” shematerials, AToplifelong rth and Iit is published byneeds Feature Publications Inc. Althoughfirst. precautions are takenthem to ensurelike the accuracy of published get, because if homebuyers. they’ve work cz@ehomesteam.com orcannot sarahlukasiewicz@ehomesteam.com home, who encouraged him todone looktheinto bfe tors and I d them Agent Magazine be held responsible for opinions expressed or facts supplied by its authors. is best mag@topagentmagazine.com for them, providing when need it and |make www.topagentmagazine.com en explains. advice “I want to they sure they’re getting exactly back thetone in the financial position to to be and able agent himself.

He got his license To subscribe or change address, send inquiry to mag@topagentmagazine.com. looked back.” job is to help them cross that finish li putting Published her well-honed negotiation skills to work when Thisex fa to in the U.S. they’re looking for. I’m in it for the long-haul back. “It’s been very rewarding.

My what with is a member Copyright Top Agent Magazine team. H it’s time to close the deal. For her sellers, the internet the restaurant business with taught me doesn’ how a Her relationship clients agent them, helping them make decisions and educating them ipates in the Anthony has been a Realt however.

Candice naturally W people andline, learn their particular needs.

It’ Andbuil Bo plays a big role in spreading the word about listings. in both Massachusetts an ships with people, and many clients and is along the way.”

Jennifer does everything possible to for the Chil to understand someone what they’reish Top Agentand Magazine “I 2get their property on the web ASAP,” she explains. friends by the end of the process.

“A years.

T heshe closed $2 million inwo in order totell serve them well.” uso reach their goals and alleviate stress.

For her buyers, she’s not Chrissy them I’ll see them in a couple Basya also customizes her marketing approach accordclose over $5 million by

LAURA EVANS

STACEY COULTHARD LATRICE DELUNA GROVE HOMES GROUP RACHEL HUDGINS NANCY WANES MITCHELL JONES

JODI toDERANJA I am trying save the islandReal thatestate

way to get there is by boat. “There are

has Situated been partat the ofRachel Paige accomplish thisHorse is by implementing Hudgins in Marietta, The aspect American Quarter Association northern edgeis ofbased and 68 59 Evans 64 people’s 60 63 and does business love,” Laura while no she bridges the island.

It’s a and very own leads declares Mitchell purchasing a home afor bigdecades. deal and should Georgia, all across theto most excitin Jones, a twenty-two resident of Maricopa grief every day, and INa ju Grove’s lifeisyear After Paige ough marketing strategies.

“We sp Arizona’s County, very well the bond between rider an If you ask agent Nancy Wanes how 25 26 29 30 west side of the state.

She developed an ent, and eve happened be celebrated yearly.

For marketing, she graduated theherUniversity of the wordIamongst ourgive.’ brokerage w Temecula Valley,Island.

California,from drives real ‘Something’s got to So discussing her beloved Smith peaceful existence. can ride my bike of having the right resources the real little town of Wickenburg interest in real estate as you a importance child, when ever and learns nt pily workusesgot social media, local she publications and her start in estate, she’ll tell tex Georgia in 1991, decided to earn her we have a listing,” Paige says. ® licens estate enterprise with community involveand got my REALTOR’s With less than 200 fulltime residents, around the whole place.” she used to ride with her uncle, a realtor, finds sellin riding lifestyle.

She’s an at offindin isAlthough known worldwide for its ay to work a strong online.

With these realpresence estate license. she took a also advertise on expert hundreds webs was fate.

She was working as a mediasevents, he made and the rounds showing houses. ing.celebra Shemo lov wouldn’t you know it, I just mentasand interpersonal connections.

In property for her buyers. many rodeo has She ended methods, she is seeing a steady incline Smith Island is known thedeep lastit inhabAside from her work, Laura is passionbreak to raise her children, she was intake professional photos, and make Rachel admired her uncle and his busipeople, esp two hundred and fortieth sale.” the a world that regularly celebrates anaround overly ey thought volume which right volved in theisbuilding industry for years. the home looks its best.” cal assistant when a $20 new real estate made the county a her premier ted island off the shore of inMaryland, atebroaboutto say, being involved in the localth ness piqued interest; needless possibly nd offered million.“So What Jodi loves the most is the zealous dedication to tireless work ethic, it’s I was alwaysdestination staying updated on Rachel obtained her license When and has now ever made. it comes to her listings, Stacey for western-style ker moved into the same officeas anbuilding. de ocated Bay. The island community.

“IDuring am involved in Paige virtually trigued byon Chesapeake day she gives the client thewho keys.

“Their current market trends,” she says.

After any free time, and Today in 2022, eight years after obD rare to find someone like Mitchell, prebeen working agent for 19 years. in helping RACHEL HUDGINS OKSANA BOGOTT STACEY COULTHARD AUSTIN LAURA EVANS LAPP GROVE HOMES GROUP sellers on preparing and staging their hom riders everywhere.

And if you real excitement is through the roof!”

NATANEL MALKOUKIAN the widepri ra slosest recognized worldwide its Nancy famous everything that island!” her kids were grown and she “I had remarstayhappens active in on the this community.

“M was dispatched to make an introher license, Mitchell comfortably a fers to by champion quality over quantity: are a horse enthusiast looking to thedaughcontemporary buyer.

Withinvolved the help becoming w ried, Paige decided to begin again in real year old started the CDAWG Founda Rachel works with a partner – her Austin Lapp has never been a one-sizetrack to close around $12 million in multi-layered Smith Island Cake, the She –derful isManagthethirty-five manager of creates the Smith Island transactions each year, don’t have aThe desire to getcenter really big, orTop be ashe Agent Natanel Malkoukian problems have come up.”

She also stays manage ng for andyour first Having entered the world of real estate working directly with the lo energy and duction and talk up her doctor employer en assistants, she professional to move to the of the action, you are going to ential mother of three young children, asing resources Agnelli provides as one of the ter, Peyton about who just started in money estate.

Joining Century 21, her knowledge new which raises children who can’t a fits-all kind of Since getting hisnothing sales volume by end of 2021,forAustin 77the 78 72 75of NewLamb, ily aactivities,” listing agent.

“Being part part71 ofRealtor. awant huge team.

There’s wrong ticipated in ® client official dessert, and its abundant Cultural Center, owns the island’s only ingappreciaDirector at Nest amongs ininvolved touch through annual er ve one monthsstate is with the Glendale Educational in 2019, Brent Mahagan is a caring to try to put together aa“So fund January – team’s and aDevelopment buyer’s agent, Zach Fox.asNANCY of the home and the surrounding property to contact Realtor Stacey Coulthard. construction led to her being a part of a new extracurricular Paige explains. w JODI DERANJA LATRICE DELUNA MITCHELL JONES WANES license in 2013, he has seen people move gets half of his business from easoned investor, largest brokerages inabout the area enables to the broker but she ended up getting a fri charity with The team averages $10 to $13 million in Seekers International in New York – is a journey: helping my clients settle in with that, but it’s just not for me – for the tion events, or via interactions on social y.

Her as over 18 Foundation, a group that raises funds for home division.

Soon Paige became so busy that she always giving back to that, and I’m also a board professional who goes out of his way the wrestling team so that reshly caught seafood.

To Laura, it’s hair salon, she is a notary, an electoral to market the listing on the MLS, social m for many different reasons, and so knows repeat clients or referrals.

It’s a diverse These qm with foster annual sales, and their rate of repeat and ebuyer, him toclients spend more time generating new hardworking, intelligent real estate profesmedia.

Candice keeps allabout ofthe her you at if you are future of my local public schools.

She also supports job offer!

At 19 years old, Nancy took ch next chapter, that’s what really fr® business, it’s more the encouraged her husband, David Grove, to earn his ber of the 400 North Association of REALTORS to provide his clients with best serget new uniforms next yea and has even up that market knowledge is only part of native who has clientele, and Austin caters to the websites. local dedicated real Sheteamed also A Maricopa County spent much ofjudge, imply her home—and as loyal resand veryestate involved with hergl many referral business israpid an astonishing 95%.

Rachel attrisional who has made a ascent in his the local YWCA and the Campbell Center.

When she updated on the latest market developm she license.

Ittowasn’t long before Paige and Dave formed cup.”

Her dedication to seamless transitions has quality people I real serve.

Serving the who are not Massachusetts inventory for buyers. resources are gner, Needless say, Nur haspeople aoutside very busy Christmas toy drive.

She vice.

With a knack for his background, Brent sup what clients need from their agent. farming community characterized by theSan butes this to the large sphere of influence both she and his servi many people started their realof estate sinterest than just real estate.

Many chance on ahorse, commission-based marma agents and potential buyers inDiego her sphere her life on the back ofhas athinking Stacey isother living herThose found inof and around Cou For Steven Rotsart, estate always dent, she’s doing everything in her church.

In the rare event that she does le and works throughcan, she likes to a go to her local spin studio and loves chosen industry.

Natanel, who began his For Zdenek Tronicek, a team leader at “I ments with her monthly newsletter. rough.

Opportunities await Paige and Dave, as they pla Grove Homes Group.

Determined, highly experienced American Legion chapte She at one schedule her work in both create ahow business that forty percent referra your people, and are part of her yourlove tribe, and who you Peyton possess, as her well37 as their capacity for personal34 area’s large Mennonite population, as38 thelife, box and ajuggling determination to help enforcement andyears first resp com: W areer of the most times hisfor readers compliment him on intergoing to restore want toitbeen aher boon the investors he works with ofa islikes able network given her many in the best combining of horses with her pasNELA, Pasadena. todifficult hike and garden with herHe kids.

She andfirst husband a33 family business. would take journey in real estate in 2018, and currently t way and ing motorcycles, playin move their team to larger location.

They wa and focused on service, Paige and Dave have led their keting position for the broker.

Later, pre power to to its previous glory. have free time, she to relax with ized service andwell a casual and approachable demeanor.

California-based Your Home Sold Guaranteed vid real estate and interior design.

Still, “It didn’t take me long to realize that this as to those seeking vacation homes which grows not only her business, but the ne have a mutual respect for.

I want to continue to serve ofrom be successful in the business, but in esting they find his writing and he meets Natanel Candice is always looking for ways toalongside give buyers and sellers can always well.

He Steven recently started H her hidden treasure, like to attend local events visit local restaurants. with family) in the her works partner Michael Bethony, as aOver lifelong resident of theher area. sion for helping people find the right property to care nthony La Penna. course, but even soexpanding for peocontinue their welcoming bothfr team to and close almost $75 million in realperhaps in 2021. the years, has earned anthe interest inothers, the industry when his father, Most ofestate their clients end upmore being “friends, family of group, While as manager of the family and friends.

981, is what Ray Millman did. new clients through their exposure to the is a very emotional business,” Austin on the Finger Lakes.

The different needs Nathan rk inthat she makes time every day to do somehood that she loves: “I just love watching newer the people I feel passionate about, and my community.” back to her community.

One cause that is when she helped out with an open house, do Realty, he didn’t have to look far to find his “W count on him to have their best interHeroes program where first Feliz, butserving its just charm is For her future business she looks forward to growing BRENT MAHAGAN NATANEL closed more than half aofbillion dollars in Rachel’s CANDICESteven ANTHONY LA AUSTIN friends or friends friends,” and thus pracand experienced people on across board. With oldestf forsky them.

ShePENNA got her RYAN license inRAFFETTO 2003, partnering with tastic reputation theher region Rotsart Sr—a prominent agent inLAPP about this job is KING ple shopping for a home to live in.

“My At time mortgage rates were newsletter as well.

He also connects with explains. have to be a good listener. of his clients are reflected in Austin’s and he MARIE-FRANCE VACHON BOBBI PRICE KAITLIN WHITCHER years thing fun with her two daughters, like close to her heart is the nonprofit orgatween forthat great schools and a“You small team.

“I have an assistant now but would love ocal Cultural Center, Laura realized asinthey come into our community, watching them MALKOUKIAN tice2021 is almost completely Rachel offers an interesti est in mind. with eXp Realty, ers receive $1000 dollars tofi volume in alone, and thereference-based. pair arefelt on children working in herride office, it’s aleisure family busi Serving the entire state as the Century 21 #1crashed Team inspiration and mentor tolike get into real estate. tha Nancy says it was an epiphany!

She she’d out and gain Stacey still loves to in her time her mother forAffiliated four years before the market igh at 16.5% and I received a lot of customers through Christmas delivery of the vast majority of his volume their La Mesa, California community—advery ho I’ve always enjoyed meeting people and marketing strategies, which include both nization she helped establish to ensure es we plans: “I think where I ca that people, and the experience has given me a keen eye for local businesses that to mentor her into a buyer’s agent and we can grow owlshopping together.

She also volunteers track to hit more than one billion in 2022. and anyone who joins is treated just the same.

“Ev Georgia and based in Atlanta, those who work with and watching their children grow.”

Mitchell’s community service is the cornerstone of her he serves clients throughout Colorado closing costs from his comm aPremier large demand for aWhile real Through her love for the island, and her Pricethere beganwas herhearing real estate career Whenmy itbegan comes to real marketing, Bobbi truly Marie-France Vachon her estate way for optimum exposure.

“Ibe.” alw Kaitlin Whitcher found her passion for think Residential Broker and Founder the beginning of COVID-19.

The key many local trails with family or friends.

M in 2007. the real estate business was down, dvice about this being atheir ‘bad idea’, but poinsettias and client appreciation parties. bu lives.

“I truly care about clients,” he highly re personal stories anyway, and a heavy social media presence and print of my business to S from repeat clients and referrals.

Th vised that he pursue his license, noting his a safe and equitable environment for all comes thly newsletter.

Being from there.

I had a great mentor in the beginning, and found the work she was meant to do.

Soon after, she To stay inblown touch with past clients, Rachel swears by herfamily. she at their schools when sheflags can.

To give onesays here is part aof the It’s89been so rewar Grove Homes Group are consistently away 86 85 81 82 and she isPointe3 already looking forward to rallying lping them red about property,” Anthony.

Springs and the Eastern Plains. show of appreciation for 7.

“Isupport wanted to make get itof into abusiness, business sets herself apart.

“We do aa lot of print real estate while she was working as a will m career 35 years ago, thanks to the encourHDR photography and Matterp Raffetto Real Estate at Real to his marketing success is ensuring got where mattered.

My wife, He makes sure to add a personal touch over state professional who could advise fierce drive, Laura is positive that she with the place she has re Natanel began his career in real estate need his friends are once and future clients.

She she began riding professionally again, competing as a I think taking the time to learn the why ad campaigns. patented “quarterly pop-bys,” which she undertakes ves to frequent restauI knowforhow much this benefited me.

Iwork would like to support says.

“That means going to for them, students at academy shebat attended in and ardest “My father had some property land back the it all, he remains committed to th outgoing personality and tireless ethtoshe’s work as a group together and watch everyone g bythis their guidance, coaching and throughout t for back to her community, Nur supports the I would be totally responsible advertising and online advertising,” she When not organizing neighborhood ev her neighbors for year’s food drive.

“I run a newsthey do. completed her real estate license and set off on a When she’s n real estate paralegal for law firms around and ply wants to continue wo ofsell her father, who was ahelp commertours on each and every oneorofthro my Estate, Ryan Raffetto isagement a buy prominent that histoas listings areof innovating and eanne, knew this behind was something I wanted lunch orthe dinner asall well quarterly calls. ony explains.

“I “I can them steer clear homes during holidays, back school, or other important working for highly reputable Ryan Serhant Team someone’s decision to or Cafe Beaujolais and pay it forward and help someone else get their start in with them at various riding events, barrel racer on the rodeo circuit.

She returned to real high school.

“Those students come from visitors interested in purchasing propercan bring about the changes she hopes and succeed.” the transaction.

“We are all in this together,” Paige and looking out for their interest 100 rformance, and I’d either itSeattle explains.

“Iyear believe in advertising.

Even values that brought him toFor the ic. inmake Together, Steven andlaw his father would was Association and volunteers people and making frien There are many oth in Europe, Czech Republic where I New grew up. mo the Seacoast of Hampshire.

“Iare loved them thefor real estate marleading the online especially cial real estate agent.

Marie-France got even rentals,” she says. certain ok. doHer andfavorite backed myname decision.”

With his Referrals from satisfied clients amove key helping people on to the next stage ofbusi the my neighborhood, and every Iwith challenge As aAlzheimer’s former enforcement official, moments throughout thehas year.

Sheplatforms, drives to about 100atarrive the legendary Nest Seekers International.

“My perhelps meletter serve them better.

People will Austin helped shape the community place this industry.” everywhere inin the world, and explains.

“All of our team members work to benefit promising new career. ing new resta ors directly to put where the repair costs are prohibitive, sends on holidays and other special occasi estate full time 2014, but has never lost her connecak it on my own,” Bobbi recalls. though very few people do print anymore, ies on the island.

She obtained her license shortly after. to see.

“I want everyone to fall in love with this island percent.

But it also means always tellrole in Natanel’s su oday, at the local food bank. diving into the paperwork and documents, feed the first place.

“Early in my career team up to build an accomplished legacy in houses and drops off desserts orbusies toys, and thisstarted ket.

Appreciated for his personalized social media. essential titude, drive andof willingness to do whatsource of business too.

His marketing uses license in 1987, and thewas rest isgetting history.

Marie-France willhisalso invest works knows how look after others Brent team, SOC lives, Mitchell herself hiking, cooking, atin mymatch, community –her five hundred and homes spective and my mindset were always to go after new wasn’t rich but he money as tag gues isseemed at any the keep coming back to Brent you if they know you care.” he150 serves ason asomember of oneAnother of the local planning aHe variety of needs. means atwenty-one lot tothe me to the team as aItto whole.

We’re all extremely close and estate like a good I’ve had good luck with print, I keep ® tion to the horse-riding scene, or many wonderful unique approach undoubtedly contributes to her repuwould be his expert deeds and title searches,” Kaitlin recalls. keep n to succeed and but I can also connect them with the right approach, upbeat attitude, and drive for component in his recipe for success is ver it took, he achieved success.

Aided by professional photography, virtual tours, and ing them the truth, helping them avoid who Leading the Marie-France Vachon team, photography and pamphlets. with friends a While many REALTORS and see the beauty and calmness that exists living here. work tirelessly to find their ost say introduced to a client who had the real estate industry, uncovering a niche development in the same way did,” recalls Natanel.

Village.

NUR RAY MILLMAN STEVEN ZDENEK TRONICEK stressful times.

Understanding how Homes—where his wife w boards in the Village of he Penn Yan, and has contributed pilates classes, and most importantly, capturing – to raise in more food than they did the year before. come from a variety of backgrounds.”

This results in make sure they are well cared for.”

I loved houses and HOSTETLER I knew sales.” investing in it.”

Bobbi is aROTSART member aand landlord every year.

I thought it was a great tation as aalso warm and friendly agent and, subsequently, “It was all really interesting to me.

I got brokerage’s internati As for the future of her business, Stacey l people it gave her the opportunity to meet. helping people, he strives to provide approaching all listings with the same is B.S. degree in marketing from USC MBA from internet exposure.

Ray makes sure it is focused on the state she services the greater Montreal area, propLast year, Nur’s business reached $12 as 9 years old, doing a situation that isn’t right for them, even “So, during my first nine months working with that ail side, I’m abletoinhome, people to smooth the process and put the child after my dad.

Moments like those the rural properties offifteen East Diego County.

Austin originally entered the industry asSan athat property to the growth of atheir number ofisofthe businesses along Main Ithe want tomindset, fill the island with good families who care lients the perfect for Laura, who has watched a cohesive team works to accomplish important and nerve-wracking adiligently transphotographer—in order toth h moving from California Colorado of several networking groups, including Wednesdays: the weekly adventures of her dach Last fall we donated hundred pounds of food network of references she always building.

Nancy works as a solo agent with Keller Williams community my real estate license as part of my job Look ods utilized include exceptional service and experiences. no matter the price point.

“I epperdine.

Now 41 years later he is still loving his career of the current market to maximize marketing effectiveness to helping more and more people as the way to make money.

That’s how I realized it Zd including the island of Montreal and the Community involvement is impo Going forward, Candice will be adding an administraalso a Realtor.

Her past clients, Jodi has estate ornia million in sales volume.

Ambitious and team, I was fortunate enough to get my first exclumanager when an investor reached out to him in 2011 Street.

When he’s not working, he loves spending time if it’s not something they want to hear.

I client goals.

They make the experience so exceptional s, Bobbi went to real school the Elite 25 and Peak Producers.

She is a After all, real estate isn’t just about can be for clients, he folks takes his agents, andmedia that continues construction I’ve home shape when wehusband find athe situation “My and IKAITLIN have been forIn thir … we’re upaction toEmpire two full vehicles!

The who work its rich history, and who will honor its past.

My many ofher the island homes become abandoned and left asin aabout paralegal, and Imoving. really started to love have platforms, alh Ryan started in real estate 16 years ago, give all my listings same level ofWHITCHER hoice and helping families with often the biggest deciand the sales price.

His and experience allow the surrounding suburbs.

Aeven rainmaker for her Marie-France andmarried herto team.

20 Estates in Rancho Cucamonga, California. annual day of CARLOS ORTIZ BOBBI PRICE tive assistant to the team in which will allow eanch joined mother MARIE-FRANCE RYAN RAFFETTO lients.

She feels this horse community continues grow.

Sh Today Stacey is January, aclients horse property specialist with West sive project inmethods the Bedford neighborhood passionate, she is always striving to grow ot started.

The rest is history, and member of the Pikes Peak Association ofStuyvesant that past have asked join their team. ® the for is help managing his vacation rentals in Finger with his wife and daughter, hiking, playing music, and was something that down the road I would nit Rachel utilizes all of the standard methods for marthink my clients value that.” people find housing; it’s also about assisting with Coldwell Banker Today, Steven is a REALTOR time and walks them through every step of the promain focus going forward.

“My plan is the marketing aspect of real estate.

I took to co this fall, and we’ve filled our lives with theto Murrieta Foodattention Pantry are just overwhelmed. partnering upgive witheven downtown Seattle concentration.

What sets me apart are on ofhelp their lives.

MillmanTeam toShe’s help 50 families ayears year.

Maximum, targeted ® ®buyers to families that works.” goal is to let the know what living here entails. nervices. dire conditions, itat became aNew mission to help homes team, Marie-France currently has three was named Keller Williams Amb VACHON “Every client agents more to their clients. er license soon after which was eight That’s how I got years, Bobbi has been area serving herUSA Realtors ,of theBrooklyn, Denver Board of Realtors , units.

“When we first started, about half of our team was like to expand her team, bringing on and c Realty in Peoria, representing clients all over keting her listings, but prioritizes social media, which Lakes of Upstate York.

Austin was only 23 bee keeping.

Her and plans to be one of the top agents in her She covers Riverside, San Bernardino and Los Chair in her o on a few clients for the benefit of the law keep like to do,” Zdenek said.

“When Ito came tothat the Ho cess.

“I do theclients besteducation I throughout can to take care of the be successful, andsixmy become a achieved, household developers to support sales incontinuing their highthepeople in-depth custom video reels always alo with generational wealth.”

Realty, where he assists La Mesa, ® iously ill behaved dogs.

Our current dog is o They’ve grown to know our neighborhood in Central team members, with a goal set for 2022 of Culture for Canada because ds a different level of also putting together classes to 011, when she took and helping them achieve their real and the Pueblo Board of Realtors .

Her my start, and we sold out whole project within has come to be a great fit for her social and personmade of past clients,” Paige says.

It’s very remote, so I need to make them aware what ind their loving owners. asonable price.” atfrom the time, butTo had already established aWhat reputation agents who share Also, herI dedication to in offerin Maricopa County, with aadds, particular emphasis theit, Iison interior design, and area. reach this goal, she’s currently on the lookout firm, and before Iin knew was falling in to ou co buildings.

He now leads a isteam of six agents media team collaborates creating together. is business grew that rocky start as an individual Ray loves most about real estate his work with IUnited serve,” he says, and “I not to overload Southern Colorado. did 50 deals first When itreach comes tocould marketing his listat least 10 agents, with a try hub to service them. dedication to helping others, inWedn or El Cajon, Lakeside, Santee, Alpine, Spring Valley, egoals. everydachshund, and she isisso naughty –whether Weenie Park.” record-breaking year was Mitchell’s eighth able approach toAustin real estate.

“Social media how great relationships with other agents helps to get the States, I saw how big a business real thi help trainThis new agents, and excited to help them build ceinvolved leads awith team ofarise Angeles Counties.

Rancho Cucamonga, where munity event months, which was tremendous.

We were then given as hard worker and someone people trust.

As Going forward, wants to continue growing his The sky is the limit orce to be reckoned for a partner who would start as an assistant supporting love with real estate each day!” rest isservice. mayb customer West Valley.

An enviable 100 percent of her business their day-to-day life will look like in quaint and buyers and sellers throughout theher Metro with the pandemic going on, itShe was imperative to ofthis Anthony stays in touch with the investors gent where he wentand doorassists to door atings, first finding his clipeople.

“All are different and I The am there to Iensure built my business,” she says. also makes pealty, it simple.

Everyone myself with too many deals attransactions one time because Ifull and I’m hoping touse every yea real estate industry.

One thethat ways she and word outand about listings.

“My listings get very Carlos meets contemporary buyers their own business by sharing her experiences.

“It’s representing other projects in the neighborhood.

I’ve been able todouble are the best.” in athe row serving as organizer, and as a Dave member of her As team leaders, Paige and that all memOutside of real estate, Steven and his family ah Lemon Grove, San Diego the surrounding coma native of area, he also had great insight into the business, bringing on and training new agents, investexactly what he’s estate was here.

It was always in the back of An history, and for the past 17 years, Kaitlin You can reach Ras Nancy lives, is located on historic Route 66 within her business, Seattle area. present potential buyers an authentic peek inside her and later become a qualified agent.

No matter how nts and getting his name out there.

Ray began to write guide clients through what is the biggest investment of comes from referrals or repeat clients, many of whom of personalized brochures for each listing, which quiet fishing village.”

Because I leading care much for the island, I’d like to see is one agents for The Platinum coverage, not just here, but outside of this area as ference. work to doso About 80% of Marie-France’s business comes from give back is by volunteering to help a local w unications from he’s worked with, often just to see how want to treat each person with the utmost care and my team wanting to help the people that bers are on the same page and maintain the same core build my reputation from that success and start branchabout creating something that everyone—agents and ea withofaIthe focus on where are at, which means ahas heavy neighborhood’s social committee, and now abeen member supporters of Mount Helix Park Foundation, munities.

There, he has cultivated an expert approach local market, and in 2015 he decided to begin offering in his team toneighborhood help them bestatistics, successful.

“Imuch love the most valuedThis realn helping her clients achieve their or rlmiller1013@ include photos, and of the homes without them ever having to step out-being is own real estate newsletter, heserve passed outthey small pumptheir life.

We work to reduce their anxiety by keeping them big her business gets, though, Nur will always care for my head to be close to real estate or have a ing , where she and her small team Colorado well,” she says. are horse owners and competitive riders themselves. ’s lifestyle in order to repeat and referral clients, an impressive feat that shelter in Montreal. value of putting the client first.

Acknowledging that ing out into other areas, including downtown Brooklyn.” clients alike—want to be a sellers part of,” says Candice.

“I’m 2021 she $5emphasis driving distance of popular attractions like Universal team and offi ome ofclosed the neglected properties improved and cared and work as hard as Ifirst can to make sure they help, for them help meanyone grow and ge ing that knowledge torespect, buyers and full time.

He in aon position to help both my clients and mytoagents. and betting the-rachel-hudgins-tea te University, Anthony began they are doing, but also to alert them tothroughout. new opportuniof Coldwell Banker, she sees endless opportunities for onthe social media, targeted marketing real estate goals. took and he more information.

His impeccable client service and ability to connect ing with its not popular Evening Under thepassed Stars to meet needs of any client—from time buyside,” he says. ins on Halloween, and he did small promotions.

He did regularly informed and what to expect We s 90 and the area.

This includes all orks with asurrounding manager every client as ifthis they were her only client.

“Whether demonstrates the trust and confidence she inspires.

“The rodeo world is relatively small,” Stacey explains. is one of the largest transactions someone can Soon came a project on Long Island City consisting very excited about our future.” dor.” percent of that career in it.” als get what they want and that we have a great time want to keep mentoring them and help the big mistake. bought out aof boutique brokerage and has been delivSometimes I protected feel like won thelocal lottery.” company with ove toas personally is drawn from the high percentLaura’s mission has been quite successful so far, growth and development. verything necessary toclients let people know he was in real make sure their interests are rewarded ter 23 years Google, and allhelp of the dedicated real estate websites Studios and Disneyland.

The area isI and known its ness, coupled Paso County, as well parts Pueblo, Teller, Looking to the future, Bobbi says, “Iare to keep showcasing businesses on its grounds, an“ ers to seasoned investors.

“My and I units, have truly al Estate his senior year to ties, for which he is constantly on the lookout.

On the nd her clients when they are looking for ainthan condo or adad luxury estate, Iworked love “More three-quarters of my business comLooking tofor future, Marie-France says, make their lifetime, Paige and Dave take their To Jodi Deranja: of 77 and –plan after splintering offmost from the Ryan repeat clients.

The “So Itoreach know that network very well.

And I’ve built my Having asisfor aroles solo agent for ofthe hermove career,out emphasizes that it’s ering excellent service his clients ever since.

“I fell age of repeat and referral clients.

Ryan understands Ryan’s passion helping others extends beyond doing it.

I really go to bat for them.” successful and on their own.” state.

His business grew and grew.

Today he is joined by with big smiles on their faces when I hand them the keys.” youth team of as, Park counties.

An impressive 98% of Bobbi’s going like I’m going.

I’m 79 and feel like I’m 60! nthly newsletter, comnd she managed to complete five transactions in her ooking for a like Zillow or Realtor.com.

All of his clients beneraising enough funds to cover its expenses on fine-tuned concierge-level real estate service,” he says. seriously.

“We are professional, and we do everything ing back to me because clients were happy with my been in real estate for 35 years, I am thinkin For life. more about Paige David relatio Grov putation for service being areputation part ofnatural this big decision in myis clients’ lives.

It’sand Serhant Team and joining forces with Bethony in 2019 ng.

His work ethic impressed rare occasions when he is not working, Anthony enjoys nd her dedication tolove Phone: 818.660.5196 and 310.310.9006 beauty, top-tier schools, and wineries and love as someone who very familiar with both Kaitlin took on her longtime friend Carol Lavigne as aand issincere creating the importance of placing client needs at the forefront real estate into his personal He’s a sponsor in with the process,” says Austin.

“It’s a blessing is son and partner, Johnathan who got his license at just ss comes from repeat and referral clients, a feat I’m going to keep working until I can’t, and I have no ds outfirst mailers.

Each This combination of endless generosity and we all can tolittle find our buyers their dream home atCarol a great So far, in more three years with his license, he them into the neo services,” she explains.

“I have quite ahoned few fans my legacy.

Iofcall want to have ahis solid team with would allow fit from “In Your Corner,” the weekly informational please 770-757-2773 ornetwork email -than a of major coup: the tallest residential building New nual basis.

On top supporting local Scou “That means taking the stress out of the buying orraving very weekend as an agent.

“I was worried that ypeaks around 75% of her not about the commission, it’s about helping them find vice is what keeps a of buyer’s agent. has been ingolf, real estate 22 years, also my Email: jodi@jodideranja.com of confidence each transaction and ensuring that clients achieve the Washington Athletic Club, the Seattle Yacht towas be able to help people, and that’s always my focus.

8, selling histrust first home that summer.

Becoming Ray’s When he is not working, Ray’s number one hobby is in the area and the unique needs horses.

My clients togifts the and she inspires. plans to retire before then.”

Above all, Bobbi looks aduating he offered a full spending time with his family, or playing basketBrent focuses on forming lasting bonds with clients elated and also has been recognized as one of the richest neighborprice, and get our sellers the most for their properbusiness success has origins in tremendous sadness as well!

These clients will refer me to their friends, help them build their own clientele, and also grovehomesgroup@youneedresults.co York outside of the Manhattan skyline tower consisting uing to offer vlog he posts on YouTube.

“I offer advice on buying and works with buyers so can specialize in near list-also friendships. care lecause clients.

“My honathe home they will love for years to come.”

Boys and Chapters, he volunteers for t selling process and ensuring our clients have an enjoydoes practice it quite successfully.

Covering Orange County things will Istay their desired outcomes.

“I’m all about building relaClub.

Infor addition, he donates toaway various causes jodideranja.com Website: buyer’s agent.

Through ups and downs in theclients last ocean fishing.

“Getting out on the water andGirls from ts keep coming back because they like me and forward to continuing to be there her clients.

“IKaitlin trst was a REO low number, but then Itreats asked my friend on I’m not concerned about pushing to buy or sell rely on me help them find the right property for she feels that and just how he’d want to802 be treated. ty ball intothem the shortest amount ofings. time.”

One way they erage’s team.

“It was aOriginally, and football with his friends and coworkers.

As for family, and colleagues.” care of and mine.

I also have a goal of expanding of 67 stories, units, and a desirable $1.1 Billion sellout which for Mitchell. her career was centered on “Carol is absolutely awesome, this has been not necessarily aboh hoods in Southern California.

It is a locale tionships with my clients.

I want to be their broker and dear to his heart, including those aiming to help he area helps people he job done,” Bobbi says.

“I get a lot of repeat love serving my clients, and they can feel that I really oyed during or selling, tips for current homeowners, or updates on 1 years, he has adjusted to market changes successfully, the business is refreshing and surprising.

You never know as much as giving people the information they need to Diego Shores Water Polo Club.

In fact, Steven able experience throughout.” in and southern California to south of Irvine, Laguna Hills, histhe business. he mainland how many transactions she had done inPeople riding training.” it were my own,” “I’m not in itcare for the money. are notHer just nummarket centers throughout province of Que as of this writing is more than 50% sold. a great way to streamline our business.

We love our many families I h rk with top agents, learn a lot, the future of his business, Anthony’s short-term goal medical device sales marketing and management. for life.

Whether it’s their first home, a second investthe LGBTQ community, Homelessness, and Cancer ss, and in some cases I’ve worked with three do about them.” eathered market crashes, hot markets, and everything in what you will see or catch.”

Last year his highlight was me.

I’m able sleep. tomake spot the right decision for themselves their famasleep, impressed trends in the market.” isalike. aZdenek key ambassador for the sport ofall,water polo, Top Agent Magazine beloved byand tourists and residents I the can’t For 8Copyright years, Marie-France has been with Keller elsewhere inthe Canada.”

Above Marie-Franc bers to me.

I want to help them find forever homes Nofamily! portion of this issue may be reproduced inmake any manner whatsoever without prior consent ofhe publisher. her first year, while working at a big brokerage, and Anaheim, all the way to San Clemente, struggled dynamic, and our clients love it too.” what’s important to tions of same I care about my people, ment, or their children’s home, I want to sure Research in Seattle.

In his spare time, loves to ski, etween.

Currently, he and Jon run the successful Millman catching a 224-pound bluefin tuna.

He also enjoys spendpassion was for hospice marketing, and through subily.this I’mWhen good atlisting communicating my observations, soCurrently, if clients Top Agent Magazine is seen by Real Estate Agents overlooked during service for area’s invesisbefore toFeature double his volume next year.

He looks forward to totheprovide Natanel and served Michael are representing multirchasing hiswaters wle murky the as referee for the alaughs, property, Steven equips his with Williams, a company she was drawn to because they forward to representative continuing the United same e She adding, “The house is usually the and create memories.

When my son passed away, I hink that shows.

They feel that, and that makes Top Agent Magazine is published by Publications GA, Inc. Although precautions are taken to ensure accuracy that they’re pleased with the experience,” he explains. renovate his Palm Springs homes, and spend time Providing professional, individual, and friendly sering time with his grandkids, Hudson and Harper, taking ttkeam. turned out she completed four transactions in her in transaction his first the traditional methods cold-calling the endJone of I don’t think a particular isfound rightwith for somesequent promotions, sheyear herself managing the socomfortable that my To learn more about ple new development projects inof all five boroughs of theto“By put themselves becoming an Carlos reaches out frequently to the past clients to see dove into itofclients headfirst and never many years of helping investors, and hopes to begin are known for sophistication of their models and real estate experience all Mitchell her clients.

Water Polo Men’s and Women’s Teams in th a their comprehensive strategy designed to showcase all the With Great Island Realty, Kaitlin serves Strafford eeltofor with me.” and Brokers in every U.S. city and Internationally! with his beloved dog, Charlie. last thing we talk about.” learned that money is just money.

You can’t take it ice all clients.

Putting client’s interest first is how his Italian greyhound Scipio for a walk, sunrise and sunpublished materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its one, I’ll advise them to look for something else.” largest grief counseling center inwalking Southern California. ntire first year!

That’s when I and knew that INancy wasn’t doing Bigjust Apple, along with a big, get: aNew 35-story, 450(951) ng when they buy athere’s door knocking and one sale.

Then hechurch. came across this team.

I wou afford a the home, myifEmphasizing At 24, is the youngest broker associate in her systems.

Marie-France also incorporates her own sys-recent County Rockingham County in “When Hampshire, please or call 805-1451, education, Ryan believes indie. ever looked anything he can do for them, whether itand Summer Olympic Games in London. unique features of their home.

Starting out, he helps hey grew business. set photos with his phone, and going to building his own portfolio soon. with you when you But your memory can live authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in theStacey U.S. unit building in downtown Los Angeles.

“I feel incrediContact at 623-606After the loss of several immediate family members ine!” amily feel also in clients the makeup of Bobbi’s tems into and the process.

“When I’m meeting buyers oo bad.” covering the area from theunderstand Seacoast tothat Lakes Region. his through themarket transaction process Heading into 2022, Ryan will remain true tothe his coreyears. Eventual Please contact mag@topagentmagazine.com Your Home Sold Guaranteed Realty which uses atheunique watching the market itboard isProfessional important to real xperience inshows has anything toprepare do with real estate or not.

He’s the youngest member to sit on them fully for the market, providing aalso suite ofnew email Mitchell.Jones@camoves.com on through others for aastep-byvery time.

Memories are Stacey understands.

As member of the That foundation of honesty has helped Austin build bly fortunate,” says orwhich email scoulthardre@gmail Her granddaughter and partner, is a licensed inserve aJade, few short months, Mitchell felt itlong was time for aNatanel.

About of Kaitlin’s business comes from repeat and orSouth sellers, I useestate a questionnaire to 50% really understand step to know what to expect throughout the process. values and commitment to consistently advocate for he geographic area they is the entire Bay turns very slowly, unlike the stock market toend listen active in community with the volunteer work he ’t atbeen theto finish a very successful business over theLeadership last six years.

As specialization model, whereby each Team Member focuses scalable, andfor in Looking ahead, Steven has a clear vision professional staging and photography services.

From going to be more important than money.”

Rodeo Association, National Barrel Horse Association orhis call 310-734-1440 for ad rates and information. visit homesnap.com/Mitchell-Jone and has working with Bobbi for 12 years. referral clients, an impressive feat that demonstrates the Agent Council.

She’s also been ranked “Education leads toalways empowerment.

I’m aestate people perhis clients’ best interests and provide them with real project is and what they’re looktor for two years now, licensed using social media, change: “I was grieving, and trying to manage other ncluding Torrance, Palos Verdes, Lomita, allwhat the their Beach can change in a day.

I have been interested in real estate Fortunate, yes, but backed by deep industry and market ldsimportant strong relationbroker and owner of Wine Trail Properties, he leads a With the ferocious speed at which the modern world ’s does with local elementary schools, helping build a obbi’s daughter, Jade’s mom Lori, is unlicensed ture of his business.

As his volume maintains its there, he broadcasts their listing via a highly targeted trust confidence she inspires.

Part of what keeps one specific area of estate.

That system enabled him pen,” Evans Zdenek sa son, andLawndale, I want myon clients beSan happy and“Then to feel highest ofIboth service whileat making their dreams ing to for,” she says.

Ireal have aand meeting with them Hawthorne,have Gardena, Lomita, and since I was in high school and have always found fasrities, adConnecticut. campaigns Contact Austin 315-882-2343 orLaura knowledge thatlevel keeps developers anditbuyers flockTo learn more about nd In his first year as asocial “rising star” within Keller Williams.

Sales in her have become good team of around a digital dozen agents who deliver exceptional the team’s transaction coordinator for over 30 clients coming back is Kaitlin’s dedication and work Outside of work Brent and his wife are deeply looking for float for the Torchlight Parade in Old Saybrook, or confident about the decisions they’re making.

My goal come true.

He’s currently looking to hire two addiFor more sedro. moving, it’s no surprise that many are deciding to growth, he intends on scaling the model ofab bo blend of and media campaigns, maximizwhere I go deeper into their answers, because I want One of the key ways he stays in touch with clients cinating.

Perhaps that is why my clients seek me out as TopAgent Agent Magazine Top Magazine 33 ng potential clients to him for his services.

“Iisthink a lot offor it has to do if I decide to double each year toing the point where he on pace 15sit to no email alapp@winetrailproperties.com After the closing, Iis service to Yates County and thein surrounding area.

On That’s in addition toand another part-time assistant, Contact Candice at 404-660-9565 email ladylauraevans@gmail.com, ethic.

“I love being busy,” Kaitlin says.

“I can’t still, sales volume is on pace to To learn more about Brent Maha to help people build wealth, manage their investtional agents and is launching a new website along involved their local community.

He serves as the first year as a solo agent topped $13 million with luxplease them to feel that I’m there to help them out and be of the personal real estate newsletter he writes.

He crafts the professional who cares and they know can get the job participating insays. his “Icommunity’s “Trunkwith Treat” Copyright Top apart Agent in Mac that has and consistently set him ing their exposure within theAdding region. unplug relocate to more remote areas. toorand being different, yetservice being consistent thinking business.

She’s even y. a and family thing here!”

Bobbi of “It’s weeks.

Because transactions in 2022.

After doing $6 million in volume last ments that will or email myrealtorcandice@gmail.com that serves my clients really well because I’m dediments, and grow—whichever way that is,” he says. with his interactive email newsletters.

In addition, greater service to them.

I present all the strategies that email brentm@socodream.co hethe copy himself specifically for the area itemshe’s ofof not done right.” email Nata Vicewith President the Ellicott Metro District end of 2021.

Heonhas found or callwhen (443) event Halloween.

When working or the givoutside box,” saysBoard Natanel, asked235–4649 how he has

r start in real estate What she likes most about her work was working for the interaction with people. She ow near UCLA as a multiple properties and loves teachi n moved into the people how to build wealth through r usiness.

A suggesestate.MAHAGAN “I love working with first-ti ANTHONY LA PENNA BRENT CANDICE KING er that she should home buyers and advising people on h ense sounded like to invest in property. I feel I am helpi HOSTETLER ZDENEK TRONICEK t herNUR license and people build the American dream an ROTSART RAY MILLMAN STEVEN nt 15 years in the enjoy this 1000%.” ar she received her She strives to keep a balance betwe CARLOS ORTIZ her busy work schedule along with bei owing team of 39 present in her community with blo ange County from drives and charity events. This activity ding into parts of also balanced with her priority of fam well. Her repeat and referral make with her husband and their 3-year-old and 5-year-o f her business which she feels is children. Her days are filled, but she makes sure s ing from her focus on customers. has time for relaxation and time with the kids wi ng, honest, and fun. I try to keep out interruption. Her future plans are to keep up h my clients a positive experience. current activity but build an even larger referral ba o cut the tedium and keep things “I always want to do better and help more people b be a resource for them because or sell. Even when I am doing a great job I am alwa can be an emotional experience looking for ways to improve. I love my work and I lo REALTOR Vendors and Real Estate Companies— ne you feel is on your side.” Her when other people get involved as well. I am alwa Gether Nationwide & International lows her to offer clients extra telling people, ‘If you exposure! are thinking about becoming netary issues. “With my MBA Realtor®, you should,’ and I hope they do.” in finance I can offer a financial stomers to help educate them on es.” https://

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

Top Agent Magazine

5

mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 6

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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JOSH & SARAH LUKASIEWICZ Josh and Sarah Lukasiewicz are exemplary real estate agents who bring out the best in each other. Both Josh and Sarah were heavily exposed to the real estate field before making the career shift. Josh grew up in the industry, with his aunt working as an agent for 22 years and his grandfather for 20 years. Sarah had many contacts within the field, and it piqued her interest. Eventually, the pair launched real estate careers of their own, with Josh celebrating nine years and Sarah celebrating six. Sarah and Josh met through NAHREP, The National Associations of Hispanic Real Estate Professionals. The team got married, works together, and is expecting their second child, Dustin Coy Lukasiewicz any day now.

Josh and Sarah’s Team are backed by their specific hand-selected vendors, office, and support staff within their brokerage. They predominantly serve Orange County and nearby surrounding areas. Josh notes, “We will drive anywhere for our clients.” The temperate weather conditions, nearby mountains, variety of sports, and luxurious beaches add to the area’s high desirability. Self-proclaimed foodies, Josh and Sarah enjoy the local food hotspots around Huntington Beach. Josh highlights Carlitos’ Diner, “It’s the best Mexican food around town.” Sarah mentions Capone’s Italian Cucina, a beloved family-run Italian staple.

Currently, Josh and Sarah’s referral rates are at 50%, with 60-70 transactions closed annually. Sarah says, “We’re adding clients each week.” When asked what keeps clients coming back, Sarah shares, “We go above and beyond on every one of our listings.” The team markets new listings aggressively, with social media posts, aerial photography, and door-to-door advertising.

Sarah notes, “Clients appreciate our immediate response time. They know they can come to us and ask us

for anything they need.” Josh chuckles, “Even dentist referrals.”

The two stay in touch with past clients via frequent emails and phone calls. Past clients can expect a special birthday and anniversary gift. Sarah also gives every client a custom, handmade cutting board as a closing gift. She says, “We just want them to feel welcomed.” Josh continues, “We try our best to become their friends.”

Josh and Sarah’s strengths complement each other, creating an optimal team dynamic. Josh enjoys the paperwork and showcasing aspect, while Sarah flourishes on the communication and closing side. She elaborates, “It’s really a lot of listening, and a lot less talking.”

Josh and Sarah are deeply involved in several local nonprofits. They sponsor the Baja Love Outreach, an organization that supports eight orphanages between Tijuana and Maneadero. The team also supports ocean cleanup events and funds a cancer organization. They frequent their daughter’s school events, including her musical theatre program.

Sarah shares that they “make the most of their limited time off.” In their free time, Josh and Sarah enjoy taking their daughter mini-golfing, hiking, camping, and to the movies. Sarah says, “We’re usually down to try anything.” She laughs, “Except skydiving.” The family can often be found at the Huntington Beach Street Fair on Tuesdays, perusing handcrafted items from local vendors. Other local favorites include the annual Orange County Fair and the Thunderbird Air Show.

Josh and Sarah’s plans for the future include continuing to expand their team further while working hard, as the sky’s the limit. They intend to set themselves apart as desirable real estate agents across southern California.

Get in touch with Josh and Sarah by calling 949-867-4250 or 714-364-9365 also available by emailing joshlukasiewicz@ehomesteam.com or sarahlukasiewicz@ehomesteam.com Top Agent Magazine

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Tricette De Paul is proud to congratulate

Josh Lukasiewicz

on being featured in Top Agent Magazine for the state of California!

Tricette De Paul

Escrow Officer/ Manager Mobile 626.646.8278 Office 909.321.6529 Fax 909.774.0061 tricette@autumnskye.net www.autumnskye.net 11760 Central Ave #125 Chino, CA 91710

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Is Branding the Way to Take Your Business to the Next Level?

Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet.

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 9

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals.

Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap.

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 10

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites.

If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take.

But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised.

If done right, soon you’ll become an in-demand agent whose name is synonymous with success!

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TAMAR ASKEN

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TAMAR ASKEN “I spend a lot of energy thinking of who a house would fit.

People think I’ll just list a house in a great location, and it will sell itself. You need to call the people who might have a client for that listing and tell them why the property is amazing.”

Tamar Asken has always been obsessed with houses. The more unusual or bizarre the better, from the Magic Castle in Hollywood, where she spent a lot of time as a child with her father and grandfather, to the Winchester 12

Mystery house in San Jose, about which she wrote her senior thesis in art school. Her childhood was divided between Los Angeles and Israel, in several different houses. But it wasn’t until she first sold a house as an agent Top Agent Magazine

for someone else that she fully realized the joy and the difference she could make in someone’s life, and this was the seminal event that led to her career in real estate.

“I had several previous careers, including working as a Certified Top Agent Magazine

Financial Planner, and added various designations, and figured I would add a real estate license,” said Tamar, an agent with the upscale boutique agency Avenue 8, working in west Los Angeles, Santa Monica, Westwood, Brentwood, Culver City and more. “I had a lot of clients from my previous 13

experience in financial planning, so I segued into doing real estate fulltime almost immediately. In my first listing, I sold a house for a really nice older woman with a disability and was able to help her get the money she needed to have care for the rest of her life. I saw that I could really help people in a huge, immediate, tangible way, and that felt very powerful.”

A solo agent for nearly 10 years now, Tamar goes wherever her client base

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takes her – and it’s an extensive base, as her business is almost all repeat and referrals, and she rarely if ever does advertising. Last year she did more than $30 million in volume.

“I had to help my clients manage all those difficult moments in a transaction. I give them a lot of support and friendship. Look, people pay us a lot of money and I want to give them a lot of service. I try to go beyond the basics and not look at clients as, ‘what

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am I getting from them?’ “I try to think about how I can help them,” she said.

“I spend a lot of energy thinking of who a house would fit. People think I’ll just list a house in a great location, and it will sell itself. You need to call the people who might have a client for that listing and tell them why the property is amazing.”

Tamar has three children and has been involved in all their schools for years, as well being involved with her Temple and donating to various Top Agent Magazine

charitable causes. She is also big into yoga, which she said is a big part of her business coping strategy and has kept her on an even keel, teaching her not to stress over things she can’t control. As her business grows, Tamar said she wants to continue to help her clients and other agents.

“I do a lot of mentoring with other agents and that’s created a wonderful network for me of people I know and love and trust,” she said. “I’m continuing to build on my professional 15

community. The business has such a reputation of being cut-throat, competitive, and zero-sum, and it really doesn’t have to be. It can be a beautiful interaction when everybody is focused on the same outcome and

having a positive experience. I just really enjoy my interactions with people. I wish I could say that without sounding so banal. It really is so exciting to work with people and help them.”

You can contact Tamar Asken at 310-801-8292, or through her email at asken.tamar@gmail.com Her website is tamarasken.com www.

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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Hancock Park Area Specialist BASYA GRADON In the sprawling metropolis of Los Angeles lies numerous quaint and idyllic communities. Hancock Park is one, with its stunning homes, peaceful streets and proximity to sought-after synagogues.

With many properties built in the 20th century, charming architecture is seen on every block, anchored by mature trees and enchanting gardens. Top real estate agent Basya Gradon specializes in this area as well as Los Angeles’ westside.

She entered the industry with a passion for design and a love of homes. “I decided to get my real estate license when my then youngest child started school, and it’s been an incredible journey ever since,” she explains.

With her husband growing up in LA in a very tight-knit community, she has utilized her vast network to build her real estate business.

Whether she’s helping a buyer find their ideal home or assisting a seller in getting the most for their property, Basya is committed to achieving their goals. “I really go above and beyond for my clients,” she explains. “I provide full service, doing whatever it takes to keep my clients happy.” Much of her business consists of referrals, as she exceeds expectations at every step.

Understanding the importance of each transaction, Basya guides her clients throughout, ensuring they are informed and updated at all times. She only wants what is best for them, providing advice when they need it and putting her well-honed negotiation skills to work when it’s time to close the deal. For her sellers, the internet plays a big role in spreading the word about listings.

“I get their property on the web ASAP,” she explains.

Basya also customizes her marketing approach according to the home’s style, location and price point. “I’m open to advertising anywhere and everywhere, my main goal is getting the most exposure possible.”

After working together, clients leave glowing reviews about Basya, as they appreciate her skill and determination. One recently said, “Basya is fantastic! She pays Top Agent Magazine

attention to every detail and works incredibly hard day in and day out. She is always available to answer any questions and help through the selling process. Buyers and agents loved working with her. She is straight and honest all while pushing hard for her clients. Highly recommended!”

When Basya isn’t working, she’s enjoying time with family, including her husband and their five children. “I also love traveling, dancing and listening to live music. Whenever there’s an event in our community, I always try to attend. I’m a very social person.” Basya has a strong presence in the Orthodox Jewish community, hosting guests for Shabbat dinner almost every week. “I have guests all the time, and many of them are past clients,” she explains. “We are such a tight-knit group, so these relationships are extra special to me so they are cherished immensely.”

In the coming years, Basya hopes to continue building up her business and growing her team. As a mother, business owner and prominent community member, Basya demonstrates that the sky’s the limit. “If I were to give advice to new agents, I would tell them it is a very difficult industry, but if you have a good network, join a team, and stay committed to the path, you will flourish.”

For more about Basya Gradon, please call 323-447-7331, email bgradon@compass.com or visit BasyaGradon.com www.

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JENNIFER LOVELL Known for its captivating beauty, rolling hills and towering mountain views, the Inland Empire attracts people from all over the country. Top real estate agent Jennifer Lovell grew up in Chino Hills, and then moved to Eastvale after getting married and having children. She is an expert in Eastvale and the surrounding areas. She knew Eastvale was the area she wanted to raise her family. “We have great schools, family events and lots of new amenities,” she explains. She decided to enter this industry after helping run her family’s air conditioning company. Looking for a path that allowed more flexibility for her growing family, she felt real estate would be the perfect fit. After earning her license, she hit the ground running. Jennifer’s undeniable passion for this industry has helped her flourish, leading her to recently start a team at EXP Realty. Their reach is continuing to grow, with new members continually joining. “I’m super excited about our future,” Jennifer says. “This is something I’ve always wanted to do.”

Nearly all of Jennifer’s business derives from repeats and referrals, as she and her team constantly put the needs of their clients first. “I treat them like family,” she explains. “I want to make sure they’re getting exactly what they’re looking for. I’m in it for the long-haul with them, helping them make decisions and educating them along the way.” Jennifer does everything possible to reach their goals and alleviate stress. For her buyers, she will even knock on doors in the neighborhood they like, seeing if anyone wants to sell. Patient at every step, she will not stop the search until their ideal home is found.

Once they’ve located it, Jennifer utilizes her negotiation skills to get their offer accepted. Meanwhile, her sellers receive the same guidance and support in addition to

thorough marketing that spreads the word about their listings. “I do a lot of videos on social media, send out open house invitations to the neighbors, and inform my entire network about the sale.” No matter who she is serving, Jennifer makes sure they understand every part of the transaction and prepares them for what to expect next. “There is no such thing as an unnecessary question. My clients can come to me for anything, and if I can’t answer it, I will find someone who can.”

Those who work with Jennifer are blown away by her skills. One client recently said, “Jennifer was very responsive when I texted or called. Her determination, knowledge and professionalism exceeded my highest expectations. She showed me homes that fit my criteria until we found my forever home. She was always on time at the locations of the homes to tour. Her negotiation skills got me the home I wanted at the price I was willing to pay. I would highly recommend her if you are in the market to buy or sell.

She continues to support you even after the deal is completed. I would give her 10 stars if I could.”

A lifelong resident of this area, Jennifer loves to give back to the community. She’s involved in local sports, is a member of the PTA for her kids’ school, and participates in the Glass Slipper Guild, which raises money for the Children’s Hospital of Orange County. When she’s not working or giving back, she is relaxing with her family, including her husband and their three sons.

Jennifer hopes to continue on her upward momentum for many years to come. “I just love seeing the smile on my clients’ faces when the deal is done and feeling that excitement with them. It never gets old.”

For more about Jennifer Lovell, please call 909-524-9399 or email jennifer.lovell@exprealty.com

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How To How To Overcome Your Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, 24

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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JODI DERANJA It is not often that a car break down leads to a new career, but that is what happened for Jodi Deranja. She was happily working at a hospital when on the way to work one day, her car broke down. She ended up at a car dealership where they thought she would be a natural at sales and offered her a job. She declined, but intrigued by this new idea, Jodi called the closest real estate firm and inquired about becoming an agent. A broker saw her potential and hired her as an assistant. Just five months later, she had her license. This was over 18 years ago.

She is now based out of Glendale and works throughout the San Fernando Valley, NELA, and Pasadena.

She used to consider Glendale her hidden treasure, built at the same time as Los Feliz, but its charm is no longer a secret. Well known for great schools and parks, Glendale also has many local businesses that Jodi likes to feature in her monthly newsletter. Being a lover of culinary arts, Jodi loves to frequent restaurants. Two of her favorites are Cafe Beaujolais and Little Beast, both in Eagle Rock. Her favorite place to meet with clients and colleagues is at any of the eateries in Glendale’s Kenneth Village.

purchasing a home is a big deal and should be celebrated yearly. For marketing, she uses social media, local publications and a strong presence online. With these methods, she is seeing a steady incline in volume which is right around $20 million. What Jodi loves the most is the day she gives the client the keys. “Their excitement is through the roof!”

The mother of three young children, she is involved with the Glendale Educational Foundation, a group that raises funds for local public schools. She also supports the local YWCA and the Campbell Center. When she can, she likes to go to her local spin studio and loves to hike and garden with her kids. She and her husband like to attend local events and visit local restaurants.

For her future business she looks forward to growing a small team. “I have an assistant now but would love to mentor her into a buyer’s agent and we can grow from there. I had a great mentor in the beginning, and I know how much this benefited me. I would like to pay it forward and help someone else get their start in this industry.”

With a network of friends and past clients, Jodi has nearly 80% referral and repeat clients. She feels this is due to her custom tailoring of services. “Every client is different, and everyone needs a different level of service. Some people want to be involved with everything, and others want me to keep it simple. Everyone has a different schedule and preference. I work to do whatever best suits each client’s lifestyle in order to custom tailor their experience.”

She keeps in touch with her monthly newsletter, community outreach and also sends out mailers. Each quarter she sends out home-related gifts and also anniversary cards for buyers because she feels that Top Agent Magazine

To reach Jodi Deranja: Phone: 818.660.5196 and 310.310.9006 Email: jodi@jodideranja.com Website: jodideranja.com www.

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LATRICE DELUNA Latrice Deluna got her start in real estate while in college. She was working for a real estate broker near UCLA as a receptionist and then moved into the lending side of the business. A suggestion from a loan officer that she should get her real estate license sounded like a good idea. She got her license and in May will have spent 15 years in the business. Just last year she received her broker’s license.

Latrice is part of a growing team of 39 that services all of Orange County from south to north, extending into parts of San Diego county as well. Her repeat and referral make up about 70 percent of her business which she feels is a chain reaction growing from her focus on customers.

“I am very forthcoming, honest, and fun. I try to keep the interaction with my clients a positive experience.

I do whatever I can to cut the tedium and keep things enjoyable. I want to be a resource for them because I know that moving can be an emotional experience and you want someone you feel is on your side.” Her advanced education allows her to offer her clients extra insight regarding monetary issues. “With my MBA and eight-year career in finance I can offer a financial advisor role to my customers to help educate them on making the best choices.”

She stays in touch with clients by sending birthday cookies, anniversary popcorn, and quarterly reports about their home value. She feels that clients are much like family and takes time for an occasional lunch to catch up with them. She also offers a client appreciation event every year as well as monthly events. Marketing focuses on print mail campaigns and YouTube. Social media is also a huge marketing tool for her, and she sends out weekly newsletters and mailers every three weeks. Latrice has been full-time in the business only since 2020, but is seeing volume increases every year, currently at $37 million right now.

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What she likes most about her work is the interaction with people. She owns multiple properties and loves teaching people how to build wealth through real estate. “I love working with first-time home buyers and advising people on how to invest in property. I feel I am helping people build the American dream and I enjoy this 1000%.”

She strives to keep a balance between her busy work schedule along with being present in her community with blood drives and charity events. This activity is also balanced with her priority of family with her husband and their 3-year-old and 5-year-old children. Her days are filled, but she makes sure she has time for relaxation and time with the kids without interruption. Her future plans are to keep up her current activity but build an even larger referral base.

“I always want to do better and help more people buy or sell. Even when I am doing a great job I am always looking for ways to improve. I love my work and I love when other people get involved as well. I am always telling people, ‘If you are thinking about becoming a Realtor®, you should,’ and I hope they do.”

To find out more about Latrice Deluna: Phone: 949-424-3274 Email: latrice@livinginorangecounty.com Website: LivinginOrangeCounty.com www.

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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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MITCHELL JONES Mitchell Jones, a twenty-two year resident of Temecula Valley, California, drives her real estate enterprise with community involvement and deep interpersonal connections. In a world that regularly celebrates an overly zealous dedication to tireless work ethic, it’s rare to find someone like Mitchell, who prefers to champion quality over quantity: “I don’t have a desire to get really big, or be a part of a huge team. There’s nothing wrong with that, but it’s just not for me – for the future of my business, it’s more about the quality of people I serve. Serving the people who are your people, and are part of your tribe, and who you have a mutual respect for. I want to continue to serve the people I feel passionate about, and my community.”

Mitchell’s community service is the cornerstone of her business, and she is already looking forward to rallying her neighbors for this year’s food drive. “I run a newsletter for my neighborhood, and every year I challenge my community – five hundred and twenty-one homes – to raise more food than they did the year before.

Last fall we donated fifteen hundred pounds of food … we’re up to two full vehicles! The folks who work at the Murrieta Food Pantry are just overwhelmed.

They’ve grown to know our neighborhood in Central Park.” This record-breaking year was Mitchell’s eighth in a row serving as organizer, and as a member of her neighborhood’s social committee, and now a member of Coldwell Banker, she sees endless opportunities for growth and development.

This combination of endless generosity and honed business success has origins in tremendous sadness for Mitchell. Originally, her career was centered on medical device sales marketing and management. Her passion was for hospice marketing, and through subsequent promotions, she found herself managing the largest grief counseling center in Southern California.

After the loss of several immediate family members in a few short months, Mitchell felt it was time for a change: “I was grieving, and trying to manage other Top Agent Magazine

people’s grief every day, and I just said, ‘Something’s got to give.’ So I went and got my REALTOR’s® license, and wouldn’t you know it, I just celebrated my two hundred and fortieth sale.”

Today in 2022, eight years after obtaining her license, Mitchell comfortably averages thirty-five transactions each year, primarily as a listing agent. “Being a part of that journey: helping my clients settle in to their next chapter, that’s what really fills my cup.” Her dedication to seamless transitions has helped her create a business that is forty percent referral based, which grows not only her business, but the neighborhood that she loves: “I just love watching newer families as they come into our community, watching them grow, and watching their children grow.”

When she’s not organizing neighborhood events or helping people move on to the next stage of their busy lives, Mitchell busies herself hiking, cooking, attending pilates classes, and most importantly, capturing Weenie Wednesdays: the weekly adventures of her dachshund!

“My husband and I have been married for thirty-four years this fall, and we’ve filled our lives with obnoxiously ill behaved dogs. Our current dog is our fifth dachshund, and she is so naughty – Weenie Wednesdays are the best.”

To learn more about Mitchell Jones, please or call (951) 805-1451, email Mitchell.Jones@camoves.com, or visit homesnap.com/Mitchell-Jones-2 www.

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Area Specialist NANCY WANES If you ask agent Nancy Wanes how she got her start in real estate, she’ll tell you it was fate. She was working as a medical assistant when a new real estate broker moved into the same office building.

Nancy was dispatched to make an introduction and talk up her doctor employer to the broker but she ended up getting a job offer! At 19 years old, Nancy took a chance on a commission-based marketing position for the broker. Later, when she helped out with an open house, Nancy says it was like an epiphany! She felt she’d found the work she was meant to do. Soon after, she completed her real estate license and set off on a promising new career.

Nancy works as a solo agent with Keller Williams Empire Estates in Rancho Cucamonga, California.

She covers Riverside, San Bernardino and Los Angeles Counties. Rancho Cucamonga, where Nancy lives, is located on historic Route 66 within driving distance of popular attractions like Universal Studios and Disneyland. The area is known for its natural beauty, top-tier schools, and wineries and has been recognized as one of the richest neighborhoods in Southern California. It is a desirable locale beloved by tourists and residents alike.

At 24, Nancy is the youngest broker associate in her market and the youngest board member to sit on the Agent Leadership Council. She’s also been ranked as a “rising star” within Keller Williams. Sales in her first year as a solo agent topped $13 million with luxury price points in the area averaging $650K. Nancy attributes her success to hard work and love. She is passionate about what she does, loves working with people and enjoys the challenge of negotiations, crafting the perfect contract and winning the deal. She’s also grateful to her parents and the mentors who have helped her get off to such a strong start in the business.

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Nancy stays in touch with clients through texts and phone calls as well as creative monthly gift drops. She researches a theme for each month, then designs and delivers custom gift baskets to the surprise and delight of her clients. Nancy enjoys a strong referral business through friends and family as well as through her church. In addition, she utilizes social marketing and internet leads, is a Zillow premier agent and even goes door-todoor in the neighborhood to get the word out and gain firsthand knowledge of the location.

When she’s not working, Nancy loves cooking, trying new restaurants, working out and spending time with friends and family. She’s actively involved in the community through Keller Williams “Red Day”, an annual day of service and also serves as the Growth Chair in her office which involves coordinating community events. In the future, Nancy hopes to build her business, Powerhouse Realty, to create her own team and office. With her early success in the business, coupled with smart strategy, determination and a sincere love for real estate, the sky’s the limit.

To learn more about Nancy please call 626.692.3975, email nwanesre@gmail.com, or visit powerhouserealestate.homes www.

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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NUR HOSTETLER As a REALTOR® and interior designer, Nur Hostetler knows houses. She immigrated to the United States from Turkey in 1990 and began to work in the real estate industry just four years later. Realizing that with her knowledge of design and remodeling, she thought she would be a perfect fit for selling homes as well. While Nur was originally based in Las Vegas, today, she focuses on representing clients who are buying and selling residential properties in Orange County, California though she does occasionally branch out to Los Angeles to sell homes. Her sociable personality, expertise in interior design, and social media prowess make her a force to be reckoned with in real estate.

While Nur is a solo agent, she works with a manager and broker who looks after her and her clients when she is away. She has a strong reputation for service and professionalism, which is why around 75% of her business is from repeat or referral clients. “My honesty and in-depth knowledge of the area helps people make the right decision on a home. I’m able to spot the small details that often get overlooked during walkthroughs and point those out so that my clients know exactly what they are getting when they buy a house,” she says.

While every REALTOR® today is using social media, Nur excels at it. Time and again, her ad campaigns have been hugely successful in reaching potential clients and growing the reputation of her business. She’s even received an award for her social media usage. When it comes to doing in-person viewings, Nur presents the same level of attention to creating exciting visuals and providing upfront information. She does soft stagings with furniture and artwork to create a welcoming ambiance so that clients can picture themselves living in a space.

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Needless to say, Nur has a very busy schedule juggling her work in both real estate and interior design. Still, she makes time every day to do something fun with her two daughters, like shopping together. She also volunteers at their schools when she can. To give back to her community, Nur supports the Alzheimer’s Association and volunteers at the local food bank.

Last year, Nur’s business reached $12 million in sales volume. Ambitious and passionate, she is always striving to grow and plans to be one of the top agents in her area. To reach this goal, she’s currently on the lookout for a partner who would start as an assistant supporting her and later become a qualified agent. No matter how big her business gets, though, Nur will always care for every client as if they were her only client. “Whether they are looking for a condo or a luxury estate, I love being a part of this big decision in my clients’ lives. It’s not about the commission, it’s about helping them find a home they will love for years to come.”

To learn more about Nur Hostetler call 949-202-8829, email nur@bobnur.com or visit NurRealEstateAndDesign.com www.

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RAY MILLMAN Not many people started their real estate career at one of the most difficult times to be successful in the business, but in 1981, that is just what Ray Millman did.

“At that time mortgage rates were sky high at 16.5% and I received a lot of advice about this being a ‘bad idea’, but I got support where it mattered. My wife, Jeanne, knew this was something I wanted to do and backed my decision.” With his attitude, drive and willingness to do whatever it took, he achieved success. Aided by his B.S. degree in marketing from USC and MBA from Pepperdine. Now 41 years later he is still loving his career choice and helping families with often the biggest decision of their lives.

sinterest other than just real estate. Many of his readers compliment him on how interesting they find his writing and he meets new clients through their exposure to the newsletter as well. He also connects with customers through Christmas delivery of poinsettias and client appreciation parties.

He makes sure to add a personal touch over lunch or dinner as well as quarterly calls.

Referrals from satisfied clients are a key source of business too. His marketing uses professional photography, virtual tours, and internet exposure. Ray makes sure it is focused on the state of the current market to maximize marketing effectiveness and the sales price. His methods and experience allow the MillmanTeam to help 50 families a year.

His business grew from that rocky start as an individual agent where he went door to door at first finding his clients and getting his name out there. Ray began to write his own real estate newsletter, he passed out small pumpkins on Halloween, and he did small promotions. He did everything necessary to let people know he was in real estate. His business grew and grew. Today he is joined by his son and partner, Johnathan who got his license at just 18, selling his first home that summer. Becoming Ray’s first buyer’s agent. Through the ups and downs in the last 41 years, he has adjusted to market changes successfully, weathered market crashes, hot markets, and everything in between. Currently, he and Jon run the successful Millman Team. Providing professional, individual, and friendly service for all clients. Putting their client’s interest first is how they grew the business.

What Ray loves most about real estate is his work with people. “All transactions are different and I am there to guide clients through what is the biggest investment of their life. We work to reduce their anxiety by keeping them regularly informed and what to expect throughout. We make sure their interests are protected and are rewarded with big smiles on their faces when I hand them the keys.”

The geographic area they serve is the entire South Bay including Torrance, Palos Verdes, Lomita, all the Beach Cities, Hawthorne, Gardena, Lawndale, Lomita, and San Pedro. One of the key ways he stays in touch with clients is the personal real estate newsletter he writes. He crafts the copy himself specifically for the area with items of

When he is not working, Ray’s number one hobby is ocean fishing. “Getting out on the water and away from the business is refreshing and surprising. You never know what you will see or catch.” Last year his highlight was catching a 224-pound bluefin tuna. He also enjoys spending time with his grandkids, Hudson and Harper, taking his Italian greyhound Scipio for a walk, sunrise and sunset photos with his phone, and going to church. “When watching the market it is important to understand that real estate turns very slowly, unlike the stock market which can change in a day. I have been interested in real estate since I was in high school and I have always found it fascinating. Perhaps that is why my clients seek me out as the professional who cares and they know can get the job done right.”

To connect with Ray Millman, please call 424.634.7662; email ray@millmanteam.com or visit MillmanTeam.com www.

Compass: Ray Millman DRE# 00766739 and Jon Millman DRE#01290219 34

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Things You Can Do to Anticipate Your Client’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 36

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

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STEVEN ROTSART For Steven Rotsart, real estate has always been a family business. He would first take an interest in the industry when his father, Steven Rotsart Sr—a prominent agent in their La Mesa, California community—advised that he pursue his license, noting his outgoing personality and tireless work ethic. Together, Steven and his father would team up to build an accomplished legacy in the real estate industry, uncovering a niche in the rural properties of East San Diego County.

Today, Steven is a REALTOR® with Coldwell Banker Realty, where he assists clients throughout La Mesa, El Cajon, Lakeside, Santee, Alpine, Spring Valley, Lemon Grove, San Diego and the surrounding communities. There, he has cultivated an expert approach to meet the needs of any client—from first time buyers to seasoned investors. “My dad and I have truly fine-tuned concierge-level real estate service,” he says.

“That means taking all the stress out of the buying or selling process and ensuring our clients have an enjoyable experience throughout.”

When listing a property, Steven equips his clients with a comprehensive strategy designed to showcase all the unique features of their home. Starting out, he helps them fully prepare for the market, providing a suite of professional staging and photography services. From there, he broadcasts their listing via a highly targeted blend of digital and social media campaigns, maximizing their exposure within the region.

Elsewhere, Steven is just as attentive when assisting his buyers, thoughtfully guiding them to the right investment for their best interests. More than anything, he loves welcoming newcomers into his San Diego community—from its iconic collection of craft breweries to all the diverse culture, cuisine, and casinos

found in and around San Diego County.

Over the years, Steven has earned a fantastic reputation across the region, with the vast majority of his volume coming from repeat clients and referrals. Through it all, he remains committed to the core values that brought him to the business in the first place. “Early in my career, I was introduced to a client who had named their child after my dad. Moments like those are so moving. After all, real estate isn’t just about helping people find housing; it’s also about assisting them with generational wealth.”

Outside of real estate, Steven and his family are avid supporters of Mount Helix Park Foundation, assisting with its popular Evening Under the Stars events, showcasing local businesses on its grounds, and even raising enough funds to cover its expenses on an annual basis. On top of supporting his local Scouts BSA Boys and Girls Chapters, he also volunteers for the San Diego Shores Water Polo Club. In fact, Steven himself is a key ambassador for the sport of water polo, having served as referee representative for the United States Water Polo Men’s and Women’s Teams in the 2012 Summer Olympic Games in London.

Looking ahead, Steven has a clear vision for the future of his business. As his volume maintains its steady growth, he intends on scaling the model of boutique service that has consistently set him apart in the region. “My dad taught me that you should never let a client buy something that you wouldn’t purchase yourself,” he says. “Our buyers and sellers have all gone on to become extended portions of our family. For me, there’s nothing more rewarding than going through such an emotional process with them and maintaining a strong relationship thereafter.”

To learn more about Steven Rotsart, email associates@rotsart.com, visit www.ROTSART.com or call (619) 461-5800.

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ZDENEK TRONICEK For Zdenek Tronicek, a team leader at California-based Your Home Sold Guaranteed Realty, he didn’t have to look far to find his inspiration and mentor to get into real estate.

“My father had some property and land back in Europe, Czech Republic where I grew up.

He wasn’t rich but he was getting money as a landlord every year. I thought it was a great way to make money. That’s how I realized it was something that down the road I would like to do,” Zdenek said. “When I came to the United States, I saw how big a business real estate was here. It was always in the back of my head to be close to real estate or have a career in it.”

So far, in little more than three years with his license, he does practice it quite successfully. Covering Orange County in southern California to south of Irvine, Laguna Hills, Anaheim, all the way to San Clemente, Zdenek struggled in his first year with the traditional methods of cold-calling and door knocking and just one sale. Then he came across Your Home Sold Guaranteed Realty which uses a unique specialization model, whereby each Team Member focuses on one specific area of real estate. That system enabled him to double each year to the point where he is on pace for 15 transactions in 2022. After doing $6 million in volume last year, he’s on track to achieve $12 million this year. And he credits Your Home Sold Guaranteed Realty and the leadership of CEO Rudy Kusuma.

“I think it’s the service we provide. We provide things those other agents don’t,” he said.

“We provide off-market properties – homes that are not available on the internet, we turn buyers into cash buyers, we guarantee sellers the sale of their home or we buy it, and many more programs that give consumers advantage over others.”

Zdenek is continually active in his community, committed to giving back and with Your Home Sold Guaranteed to raise $100,000 this year for the Children’s Hospital of Los Angeles, which assists all children, including those without medical insurance. He is also enthusiastic about soccer and coaches a youth team of eight-and-under children, helping to turn them into the next David Beckham or Lionel Messi. Those things will stay on his agenda as he plots out the future of his business.

“By the end of this year I would like two more agents on this team. I would like six to eight agents in the next three years. Eventually I would like to have a business that is scalable, and in Your Home Sold Guaranteed it will happen,” Zdenek said. “I’m trying to build a business where if I decide to not work, it will work itself and have departments that will manage it. But that’s a long vision. Right now, I enjoy it.”

“When I’m not going into the office and not meeting people and new clients, and not showing them homes – I feel like I’m missing something,” he said. “I love that interaction with people. I like humor, I like to laugh, I’m throwing jokes around and that’s what I like the most, meeting people and helping them to achieve their heart’s desire and help them move from one place to another.”

When it comes to marketing, Zdenek uses his database of 3,000 and Your Home Sold Guaranteed of 57,000 prospective buyers to make it easy for sellers to get offers on their home. Consumers prefer the company system, and they endorse the company with a perfect five-star overall rating on a staggering 1489 reviews on Zillow.

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Contact Zdenek Tronicek at 714-369-0806, email ztronicek@yourhomesoldguaranteed.com, or visit findsocalhome.com/info/z-has-the-buyers www.

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Laughs!

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mailto:mag@topagentmagazine.com

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