SOUTHERN CALIFORNIA 7-11-22

SOUTHERN CALIFORNIA EDITION

The Daily Schedule of a SUCCESSFUL

REAL ESTATE AGENT COVER STORY

HOLLY SANDERS FEATURED AGENTS

TYLER BERNETSKIE LIZBETH GARCIA CHRIS REIHANIFAM

5 Ways to

TRANSFORM RENTERS INTO OWNERS 24-Hour Touch-ups to Maximize Your List Price

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

LGS was founded in 1987 to assist Realtors in meeting mandatory requirements prior to the close of escrow. As the list of requirements grew, so did we! LGS has been committed to providing the professional service necessary to successfully meet our customer's needs. One hundred percent customer satisfaction is not only our goal, but it is our mantra. n

n

n n n n n n

Retrofitting Inspections and Noncompliant Plumbing Disclosures Los Angeles DWP Certificate of Compliance Seismic Earthquake Valves Low Flush Toilets Water Heater Straps Smoke Detectors Carbon Monoxide Detectors Window Glazing

License Number 900919

2

Call 1-800-771-5971 or visit us at www.lgscompliance.com email info@iusecompliance.com Top Agent Magazine

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 4

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

Top Agent Magazine ®

Top Agent Magazine

1

Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

3

Collaborate with mortgage professionals to find the right financing opportunities

2

Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

Top Agent Magazine ®

5

pay monthly in a mortgage—while building a lasting asset.

5 4

Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

6

Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

Top Agent Magazine ®

Top Agent Magazine

HOLLY SANDERS

Top Agent Magazine

7

A native San Diegan, Top Agent Holly Sanders is an area expert primarily serving San Diego County, as well as Riverside and San Bernardino counties.

Caring and compassionate toward her clients and the world around her, Holly Sanders offers a comprehensive real estate experience from beginning to end. “I don’t only focus on real estate, I am there for my clients through the entire process—before and after,” Holly explains. Before embarking on her real estate career, Holly went to school for psychology.

“That translated perfectly to real estate,” she 8Copyright Top Agent Magazine

says. “My background helps when I’m working with clients, being empathetic toward them, and being their therapist along the way!” Throughout her 10 years in the business, Holly has always been driven to put her clients first.

A native San Diegan, Holly is an area expert primarily serving San Diego County, as well Top Agent Magazine

as Riverside and San Bernardino counties.

“I’ve stayed here my whole life because this is such an amazing area. It’s not just the beaches and the weather; we have a very diverse and laid-back culture with its own unique vibe. We are home to huge tech and Top Agent Magazine

biotech companies, science and research, and major universities. We have a lot going on here that continues to attract people to San Diego.” Holly’s favorite local businesses include Mostra Coffee, named the rated best micro-roaster in the nation, as well as Spicy Copyright Top Agent Magazine9

Impressively, 100% of Holly’s business comes from repeat, referral, and sphere of influence. Such a feat stands as a testament to the amazing experience Holly provides.

House restaurant, located in the city’s lively and diverse Convoy district.

of them like they’re my family. For me it’s not just real estate, it’s the whole experience.”

Impressively, 100% of Holly’s business comes from repeat, referral, and sphere of influence. Such a feat stands as a testament to the amazing experience Holly provides. “I constantly check in with my clients, and they become my friends,” she says. “I help them with all their real estate goals, and I take care

When marketing her listings, Holly takes full advantage of digital and social media technology to get the word out. She creates a unique website for every listing, while also relying heavily on social media and word of mouth. “We also get a lot of traffic just within our own brokerage,” Holly says.

Copyright Top Agent Magazine 10

Top Agent Magazine

“We work together as a team, and we all help each other.”

With a son who is on the spectrum, Holly is very involved in the local special needs community, and she offers her assistance to other parents navigating the IEP and public school system. Holly’s other big passion is Top Agent Magazine

the environment, and in addition to having her Green designation, she partners with a non-profit to get thousands of trees planted in areas that have been heavily impacted by deforestation. When she is not working or giving back, Holly enjoys spending time with her family, walking on the beach, hiking, and doing anything outdoors.

Copyright Top Agent Magazine 11

In the future, Holly says, “I just want to be able to make an impact with every single person I connect with. I don’t want my business to grow so much that I lose that one-on-one connection I have with each client. I don’t want to delegate everything to someone else, because I know that when my clients come

to me, they want to work with me.” Most of all, Holly says, “I love the friendships I form and the connections I make with other people. Everyone is so different, but we all connect in some way or another. No matter how different we are, there is always a connection there.”

To find out more about Holly Sanders, call 858.210.5561, visit theavenuehc.com, www.

or email holly@theavenuehc.com.

Copyright Top Agent Magazine 12

Top Agent Magazine

The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

Top Agent Magazine

The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

Top Agent Magazine

13

should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

14

.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

Top Agent Magazine

Top Agent Magazine

TYLER BERNETSKIE A lifelong resident of North County San Diego, Tyler Bernetskie has always been passionate about helping others. He first took an interest in real estate through his father, a prominent mortgage lender in the region who first inspired him to pursue his license. However, after his dad tragically passed away, Tyler would chart his own course, building a career in timeshare sales as a leading producer in California. At the encouragement of his girlfriend and family, though, he was soon drawn back to real estate and decided to launch his career as an agent in late 2021.

Leaning on his strong roots in the region, Tyler has found quick success as a REALTOR®, having already exceeded $10 million in volume in the first half of his first full year in the business. Today, he is an agent with The Blake Cory Home Selling Team, powered by eXp Realty, where he assists clients throughout North County San Diego and the surrounding areas. Combining his enthusiasm for the business with his outgoing personality, he has cultivated a boutique workflow to meet the needs of any transaction.

Specializing in working with buyers, Tyler leverages the suite of resources at The Blake Cory Home Selling team to give his clients an added advantage.

In particular, he enjoys guiding them each step of the way, ensuring a seamless transaction throughout. For him, though, the deals are never done, as he prefers to keep in touch long after the closing through regular check-ins, making sure his clients are satisfied in their new homes.

Furthermore, when assisting his buyers, Tyler draws from his lifelong knowledge of San Diego to uncover

the right investment for their best interests. Most of all, he loves welcoming newcomers into his thriving North County community—from its scenic beaches and golf courses to local treasures like Captain Jack’s Shellfish Co., his brother’s seafood catering company, named after their father, that has become a staple at county farmers markets.

Since 2021, Tyler has earned a stellar reputation throughout California, as evidenced by his rapidly growing rate of repeat clients and referrals. And the key to his success? “The knowledge and experience of our team has truly been priceless,” he says. “There’s no way I’d be where I am today without their support.”

Through everything, Tyler is most gratified by the way in which real estate has deepened his ties to his community. On top of contributing to local youth sports leagues, he also advocates for his industry, with plans to deepen his mentorship work with new agents in the coming months. When he’s not with clients or giving back, he can be found spending quality time with his girlfriend and son, Jack.

Going forward, Tyler has exciting plans for the future of his business. As his volume maintains its steady growth, he intends on scaling the standards of service that have set him apart. But more than anything, he is satisfied with the rewarding life and career he has cultivated in his hometown. “Without a doubt, real estate has made me a better person,” he says. “My dad taught me that if you go into this business to help people, you’ll find success. So whether I’m selling a $2.5 million home or a $5,000 vacant lot, every client receives the same level of professionalism and hands-on treatment—no matter what.”

To learn more about Tyler Bernetskie email tyler@coryhometeam.com, visit tyler.searchcaliforniahomes.net or call (760)829-3478 www.

Top Agent Magazine

15 Copyright Top Agent Magazine

Area Specialist LIZBETH GARCIA If this were a sports team, Lizbeth Garcia would be the ultimate utility player. She would specialize in one position (in this case as a REALTOR®) while at the same time possess the ability to do a handful of other things to help the team (in this case, her clients).

“I think it’s my transparency. I am extremely genuine when it comes to all my interactions,” said Lizbeth, who started as a REALTOR® with Keller Williams Downtown Los Angeles in 2019 and then shifted over to KW’s The Suarez Team in Southern California two years later, covering Hollywood, Beverly Hills, Los Angeles, and Silver Lake. “I go above and beyond for my clients.

If they’re not able to be here for any kind of showing, I make it a point to be there for them. If they are relocating from another state, I make sure I have everything there at the property from getting repair people prior to moving in, helping them with movers, electricians, whatever they need.”

For Lizbeth, it has been a learned experience. When she first joined KW, she said she overshadowed one of their top agents for the knowledge, which she described as “no better way than to learn from someone who was producing a lot. He helped me develop and grow the skills I needed to be able to help clients.”

Lizbeth said many of her clients are looking for the famous views from the Hollywood Hills, especially the Laurel Canyon neighborhood. And those clients can come from within the state or as far away as New York or even Germany.

“I just love the whole experience. I love shopping for a home and helping them get the keys. It’s such an emotional experience,” said Lizbeth, who has closed $6.75 million in transactions this year and is hoping to finish 2022 with $15 million. “When I get into a partnership with a client, it’s like going into a relationship. We don’t know the amount of time we are going to be working together because the market is so 16

unpredictable. The entire process from beginning to end, getting to know the client, getting to know their needs, I call it bittersweet. You get to deliver them the keys to their new venture but at the same time it’s like we’re not going to get to spend every weekend with each other anymore!”

Lizbeth spends much of her free time supporting her daughter’s extracurricular activities, including theater and ballet. As someone who also worked for the District Attorney as a legal assistant for 13 years, she also supports the causes the DA’s office is involved in. Going forward, Lizbeth would like to expand her growing real estate business.

“The plan is to increase more of the volume. My goal is to eventually get to $22 million,” she said. “I am still debating whether I will eventually transition from my current brokerage to another brokerage, but the time right now is to continue to grow within my current brokerage and my team. Hopefully, that opens the outlets to move on to other adventures within the real estate industry.”

Lizbeth Garcia can be reached on her mobile phone at 562-250-8862 or through email at lizbeth@thesuarezteam.com.

You can read more about Lizbeth on her website at thesuarezteam.com www.

Top Agent Magazine

24-Hour Touch-ups to Maximize Your List Price Sometimes it takes a full-scale overhaul to prepare a house for market. Other times, only a series of small adjustments are required to make a listing’s true potential shine. Whether you’re gearing up for an open house, assessing a list price, or maximizing a property’s appearance prior to photography—the devil is in the details. However, touch-ups and refreshes don’t have to dominate your schedule or break the bank. For a few ideas of where Top Agent Magazine

to begin, consider our handy check-list below for quick home projects that will fortify your bottom line.

Refresh grout for a sparkling clean look.

Perhaps the quickest and most cost-effective way to make bathrooms, kitchens, and other tiled areas shine is to refresh grout until it looks

Top Agent Magazine ®

17

good as new. Specialty grout stain removers and cleaners are inexpensive and sold at most home improvement stores. Plus, the project only takes a bit of elbow grease and an hour or two for a major makeover effect. Suddenly, dark, stained, and worn-down bathrooms gleam as if tile has just been placed.

Create mood lighting with soothing bulbs and fixtures.

A warm white light from specially chosen LED bulbs creates a welcoming environment when potential buyers come calling.

If outdated fixtures are bringing down a home’s otherwise modern styling, consider more design-neutral replacements that won’t

detract from the property’s charms. These are inexpensive but highly noticeable and impactful upgrades that shift a home’s ambiance for the better.

Repaint doors for an updated and inviting entryway.

It may sound like a hassle, but repainting doorways with a fresh coat signals a wellkept property—and that’s before prospective buyers even pass through the threshold. You can also change out generic doorknobs and switch-plates to add an updated flare while on a budget. Color-of-the-year trend choices can turn heads, while neutral paint choices signal less hassle for future homeowners.

Top Agent Magazine ® 18

Top Agent Magazine

scrub, or with the addition of new shelves or styled bulbs.

Make windows shine— both inside and out.

Cleanliness goes a long way in communicating a well-cared for home in which buyers can imagine themselves. Cleaning the inside and outside of windows not only refreshes a room, but it allows light to infuse the space while appealing to the move-in ready crowd.

Closet spaces are not an afterthought.

Every prospective buyer wants storage options, and you’ve surely led a home tour where guests inspect closets and pantries.

Don’t let these hidden spaces go overlooked. Make sure they’re clean, cleared as much as possible, and you can even touch them up with fresh paint, a good

Top Agent Magazine

Remove tough appliance stains with a bit of elbow grease.

If you’re packaging appliances with the sale of a property, you’ll want to make sure those big-ticket items are also in top shape to showcase their value. Stainless steel polish, electric cooktop polish, and stain removing pads for the kitchen sink can make your appliances look five years younger with nothing more than an hour or two’s labor.

Organize garage and basement areas to maximize storage and hint at bonus space.

It may take a labor of love, but organizing and decluttering these special storage spaces

Top Agent Magazine ®

19

can add significant value to a property. Instead of telling prospective buyers how much storage space there is—let these areas speak for themselves by giving them a neutral, airy bout of cleansing. That way, craft-lovers, car aficionados, and buyers with interest in renovating basement areas can witness the potential immediately.

Individually, these bit to-do list items might seem like extra work without the promise of 20

a major return. But combined? These small tasks go a long way in crafting a home’s image and projecting pure potential. After all, prospective buyers imagine their lives unfolding inside those walls. That’s why cobbling together these small-scale projects can have a big payoff in the end. Not only will a home present itself in a cohesive, attractively-packaged form, but it can also translate to higher interest and a significant pay-off—in more ways than one.

Top Agent Magazine ®

Top Agent Magazine

CHRIS REIHANIFAM There’s nothing Chris Reihanifam loves more than seeing his clients happy. As a top producing agent in Orange County and the Inland Empire, he leads the Reihanifam Group at Realty Masters & Associates, and is truly hitting his stride.

He entered this field after watching his mother and older sister work as agents.

“I was trying to figure out what I wanted to do,” Chris explains. “So I decided to pursue real estate.” Today, he is loving his path as an agent, and is excited every day to assist buyers and sellers in their real estate journeys. The vast majority of his business consists of repeat clients and referrals, as everyone who works with Chris is blown away by his support and guidance.

With many people moving to this region wanting more space for a smaller price tag, Chris finds joy in introducing them to all the additional benefits that come with living here. “We have some amazing towns,” he explains. “Corona is up and coming, we have great restaurants and everything is growing.” Within commuting distance to larger cities like Los Angeles, residents enjoy newer homes, endless amenities and stunning nature. “Once people began working remotely, they realized they could get the biggest bang for their buck in the Inland Empire.”

Whether Chris is helping someone buy their dream home or selling their property for top dollar, he prioritizes their goals. He also makes it his mission to build lasting relationships. “We work so closely together that we often become friends, with past clients coming to my kids’ birthday parties and other events,” he explains.

“It’s not just about business. People come back to me because they know I have their best interests in mind, and that I am there for them.” He takes care of each person he serves, keeping communication open and frequent. Knowing that this is a major financial decision with lots of emotions involved, he aims to eliminate stress and make the process enjoyable.

Top Agent Magazine

After working together, clients leave glowing reviews about their time with Chris. One recently said, “Chris was very accommodating and went above and beyond expectations. Chris made buying my first home a breeze. I explained to Chris what I wanted and he had listings ready for me within a day. The best thing about Chris was him being genuine and honest with this work, thus making the experience less scary and more comfortable. I would highly recommend him.”

While Chris is a REALTOR® full-time, he’s also been a full-time police officer for the last eight years. Though he is busy every day, he loves that he can make a difference in the lives of others with both career paths. “Because I help a lot of first responders, a portion of my commission always goes back to them,” he explains.

As his two passions continue to grow, he plans to keep taking care of his clients and his agents. “I would tell anyone wanting to enter real estate that genuinely caring about people, building relationships and staying consistent are the best ways to achieve success.”

For more about Chris Reihanifam, please call 949-331-3096 or email creihani@gmail.com 21 Copyright Top Agent Magazine

4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting 22

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

Top Agent Magazine®

Top Agent Magazine

that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your Top Agent Magazine

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

Top Agent Magazine®

23

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

24

Top Agent Magazine