SOUTHERN CALIFORNIA 8-14-23 by Top Agent Magazine

SOUTHERN CALIFORNIA EDITION

SUREFIRE METHODS THAT MAKE FOR A PRODUCTIVE MEETING

By The Numbers: UNDERSTANDING THE TRUE VALUE OF SQUARE FOOTAGE WHY DELEGATING IS THE KEY TO LONGLASTING SUCCESS COVER STORY

FEATURED AGENTS

HECTOR GONZALEZ BRITTANY FULTON & MICHAEL MILLER

IS BRANDING THE WAY TO TAKE YOUR BUSINESS TO THE NEXT LEVEL?

KARI JANIKOWSKI

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SOUTHERN CALIFORNIA EDITION

HECTOR GONZALEZ BRITTANY FULTON & MICHAEL MIL

Who doesn’t love getting two and 7 16 20 experts for the price of one? in t When clients call Brittany Fulton “Pe and Michael Miller of LuXre mos Realty, they get the benefit of hirsuch ing two experienced and capable puts professionals in one. The husclie band-and-wife team have been ity, KARI JANIKOWSKI HECTOR GONZALEZ BRITTANY FULTON & MICHAEL MILLER working together since 2016, with when Michael hired Britt to be the part of his real estate team at the is a time. He saw her potential imme“We diately and hired her on the spot. “She’s so caring and for buyers and sellers to CONTENTS kind that I knew she would take care of my clients very real estate process. We wa well. I recruited her, then turned her over to the back and in the future, wheneve 4) BYoffice THEtoNUMBERS: DELEGATING show her the ropes,” he says.18) AfterWHY meeting UNDERSTANDING IS THE addition to to flip equipping that one day,Hector the THE pairGonzalez didn’t see has eachbecome other again untilTO Infigure a KEY standout proper TRUEsix VALUE OF LONG-LASTING SUCCESS they need totransactions, make the bes months later, when “WeA were both sin® in the realsparks estateflew. world. licensed REALTOR SQUARE FOOTAGE committed to continuously gle at the time. And now we’re married!” says Michael for the past 12 years, his 21) journey began in college work of conta IS BRANDING WAY tion.THE “We’re in the gym ev with a laugh. when a billboard sparked curiosity, helping clien 14) 3 SUREFIRE METHODS TOhis TAKE YOURleading BUSINESS bodies, but our minds,” s him to a broker’s never looked back.podcasts projects THATToday MAKEthey FOR A TO THE NEXT LEVEL? work together office, sellingand thehe Southern estate all theoff timt PRODUCTIVE MEETING Working primarily solo, Hector found home andlearn buyers Iw California beach lifestyle they both adore, serving cli- hismore we can about baseCounty, in the CA desert, an arrayareas. of clients from I possibly can ents in Orange and serving the surrounding like artificial intelligence— snowbirds homeowners. The area’s di- value entious abou “I love helping people to getsecond into their first home—or the more we can pro Phone 310-734-1440 310-734-1440 their last home—and making sure the process seam- clubs much to aboutwalking the numbers. verse| Fax property types, from golfiscountry his c less from start to finish,” Britt. “It’sa absolutely as many can mag@topagentmagazine.com | says www.topagentmagazine.com gated communities, offer broad spectrum of people evenasifwe they’v myofpassion.” With almost 20 years in without the business, No portion this issue may be reproduced manner whatsoever prior consent of the publisher. Top Agentthe Magazine options forin any different price ranges. Hector’s dedsame pro is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Michael hasication developed afornumber ofrelationships areas of real estate to nurturing has culminated means in the Agent Magazine cannot be held responsible opinions expressed or facts supplied by its authors. expertise, bank-owned, investment properTo subscribe or changeincluding address, send inquiry to mag@topagentmagazine.com. in a high percentage of repeat and referral busi- and clear app Published in the U.S. ties, flips, and short sales. “There can be a lot of ups ness, all orchestrated meticulously using Brian also engende and downs in a real estate transaction,” he says. “At the Buffini’s CRMpart platform. Whetherisit’s phone calls, rate of repeat end of the day, my favorite of the business still Top Agent Magazine 3 notetocards, personal visits, Hector’s comfortable when I’m able hand aorclient the keys to their new approach

KARI JANIKOWSKI

to customer care keeps him at the forefront of the

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure. True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of 4

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n Called “below grade spaces,” basements

and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n Did you know the space inside closets

and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

n When recording square footage, ANSI

actually suggests performing measurements from a property’s exterior—though this method does not account for the

thickness of exterior walls, which could skew square footage numbers. n Just like below grade spaces, a garage, a

pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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KARI JANIKOWSKI

Top Agent Kari Janikowski leads KJ Realty Group, a team of nine in Southern California. She mentors each of her agents, helping them to run their businesses independently. For Kari Janikowski, the journey into real estate was anything but ordinary. Her professional career started in law, where she worked as a legal secretary. Once her husband finished serving in the military, they decided to start their own real estate appraisal business. “We have owned the business for over 25 years,” Kari explains. It was ten years ago when Kari decided 8Copyright Top Agent Magazine

to become a REALTOR®, initially wanting to help sell their own home. But it quickly grew, and now Kari is a prominent agent leading KJ Realty Group, a team of nine in Southern California. She mentors each of her agents, helping them to run their businesses independently. This strategy helps them build their own pipelines and reputations without the reliance Top Agent Magazine

on a collective team, creating a sense of true entrepreneurship while still providing support. Their territory is large, spanning Riverside County, Orange County, and San Bernardino County. Yet what truly sets

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Kari apart is her exclusive referral model. Every one of her clients comes from a referral, an extraordinary achievement that speaks volumes about her reputation in the industry.

KJ Realty Group’s Their territory is large, spanning Riverside County, Orange County, and San Bernardino County. Yet what truly sets Kari apart is her exclusive referral model. Every one of her clients comes from a referral, an extraordinary achievement that speaks volumes about her reputation in the industry. Kari truly values knowledge sharing and insists on being fully hands-on with her clients. From her experience in the appraisal side of the business, she has become an expert in property values. She shares this knowledge with her clients, teaching them about market conditions and comparables. She says, “When I sell, I want them to be educated in the whole market.” Unlike Copyright Top Agent Magazine 10

many top agents who may hand off their clients to team members, Kari is there for every step of the process. “I am present at all my showings,” she states, emphasizing that her clients will always have her undivided attention. While traditional marketing channels play a role in Kari’s approach, she brings Top Agent Magazine

a contemporary twist to how she gets her listings out there. “We’re heavy on social media,” she reveals. Additionally, she opts for local visibility through billboards. “We usually have our listings sold pretty quickly,” Kari says. In those rare cases where a property might need a little extra push, she may turn to magazine promotions. However, her primary focus is making her properties as accessible as possible through open houses and high-quality photographs. When it comes to unwinding, Kari’s focus shifts toward her loved ones. With two

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sons and an extended family, her days off are typically packed with familial responsibilities. Kari’s primary objective for the future is to cultivate a brokerage filled with loyal, knowledgeable agents. Her son Josh’s interest in joining the business and expanding it even further offers an exciting avenue for growth. With his business degree and motivation to succeed, Josh’s involvement could potentially supercharge the brokerage’s expansion. “Our goal is for him to join in...and we’re going to build this team bigger.”

For more about Kari Janikowski, please call 951-283-4736, email karijanikowski1@gmail.com, or visit her Facebook or LinkedIn https://www.facebook.com/KJRealityGroup

https://www.linkedin.com/in/kari-janikowski-10a67a27b/

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile? 14

The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those Top Agent Magazine

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties. Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office. Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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HECTOR GONZALEZ

Hector Gonzalez has become a standout figure in the real estate world. A licensed REALTOR® for the past 12 years, his journey began in college when a billboard sparked his curiosity, leading him to a broker’s office, and he never looked back. Working primarily solo, Hector found his home base in the desert, serving an array of clients from snowbirds to second homeowners. The area’s diverse property types, from golf country clubs to gated communities, offer a broad spectrum of options for different price ranges. Hector’s dedication to nurturing relationships has culminated in a high percentage of repeat and referral business, all orchestrated meticulously using Brian Buffini’s CRM platform. Whether it’s phone calls, note cards, or personal visits, Hector’s approach to customer care keeps him at the forefront of the Coachella Valley real estate scene. It’s Hector’s multifaceted approach that helps him stand out as an agent in this competitive region. Offering more than just buying and selling expertise, he is known to provide support to homeowners keen to list their homes, investors eyeing 16

to flip properties, and even land buyers. Beyond transactions, Hector also offers an invaluable network of contacts, from technicians to contractors, helping clients get their renovation or remodeling projects off the ground. “I try to give the sellers and buyers I work for as many reliable contacts as I possibly can,” he explains. Hector is also conscientious about transparency and communication, walking his clients through the process each time, even if they’ve done this before. “I always follow the same process and explain what everything means in the agreement,” he says. This consistent and clear approach not only fosters comfort but also engenders trust, which, in turn, rules his high rate of repeat business. As Hector says, “They feel comfortable referring and returning to me... I’m always grateful for them.” For Hector, the art of selling real estate goes well beyond simply posting a listing. Using the latest drone technology, he acknowledges the significance of high-quality visuals in the real estate world. “Photography and presentation of a listing is very, very important,” he says, emphasizing the Top Agent Magazine

need to make the photos truly stand out. But it’s not just about the visuals, the power of compelling language also plays a crucial role in his approach. Hector methodically crafts detailed descriptions for each property, creating a visual walkthrough that brings the unique features to life for potential buyers. Whether it’s highlighting redone flooring, custom-built cabinets, or freshly painted walls, Hector’s descriptions provide a tantalizing sneak peek into the properties he represents. What really distinguishes Hector is his perseverance, exemplified by a captivating story of helping a first-time homebuyer, a Desert Storm Marine veteran, who happened to be his father-in-law. Faced with a time-consuming paperwork obstacle, Hector’s ‘never give up’ attitude led him through a thrilling and amusing journey involving a trip to the court, engaging with various officials, and finally getting the much-needed document that had to be signed by a Judge and court sealed in blazing record time. It’s stories like these, that showcase Hector’s sheer dedication and his resolve to overcome any hurdles to ensure the success of his clients. “My thought process is, ‘Let’s get this done.’ We can figure it out as long as we keep going and trying different alternatives to succeed.” Top Agent Magazine

For more about Hector Gonzalez, please call 760-808-4617 or email hectorestate@gmail.com

Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as 18

a leader, develop your managerial skills? While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process. Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for Top Agent Magazine

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished. Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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BRITTANY FULTON & MICHAEL MILLER Who doesn’t love getting two experts for the price of one? When clients call Brittany Fulton and Michael Miller of LuXre Realty, they get the benefit of hiring two experienced and capable professionals in one. The husband-and-wife team have been working together since 2016, when Michael hired Britt to be part of his real estate team at the time. He saw her potential immediately and hired her on the spot. “She’s so caring and kind that I knew she would take care of my clients very well. I recruited her, then turned her over to the back office to show her the ropes,” he says. After meeting that one day, the pair didn’t see each other again until six months later, when sparks flew. “We were both single at the time. And now we’re married!” says Michael with a laugh. Today they work together selling the Southern California beach lifestyle they both adore, serving clients in Orange County, CA and the surrounding areas. “I love helping people get into their first home—or their last home—and making sure the process is seamless from start to finish,” says Britt. “It’s absolutely my passion.” With almost 20 years in the business, Michael has developed a number of areas of real estate expertise, including bank-owned, investment properties, flips, and short sales. “There can be a lot of ups and downs in a real estate transaction,” he says. “At the end of the day, my favorite part of the business is still when I’m able to hand a client the keys to their new home. It’s always an amazing experience.” The couple have been handing out a lot of keys lately, with almost 50 properties sold already in 2023. In fact, they’re on track to close a record number of homes this year, with 90% of that business coming from repeat and referral customers. What keeps people coming back? A combination of exceptional service, market expertise,

and a sincere desire to do what’s in their client’s best interests. “People love Britt. She’s the most genuine person, and has such a good heart. She always puts herself in the shoes of the client. That’s such a special quality, and people really connect with that,” says Michael. Taking the time to educate their clients is also key, according to Britt. “We think it’s really important for buyers and sellers to understand all aspects of the real estate process. We want to be there for them now, and in the future, whenever they need us.” In addition to equipping clients with the knowledge they need to make the best decisions, the couple is also committed to continuously expanding their own education. “We’re in the gym every day, training not just our bodies, but our minds,” says Michael. “I listen to real estate podcasts all the time. Knowledge is power. The more we can learn about the tools that are coming— like artificial intelligence—and be ahead of the curve, the more value we can provide. As we grow, it’s not so much about the numbers. It’s about being able to help as many people as we can.”

For more on Britt Fulton, please call 949-973-4492. To reach Michael Miller, please call 949-542-0846, https://www.luxrerealty.com/ email welcomehome949@gmail.com or visit the website

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. Top Agent Magazine

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. 21

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 22

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! Top Agent Magazine

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