SOUTHERN CALIFORNIA EDITION
How to Speed Up
FIRST-TIME HOMEBUYER TRANSACTIONS 5 WAYS TO TRANSFORM
RENTERS INTO OWNERS
Tips on Being a
GOOD TEAM LEADER
Is Branding the Way to
TAKE YOUR BUSINESS TO THE NEXT LEVEL?
FEATURED AGENTS
ANTHONY WALKER LISA KIRSHNER
COVER STORY
STEPHEN R. CLARK
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. Retrofitting Inspections and Noncompliant Plumbing Disclosures n Los Angeles DWP Certificate of Compliance n Seismic Earthquake Valves n Low Flush Toilets n Water Heater Straps n Smoke Detectors n Carbon Monoxide Detectors n Window Glazing n
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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.
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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.
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Collaborate with mortgage professionals to find the right financing opportunities
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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.
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pay monthly in a mortgage—while building a lasting asset.
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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
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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.
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STEPHEN R. CLARK Top Agent Magazine
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Casting a wide net over southern California, Top Agent Stephen Clark expertly navigates the Coachella Valley, Palm Springs, Rancho Mirage, Palm Desert, Indian Wells, La Quinta and Thermal. With careful attention to detail, robust communication skills, and a meticulous nature, Vancouver native Stephen Clark rapidly carved a successful path for himself in the real estate sector. With dual citizenship, he embarked on his real estate journey nearly four decades ago. Working as an Associate Broker, under the corporate network of Desert Sotheby’s International Realty Network, he’s able to provide one-on-one support and guidance, 8 Copyright Top Agent Magazine
with a transaction coordinator and marketing professional by his side to help everything flow smoothly. It is his personalized hands-on approach that truly sets him apart – he believes in preserving the rapport with his clients, preferring to be their ‘go-to person’ rather than delegating this important role. Casting a wide net over southern California, Stephen expertly navigates the Coachella Top Agent Magazine
Valley, Palm Springs, Rancho Mirage, Palm Desert, Indian Wells, La Quinta and Thermal. Having grown up in Vancouver, BC, Stephen is a dual citizen of Canada and the United States, and has represented many foreign buyers and sellers. Stephen prioritizes his education and has earned numerous designations throughout
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his career, including • GRI (Graduate Real Estate Institute) • RMS (Risk Management Specialist) • SRES (Senior Real Estate Specialist) • RENE (Real Estate Negotiation Specialist) • CRS (Certified Residential Specialist)
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Stephen is a dual citizen of Canada and the United States, and has represented many foreign buyers and sellers. His exceptional service has won him a devoted clientele and a remarkable 85% repeat or referrals business. • RSPS (Resort Second Home Property Specialist) • NCRC (National Conflict Resolution Center) • ABR (Accredited Buyer’s Representative) • NINJA Certification His exceptional service has won him a devoted clientele, with a remarkable 85% or more of his business arising from repeat customers or referrals. A testament to his expertise and client-centric approach, nearly every 10Copyright Top Agent Magazine
client provides written testimonials singing his praises. One recent buyer raved, “As an experienced real estate professional myself, I know the importance of choosing proper representation. I interviewed several REALTORS® in the desert and ultimately chose Stephen to be our agent. It was an easy choice, really, as his combination of knowledge, professionalism, and attention to detail made him stand out from the others. Stephen is honest and direct Top Agent Magazine
in ways you don’t often find in REALTORS® - and at critical times which is invaluable. He took away the uncertainty that always makes doing a deal in a distant place scary. As an added bonus, he truly cares about his clients. I also appreciate his attention to every single detail, no matter how small. I highly recommend Stephen as he has our complete trust.”
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In terms of community involvement, Stephen is a generous contributor to the SPCA, owing to his deep affection for dogs. He also lends his support to various homeless LGBTQ+ organizations. Away from work, Stephen enjoys a variety of hobbies that nurture both his physical and mental wellbeing, including spending time with his 5-year-old Wheaten Terrier
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– Murphy. Aquatics and gardening engage him physically, while meditation helps maintain his mental equilibrium. Stephen’s consistency, accountability, and impeccable follow-through give his clients a sense of trust that is hard to find elsewhere. “I suffer from imposter syndrome, which I am now coming to understand the origin of,” Stephen admits. “So I never think I’m good enough, which causes me to continually push myself to be better and better.” His work ethic is such that once clients experience his dedicated service, they seldom look elsewhere. He describes his relationship with his clients as “exclusive representation,” which
he treats with utmost seriousness. “I really care about the people I serve,” he says. Even after the transaction, Stephen remains in constant dialogue with his clients, always on the lookout for information that might be valuable to them. Stephen finds immense joy and gratification in his work as a real estate Associate Broker. Every day presents a new opportunity and a chance to meet remarkable individuals. For Stephen, real estate is never just about the house—it’s about the people. “Real estate combines everything I love into one. It’s about design, architecture, compassion, empathy, and seeing people grow and realize their dreams.”
For more information about Stephen Clark, call 619-972-7966 or email stephenrclark60@gmail.com, visit his Facebook, Instagram, or LinkedIn https://www.facebook.com/stephenrclarkrealtor/
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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader. 1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine
important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine. 13
Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to… 2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results. Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future. 14
Don’t forget to always take in what you can do to be a better team leader as well. 3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers. Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business. 4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either. Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business. Top Agent Magazine
ANTHONY WALKER When Anthony Walker started as a client of Buckingham Investments to build his own real estate portfolio, he could have never imagined that he would be the company’s CEO a decade later! “Originally I got into the business because I wanted to buy property, grow a portfolio, and create financial independence for myself,” Walker explains, “but I really liked [the company’s model] about teaching people how to create wealth through real estate.” Walker was taking night classes to earn his MBA at Loyola Marymount University in Los Angeles, California — trying to figure out what his next steps in life would be. After a real estate investments class piqued his interest, he was introduced to Buckingham Investments through the school’s network. Buckingham Investments is a local brokerage that has been helping people learn about investing in properties in the southern California region since the 1960’s. Walker was drawn to the company’s business model, which was to holistically educate investors in how to grow a successful real estate investment portfolio from start to finish. After purchasing his first investment property, he discovered the opportunity to combine a successful agency business and to accelerate the growth of his personal portfolio. “And so, that’s basically what I did,” Walker chuckles. The rest was history! Walker got his broker’s license, began helping people buy properties, and helped to open Buckingham Investment’s expansion office in Torrance, California. In 2017, after the original founder, Jack Buckingham, passed away and other founders were less active in the business, they passed the torch on to Anthony, who has been at the helm of Buckingham Investments since. Walker has worked tirelessly to grow the company, grow the team, add more educational offerings, and of course, to buy more real estate. With 45 agents at the brokerage, the team has a high volume of deals, closing in approximately 100 annual transactions that average out to $200 million in sales. Anthony and his team serve
mostly the southern LA County, predominantly working in Long Beach, California. Most commercial agents will cold call potential buyers or send out mailers to sell their properties, but Anthony and Buckingham Investments’ marketing platform is designed around education. “We don’t teach financial education very well in school in this country,” Anthony states. “I love helping people and seeing them become successful, and starting their journey towards financial independence.” Anthony hosts seminars in the office, as well as co-running a non-profit investor education group called For Investors by Investors. Anthony shares his philosophy of investing and financial independence all over, whether it’s through his seminars, hopping on podcasts as a real estate expert, or putting out educational materials and guides online for people to expand their real estate knowledge. By sharing his wealth of investment knowledge, Walker is also able to bring in new clients. Outside of running a successful investment group, Walker loves to continue sharing his knowledge with his alma mater, Loyola Marymount University. A few real estate alumni began a real estate advisory council at the university, and Walker personally teaches a real estate fundamentals course that students can take as part of a program that enables them to receive a real estate certificate. Walker also volunteers at the local hospital, Torrance Memorial Hospital, through their Young Physicians and Professionals Alliance (YPPA). With two young daughters, Anthony keeps busy in his downtime! As Buckingham Investments comes into its 60th anniversary, Anthony hopes to continue to find expansion opportunities, both within Southern California, and hopefully to the rest of the country. “I’ve been able to see clients build a portfolio, retire from their jobs, and just live the life that they want to live,” he comments. “That’s what it’s all about for us.”
Contact Anthony at 310-561-4776 or email anthony.walker@buckinghaminvestments.com. To learn more about Anthony’s listings, visit buckinghaminvestments.com Follow Anthony on Facebook, Instagram, and LinkedIn! www.
https://www.facebook.com/people/Buckingham-Investments/100063712833523/
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https://www.linkedin.com/in/anthony-walker-14b23611/
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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. 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. 17
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 18
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
LISA KIRSHNER Meet Lisa Kirshner, an exceptional expert in the world of real estate, renowned for providing unparalleled service to her valued clients. With a family deeply entrenched in the real estate domain, Lisa’s decision to transition from a successful import-export career to becoming a REALTOR® was a natural and seamless progression. Now, with an impressive 33 years of experience under her belt, Lisa stands as a true industry authority, accompanied by her devoted son (Dylan Elkin) and an efficient administrative assistant, who together offer personalized support to each and every client they serve. Lisa’s passion for her work extends across the vast expanse of Los Angeles County, with her trusty car serving as her mobile office. From Santa Monica and the Palisades to the San Fernando Valley and beyond, Lisa is always prepared to go the distance for her clients, even venturing to faroff locations like Ojai, Riverside, and Redlands, thanks to her ever-growing network of satisfied clients who refer her services. What truly sets Lisa apart in the fiercely competitive real estate arena is her extraordinary ability to exceed expectations. She goes above and beyond her call of duty, acting as a dedicated problem-solver for her clients’ needs. Whether it’s coordinating a cleaning crew, curating a list of potential inspectors, or assisting with lender selection, Lisa’s comprehensive service aims to ensure a smooth and satisfying experience throughout the entire home-buying and selling process. And she doesn’t stop there—Lisa is committed to maintaining a strong follow-up program, ensuring continued communication and support, so that when her clients are ready to take the next step, she is the first person they think of. When it comes to marketing her listings, Lisa adopts a client-centric approach, leveraging the power of today’s
real estate technology tools coupled with her extensive network of agents across North America in order to reach a wider audience. Networking plays a crucial role in her marketing strategy, as she actively collaborates with agents from different companies, sharing and discussing all their listings bi-monthly. This cooperative effort creates a vast web of potential buyers for her clients’ properties. Additionally, Lisa effectively utilizes her extensive client and agent databases, drawing upon her two decades of experience in business coaching to engage with agents in other states who might have clients interested in her listings. This multi-faceted approach ensures maximum exposure for her clients’ properties. Outside of her thriving real estate career, Lisa remains deeply engaged in her local community through her active involvement with a women’s group called The SAM Initiative . Together, they pool their resources to support various local charities in Los Angeles, including organizations like Homeboy Industries. Their unwavering commitment to philanthropy has touched the lives of many, from aiding victims of human trafficking to assisting children with disabilities. Above all, Lisa finds her greatest joy in the simple act of helping others. Whether it’s making a difference in her community or guiding someone through their real estate journey, Lisa thrives on the profound sense of satisfaction that comes from bringing happiness to others. Her heart is filled with immense joy when she witnesses the positive impact she has on people’s lives. With her unmatched expertise, genuine care for her clients, and active role in philanthropy, Lisa Kirshner is an exceptional real estate professional who is truly making a difference in the lives of those she serves.
For more information about Lisa Kirshner, please call 424-214-0133 or email Team@Lisakirshnerproperties.com, visit her Facebook, Instagram, or LinkedIn https://www.facebook.com/LisaKirshnerProperties/
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https://www.linkedin.com/in/lisakirshnerproperties/
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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon. Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 20
helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises. So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?
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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises. Set expectations upfront and often. It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc. Then, tailor your outreach accordingly. Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine
whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.
Know your first-time homebuyer programs and perks. There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research. The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.
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Get pre-approved for a mortgage—and shop around for the best rate. Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and
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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge. All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.
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