Issuu

May 2022

Productivity boosters —

Clarissa Azevedo also featured:

Joseph Kelley Jennifer Portnoy Top 10 Traits of successful

real estate agents Home improvements

that add value

Get more done every day

contents

Featured Agent Magazine Phone 888.437.5707 Fax 888.849.3663 contact@featuredagentmagazine.com www.featuredagentmagazine.com

Materials and content included in Featured Agent Magazine and on featuredagentmagazine.com are subject to copyright and may not be copied or reproduced in any part without prior written consent. Featured Agent Magazine is published by Times 3 Publishing Group, LLC. Publisher shall not be liable for any inaccuracy, error, or omission and makes no representations or warranties of any kind, express or implied, as to the information, content, or materials included.

professionals 6

Top 10 Traits of successful real estate agents

Modern email etiquette for real estate professionals

Productivity boosters — Get more done every day

t featured cover agent

Clarissa Azevedo

q featured agent

Jennifer Portnoy

q featured mortgage pro

Joseph Kelley

buyers&sellers 4

Create a beautifully staged home

Bank on it — Home improvements that add value

Create a

beautifully

staged home A beautifully staged home does more than just look good. It can actually help potential buyers bond with a home and imagine themselves living in it. Savvy sellers understand the power of staging a home for sale, but may not quite know how to achieve the look they want.

Eliminate stacks of mail, magazines, catalogs, newspapers, and any other extra paper. Box up knick-knacks, keepsakes and kids’ toys and stack the boxes neatly in one corner of the garage, attic or basement. And while we’re on the subject — those areas need to be cleaned and organized, too.

Kill the Clutter — ALL of it! It’s the necessary first step that will make the next steps easier (not to mention giving the homeowners a head start on their packing).

Be a Cleaning Machine — A clean house is a

You could hire a professional home stager to get the job done, but if that expense isn’t in the cards, there’s no reason you and your seller can’t work together to stage the home — especially when you have these low-cost, high-impact home staging secrets:

Send Personal Items Packing — This can be hard for some homeowners, because those are the things that make a house feel like home. But remind the sellers how potential new owners need to imagine themselves making memories there, which is hard to do when they’re looking at years’ worth of kids’ school pictures, family vacation photos, or old sports trophies.

Quick tips Visit local model homes to stay current on design trends Make sure the home smells as fresh as it looks Clean out closets and cabinets to show off storage space Arrange furniture to create room-to-room flow Hang extra-plush, pure white towels to give bathrooms spa-like ambiance house that sells quickly. Be sure the home is thoroughly cleaned from top to bottom, including often-forgotten areas like corners, under and behind appliances, ceiling fan blades, and window tracks. See to it that bathroom fixtures and mirrors shine, and kitchens look spotless and neat.

Neutralize It — A fresh coat of neutral paint on walls and trim will go a long way toward making a house irresistible to buyers. Freshly painted walls, free of scuffs and nicks, make the whole house feel clean and new. Again, you want potential buyers to imagine all the ways they can make a home their own, and having a neutral canvas onto which they can project those daydreams will free their minds and let their imaginations run wild. Copyright Featured Agent Magazine

Let There Be Light —Take down any heavy, or dark window coverings and replace them with sheer or light colored panels. Add lamps with high-wattage bulbs to brighten up dark corners. Bathing rooms in light makes them look larger, warmer, and much more inviting. Plus, on a subliminal level, it shows buyers there’s nothing about the house that you’re trying to hide.

Make an Entrance — Be sure the home’s entrance gives an accurate hint about what’s inside. Keep walkways and the entry area clean and free of excess debris and leaves. Don’t let any spiderwebs (yikes!) hang out in the corners. If the front door is looking worn, give it a new coat of paint and shine up the hardware. Ensure the doorbell is in working order and add a colorful new welcome mat for the perfect finishing touch. 5

Top 10 Traits of

successful real estate agents

It takes a special person to become a successful real estate agent. Succeeding in the business requires a unique set of qualities and skills that not everyone has. But when they all come together, the result is someone who is perfectly suited to the ups and downs of a life in real estate. These are the Top 10 traits real estate agents need.

Friendliness — As an agent, you have to be able to talk to all kinds of people about a wide range of topics. Being open and friendly is a must for real estate professionals.

Empathy — Agents deal with people at some of the highest — and lowest — points in their lives. Being able to empathize and understand what clients are going through is essential. Listening Skills — Successful real estate agents are great listeners. It’s an important part of finding out what your clients true wants and needs are.

Sense of Humor — Weathering the ups and downs inherent to real estate is going to be easier — and more fun — for agents who are able to laugh at themselves and maintain a sense of humor when faced with adversity. Tenacity — Great real estate agents possess a mental toughness that may not always be on display, but is definitely there. They are tenacious, committed and goal-oriented.

Desire to Learn — With markets and technology changing at an ever-increasing pace, it’s essential for agents to want to learn more and continue their education throughout their careers.

Assertiveness — You want what’s best for your clients, and sometimes, you’ll have to fight for it. Being assertive while remaining professional is a balancing act the best agents have down pat.

Attention to Detail — When it comes to real estate, the devil really is in the details. When you’re working with contracts and figures, having a good eye for detail is essential.

Honesty — No agent lasts in this business without developing a reputation for honesty and integrity. Real estate agents must be committed to doing the right thing at the right time — every time.

Self-Starter — Perhaps the most important trait successful real estate agents share is the ability to motivate themselves. Without it, agents won’t last long in this business. You have to have the drive and desire to succeed. 6

Clarissa Azevedo

Clarissa Azevedo The West Coast’s Central Valley calls to mind images of abundance and activity. Such an exciting venue should be matched by an equally productive and energetic real estate agent like Clarissa Azevedo of EXIT Realty. With a wealth of local know-how and business acumen, Clarissa expertly represents buyers and sellers for both residential and agricultural real estate purchases all along the corridor of California State Highway 99.

A lifelong Valley resident, Clarissa had her first encounter with real estate work while helping a family friend organize a small brokerage in Turlock. She then joined EXIT Realty in 2008 and steadily worked her way up the ladder. “I just fell in love with it. I became a broker’s assistant, then the property manager, and then I was promoted to transaction coordinator.” In 2012, Clarissa took the final step and obtained her real estate license. “I haven’t looked back ever since.”

As if being equipped with an agent’s license and a Bachelor’s degree in Business Administration wasn’t enough, Clarissa also has professional interpersonal training. “I initially went to college to be a marriage and family therapist, which I use a lot now in my business.” Clarissa’s therapy education enhanced her communication skills, which she views as one of the most important parts of her job. “For me, the client should never have to ask where we are in the transaction. They should never have to ask because I give routine updates. I’m all about the little details.”

To that end, Clarissa emphasizes the importance of keeping her clients in the loop for both the large and small aspects of a home search. “I know it seems like finding the house is the most important part, but it’s really not. It’s the little ins and outs of financing, how the transaction is going, and the inspections. Finding the house is really the easiest part.” In addition to communicating well with her clients and keeping a sharp eye on details, Clarissa enjoys the art of

“I know it seems like finding the house is the most important part, but it’s really not. It’s the little ins and outs of financing, how the transaction is going, and the inspections. Finding the house is really the easiest part.” the transaction itself. “Honestly, the best part of the job for me is the negotiating. I love negotiating and getting a better deal for my clients.” No matter if a transaction calls for a better price or a concession for her clients such as a repair fix on a purchased home, Clarissa revels in securing a beneficial agreement. “I’m very professional. I take my job very seriously because it’s a big investment for my clients. Whether they are buying or selling, it’s a big deal.”

Such attention to detail and professional skill is certainly beneficial for both client and agent. With roughly 80% of her business stemming from repeat clients and referrals, Clarissa clearly treats her clients well through active follow-up, high levels of organization, and

check-ups that make sure they are being taken care of in every respect. “The deal isn’t done when the transaction closes. They’re my clients for life.”

On top of receiving yearly productivity awards from her firm, Clarissa has helped her broker open offices in neighboring towns and has been awarded for recruiting new agents. She also works as one of the trainers at EXIT Realty. “Training is the number one way to get experience and knowledge.” Clarissa explains that although a new agent may not have a high number of transactions at first, training can provide an ample amount of knowledge, confidence, and experience. “In turn, you’ll gain clients because they want to work with someone who is confident and knows what they’re talking about.”

“The deal isn’t done when the transaction closes. They’re my clients for life.”

Outside of the office, Clarissa believes, “Even my personal life should reflect a professional manner.” To that end, she serves as the Vice President of the Portuguese Education Foundation, which fundraises year-round to provide college-level educational scholarships to both Portuguese and non-Portuguese residents who are committed to serving others. “The students have to show evidence that they are involved in the community and are giving back, and in turn, we give back to them.” Since she spends so much time traveling through the Valley for work and volunteering, Clarissa is often content to

spend her free time near her loved ones. “I don’t want to get up and go on a vacation,” she explains. “I like to just be at home and really spend quality time with my family.”

The future holds many prospects for Clarissa, who wants to maintain an upward trajectory to help as many people as possible. “I want to continue growing my business year after year and I would like to eventually grow into a team.” The advice that she gives to up-andcoming agents is the same wisdom that has guided her throughout her successful career. “Don’t try to reinvent the wheel. Learn from the best and emulate that.”

Clarissa Azevedo

EXIT Realty Consultants | Turlock, California 209.535.2754 | exitwithclarissa@gmail.com | www.ClarissaAzevedo.com 10

Bank on it — Home improvements that add value There comes a time in every homeowner’s life when home improvement projects take center stage. Whether you’re preparing to put your home on the market, or simply want to spruce it up and make some upgrades for your own enjoyment, there are several improvements that give you a great return on your investment. Here are the improvements that always add to a home’s value.

Back to Basics — It may not be as glamorous as say, adding a steam shower (more on that later), but when considering home improvements, it’s always best to start with basic care and maintenance. Repairing or replacing worn plumbing and leaky windows are a great place to start. Consider adding extra insulation and upgrading your HVAC system to keep your home more comfortable and energy efficient. Hunt for cracks and leaks in the foundation and have them repaired. Basically, if it’s involved with the structural integrity of the home, it needs to be inspected and fixed (if necessary) before starting any other projects. Doing so not only helps your home maintain its value, it catches small problems before they have a chance to turn into expensive emergency repairs.

Take it Outside — Once you have the basics covered inside, it’s time to do the same outside. Trim trees and hedges, get your lawn looking green and lush and plant flowers to add color. Be sure there are no tree roots heading for the pipes or overgrown limbs interfering with gutters or drainage. Conversely, if your front or back yard is looking too plain, add plants, trees, or decorative rocks. No one wants to look at a yard that’s little more than dirt, especially if you’re in the process of trying to sell.

Open Up Space — Whether your family is growing or you’d just like a little more breathing room, creating more space is one of the most meaningful home improvements you can make. The sale price of a home can increase up to 30% for every 1,000 square feet of space added, making it easily worth the investment. If you’re not up for the process or expense of doing an actual addition, strategically removing existing walls can create the illusion of more room and give you much more workable living space. Copyright Featured Agent Magazine

Create a Beautiful Bathroom — Today’s busy, stressed out homeowners want maximum relaxation with minimal time and effort. Replacing your seldom-used bathtub with a spacious walk-in shower is an unbeatable upgrade that will always add value, not to mention aesthetic appeal. Extra points if it’s a floor-to-ceiling steam shower for the ultimate spa-like experience.

Cook Up an Island — Ditch the breakfast nook or high-top bar counter and elevate your kitchen by adding an island. It will bring in extra storage and muchneeded counter space, not to mention being the stuff Instagram envy is made of. If a built-in island isn’t in the cards, there are many stylish moveable kitchen islands that can give you the same look and functionality at a fraction of the cost. If you’re not sure an island is the way to go, a portable island can help you decide if you want to follow through with building a permanent one.

Look Under Your Feet — Flooring is an often overlooked aspect of your home that can either detract or add value. If your tile or hardwood floors are still structurally sound but looking a little worse for wear, have them thoroughly cleaned and polished. If your place is still bogged down in wall-to-wall carpet, it’s definitely time to do something about it. If you can’t afford to go all out and replace every room with new flooring, start with largest living area and work your way through the rest of the house.

Get Green — Adding green home features, such as solar panels, super-efficient HVAC systems, or low-flow plumbing instantly increase your home’s value. Many prospective homeowners are looking for green homes and won’t even consider listings that don’t have at least a few green features. Plus, it won’t take long to reap a return on your investment when you see how much you save on utilities.

These are just a few of the upgrades that can add value and beauty to your home. When choosing what home improvements to pursue, adding value is important, but what’s even more important is that the change you make adds to the love and enjoyment of your home. 11

Jennifer Portnoy

Jennifer Portnoy grew up around real estate — her mother owned a real estate company, Portnoy Properties from 1976 to 2020 — so it was only natural that she would pursue the field herself. At the age of 22, just out of college, Jennifer got her REALTOR® license and she has been hard at work helping a range of buyers and sellers on the Marina Peninsula and surrounding areas ever since. Jennifer loves the opportunity to meet so many people and help them reach their real estate goals. Her level of experience and familiarity with the real estate landscape in her locale has allowed her to find a great deal of success herself throughout the course of her career.

Born and raised on the Marina Peninsula, Jennifer is deeply knowledgeable about the region, and is uniquely capable of offering sound advice and profound insight to her clients who are looking to buy or sell a property. By communicating clearly with clients from the outset, she is able to ascertain their particular needs and leverage her understanding of the local market, whether selling for top dollar or finding their ideal home. “I know the Marina better than just about anyone else,” Jennifer says. “I have no problem helping clients find what they’re looking for here, and I make an effort to set expectations from the very beginning, since I have a good handle on what exists in the area and what doesn’t.” Thanks to more than two and a half decades of experience, Jennifer is an incredibly capable agent who excels at getting clients what they need. Jennifer got into real estate first and foremost because she wanted to help the people in her community, a quality that is readily apparent in her business approach. She deals with each of her clients personally and takes great

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care to ensure transactions are completed with each step done properly. “I’m very transparent with my clients throughout the process,” Jennifer says. “I treat clients the way I would want to be treated, which includes taking a quality over quantity approach to my transactions.” In keeping with this philosophy, Jennifer keeps herself available for clients’ questions and concerns throughout the day, and places a huge emphasis on building and maintaining long-term relationships based on mutual respect. For these reasons and more, Jennifer is rewarded with more than 70% of her business from repeats and referrals.

Jennifer lives and breathes real estate — her mother trained her, and her husband works with her as a showing agent. As a veteran agent, she has sold hundreds of homes over the course of her career and knows the industry inside and out. She has mastered the art of explaining the nuances of the market to clients. Educating and developing understanding with the people she works with is one of Jennifer’s primary goals as a real estate professional, and her dedication to her community is a testament to that aspect of her career. When she isn’t working, Jennifer puts a lot of effort into bettering the place she calls home. In 2019, she formed a committee with some of her neighbors, the Marina Peninsula Patrol, to mitigate rising crime rates in the area by implementing an overnight security patrol in the neighborhood. In her free time, she loves enjoying the Marina with her husband and 12-year-old son, going to the beach and meeting friends in Greater Los Angeles. It’s a personal goal of hers to keep learning something new from each client and transaction going forward. She hopes to continue meeting that goal as she grows her career, her community outreach, and her team in the coming years.

Jennifer Portnoy

Compass | Marina Del Rey, California 310.420.7861 | jennifer.portnoy@compass.com | www.theportnoyteam.com 12

Modern email etiquette

for real estate professionals In today’s tech-savvy landscape, we’re regularly flooded with emails, evites, blasts from social media, and constant newsletter updates. Whether you’re a real estate agent refining your practice, or a loan officer brushing up on the digital basics, how do you stand apart from all that noise in your client’s inbox? For starters, there are plenty of modern ways to update your email etiquette for the 21st century. From email plug-ins to social media crossovers, take a look below for a few ideas that can revolutionize the way you communicate with your clients via email.

Cater to mobile devices — Studies indicate that nearly 80% of Americans check their phones within 15 minutes of waking up in the morning — though it doesn’t take much research to recognize the prevalence of mobile devices in our lives. In fact, most emails are accessed on the go, using a phone or tablet. With that in mind, it’s essential to tailor your email communications to be viewed and interacted with on a mobile phone. Here’s an idea: style your communications using paragraph breaks and bullet points for utmost readability on limited screen space. Also, keep in mind that graphics or links within your email should be streamlined and optimized for mobile consumption. If you’re not sure how mobilefriendly your emails are, BCC yourself on your next email blast and cross-check your communications using your phone.

Stylize your subject line — Too often, agents and loan officers forget the importance of the subject line and instead focus all their energy on an email’s content. If you’re sending out a promotional email, the subject line is just as important as all the information within. A wellcrafted subject line can entice readers to open your email and (ideally) click-through to your site or social media pages. Inviting subject lines are short, sweet, and use less than 50 characters. Personalizing subject lines also helps, so try adding the name of the email’s recipient. Also, being straightforward about your subject matter is shown to be a plus when it comes to open-rates. When it comes down to it, if you want recipients to read on, you’ll need to make the most of the subject headline. Expand your online presence — There is no Copyright Featured Agent Magazine

The best agents and loan officers stay ahead of the curve when it comes to business-boosting tech tools, so keep these tips in mind as you turn your email correspondence into high-class, contemporary communications. shortage of communication channels — text messages, downloadable apps, social media, video chatting, and more. When you reach out to a client or lead through email, think of it as a chance to bolster your other portals. For instance, include clickable badges that allow clients to find you on Instagram, Twitter, Facebook, or LinkedIn. If you include links to any of these pages, or to your site, in your email signature, make sure these are activated hyperlinks, and that they’re streamlined for readability. This makes it easy for recipients to extend their engagement with you and your brand by easily clicking-through to your social media pages, website, or testimonial page.

Utilize email-enhancing add-ons — Just a download away, you can incorporate helpful widgets and add-ons to your email communications, such as spellcheck or a built-in URL shortening feature. There’s even a plug-in that holds onto email for an extra 90 seconds in case you’d like to “unsend” and edit your correspondence. How many times have you sent an email without the attachment included? Or perhaps you’ve messaged the wrong client, or accidentally pressed send just as you spotted typos in your text? These often-free features professionalize your email voice without any added work on your part.

Sure, email is one of the older tech tools in your arsenal, but it’s also one of the most effective. Modernize this workhorse and you’ll be reaping the benefits with just a few keystrokes. The best agents and loan officers stay ahead of the curve when it comes to business-boosting tech tools, so keep these tips in mind as you turn your email correspondence into high-class, contemporary communications. 13

Productivity boosters — Get more done every day

Maybe you’re just starting out in the real estate industry or your career is already established, but you’ve hit a plateau. Whatever the case may be, it’s always good to step back and re-evaluate your business practices and find ways to improve or increase productivity. Oftentimes it takes stepping out of your comfort zone and going through some challenging growth phases to propel you to the next level in your business. Ever heard the saying, “A ship in the harbor is safe, but that’s not what a ship is built for?” Don’t be afraid to take chances and make changes. Here are some ways you can shake things up and increase your productivity: Build a Team — If you’re an individual agent, ask yourself: are you able to give your clients the very best service by handling every aspect of business by yourself? Sure, you’re an expert at finding the perfect fit for your client and negotiating a deal, but what about marketing, lead generating, or maintaining social media accounts? Each can require quite a bit of time and expertise, now might be a good time to let go and let others use their talents so you can focus on what you do best.

Be the King or Queen of Follow-up — It’s not only critical to follow up with potential clients or industry professionals to expand your database, it’s equally important to keep in touch with the contacts you already have. Reach out to them even if it’s just to say hello and update them on what’s happening in the market. It’s a great way to stay on their radar. If an opportunity arises or a property comes on the market, they’ll think of you first.

Prioritize Your Day — Do you ever feel as though you constantly have your nose to the grindstone only to discover you haven’t really accomplished much? Scheduling time for specific tasks throughout the day is much less daunting and can be extremely beneficial in boosting efficiency. Set aside an hour or two in the morning for returning phone calls and emails, then be done with it. Your next block of time can be dedicated to listing appointments, showings, or meetings with clients. End the day by finishing up paperwork, researching marketing strategies, or 14

making your to-do list for the next day. It’s amazing how much can be accomplished when you have a plan and stick to it.

Use Social Media to Your Advantage — With several billion active users on Facebook every month, you simply cannot afford to not utilize it. However, make sure you’re using it efficiently to get the most out of your posts. Posting on certain days of the week — or even specific times of day — can garner more likes and shares. And remember, quality over quantity is what you should aim for when posting. Share things that will be useful to your clients, such as a link to your most recent blog post on how to pack for a move, or photos and information about an upcoming open house.

Further Your Education — Think of your business as a software program that requires updates. Just as technology advances and programs need a little tweaking here and there, your business also needs to evolve with the current market trends and changes in the industry. Participating in continuing education in areas such as negotiating, home inspections, and real estate law ensures your clients peace of mind and keeps you ahead of the competition. Obtaining designations is another way to make yourself stand out in the crowd. Becoming a Certified Relocation Professional makes sense if the area you serve is a haven for retirees or has a large military population. The GREEN Designation is beneficial in places where clients are more environmentally conscious. Network with colleagues to see what trends are on the horizon, then take action to be at the forefront of those changes.

Take a Day Off — It might seem counter-productive to take time off when you’re trying to grow your business, but it can actually be just what you need to achieve success. Time away from work can improve your mental state, performance, and productivity. You also run the risk of eventually burning out when there’s a lack of work-life balance. So make the decision to turn off notifications on your phone, pack a bag, and head out for the weekend to re-energize and get your creativity flowing again.

featuredagent

Joseph Kelley

magazine

With 25 years of experience managing in the restaurant industry, Joseph Kelley knows how to take care of people. He always enjoyed the hospitality element of his work, but after a quarter of a decade in the industry, he knew it was time for a change. So after a conversation with a friend of his who was already a broker, he decided to dip his toes into real estate and test out the waters. This venture was brand new and fascinating, and he found that helping people with some of the largest transactions in their lives was something he excelled in. Once Joseph discovered what a great fit it was for him, he embraced his new career fully and has not looked back.

After beginning part time in real estate, Joseph quickly made the transition to a full time position as an independent mortgage broker. He found out that mortgage brokering and managing a restaurant have more in common than people might think. “You have to be able to provide for clients, earn their trust, and create strong relationships with a variety of people,” Joseph explains. And he was already a pro at that. “Anyone who is looking to buy a house should have a mortgage broker who has their best interests at heart,” he adds. “You should have someone who cares about you.” And Joseph makes a sincere effort to do just that.

By working hard and constantly learning, Joseph has developed a versatile skill set that is a gift to clients looking to buy or sell a home. He provides transparent information to his clients and gives them the tools they need to succeed in their transactions. It took some time and trial and error, but he has established great relationships with clients and agents all over California. While most of his work is in or near Sacramento, Joseph is expanding to other states such as Texas and Tennessee. People like him wherever he goes, so he will surely go far.

One of the core characteristics that Joseph values and implements in his business is reliability: “I’m always available,” he says. “Days, nights, weekends — if someone needs something or has a question, I’m there.” Joseph prioritizes sticking to what he says he will do, and delivering on whatever it is that a client or REALTOR® needs. His first action is picking up the phone and responding to concerns or questions. He’s done trainings, plenty of extra research, and is now a certified mortgage advisor. Joseph uses his networks to deliver for each client or agent; he’s shown the drive and care to provide exceptional service. And his dedication is paying off. With an estimated 93 percent or more of his business being return clients or referrals, there’s no doubt that everyone who works with Joseph appreciates his hard work and honesty. “So much of what we do is really trying to build strong partnerships,” he says. At the end of the day, keeping that trust gives him a great sense of pride.

Joseph is also motivated by giving back to the community. He is involved with the Sacramento Association of REALTORS,® his church, and the CanTree Committee, which supports the Salvation Army by hosting fundraisers, preparing meals, and other necessities for those in need. He also enjoys time with his family and loves being a father.

In the future, Joseph wants to continue growing, strengthening relationships with the clients and REALTORS® he works with, and meeting new, like-minded people. He has a lot of wisdom to share, and many REALTORS® can benefit from what he knows. That’s why his team will keep growing as he helps more people achieve homeownership. “I want to be able to add additional team members and add more value in that way,” he says. “I always want to keep this business something that I have a hand in.” With his experience, mindset, and status as an upstanding member of the community, Joseph Kelley, is your guiding hand to homeownership!

Joseph Kelley Golden Bay Mortgage Group | Sacramento, California CA DRE #02052578 | NMLS #1705850

916.612.4294 | jkelley@gbmortgagegroup.com | www.JoeTheMortgageGiant.com Copyright Featured Agent Magazine

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