ARIZONA 9-21-20

ARIZONA EDITION

Playing the Real Estate Matchmaker Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

5 Lessons from Silicon Valley to

Modernize and Monetize Your Business

COVER STORY

OLEG BORTMAN

FEATURED AGENTS

CHERYL D'ANNA BRANDEY JONES CARLOS LIZARRAGA DREW SMITH

ARIZONA EDITION

CARLOS LIZARRAGA CHERYL D'ANNA BRANDEY JONES

Scottsdale, Arizona’s top agent Jones Cherylhadn’t anticipated a career the real estate transactions we have been Brandey providing Carlos Lizarraga was literally born into the inventory, and networks, efficiently D’Anna – 7of Russ Lyon Sotheby’s involved with.

Her attitude is positive all 15 20 23 27 proven exper in real estate, butreal when her brother—a clients with a local’s estate business. His father was a Realtor home purc International Realty - broker has more than the time. Her work ethic the best and twenty-year industry California. veteran— His Lastis year, she we closed roughly twentyin Southern mother got her thirty years of experience working with she, as a person, encouraged her to get involved, Brandey have ever seen. Above all transactions, eighteen of which were re in 2004 when the family moved to ethical we have met Carlos ad buyers and sellers in ultimately the luxurytook realthelicense is the most honest and leap. “I knew I loved rals—a testament to both her staying po Tucson,she Arizona.

Raisedinina long Tucson, Carlos and the high esteem with which marketing estate market. She is consistently time.” working ranked with people,” remembers, her cli always showed an interest in being a posi“Tucson h among the top 3% of agents in the Grand “and I like to see others succeed and help regard her.

Canyon State, and she isthem the founder of their When she’s“Inot working, Cheryl enjoys tive path.” member of three the community. guess inventory, along on Now, “Elevating Luxury Properties” whichheris industry hiking her husbandBeyond and Red I learned early on about thewith importance chance years since debut, Brandey theHeeler, office, Brandeya gives bact a team of professionals nationally golf and yoga.

She is also a committed has carvedrecogout a reputation for her insight, her community through various of understanding the goals and needs of multipleanip nized for being one of theeducational nation’s best. philanthropist, and currently sits on the streak,others,” and personal touch. rescue efforts.

In her free hours, she m he says. “As a child I started my BRANDEY JONESfor CARLOS LIZARRAGA OLEG BORTMAN DREW SMITH CHERYL D'ANNA Board of Directors the non-profit orgaenjoys time spent with family and loved ones, hoc own small business selling Mexican candy What he Cheryl began her career in real estate spearheads her work as part nization Golfcamping, Fore Africa, which provides Today, Brandey of the and staying active.

Looking ahead, Bran that would otherwise be unavailable to ability to working as the nationalDiBiase sales representative for the Professionals, clean drinking water via drillingto ofkeep wellsmomentum in small going strong as Team with RE/MAX serving intends most. “My That was my first taste of selling and making “From the moment an Scottsdale area community of Desert Mountain. that continent.

Cheryltoalone clients in Arizona’s Maricopa villages County, on particularly continues build has her funded business in the community clients happy.

I also paid my ‘workers’ in candy.” when I hand them the first introduction to real was valley. in theThere, luxuryalmost twotheofentirety these wells witnessed theestate northwest of herand calls home. their installation, he says. “They are s market,” says Cheryl. “At Desertis Mountain, it’s theand referral while raising over $100,000 for this important cause. business driven by repeat clientele who dreams.

Carlos got his license in 2017 and went into business confidently rely the on Brandey’s years of of their experience an lifestyle that attracts buyers from all over country.” knowledge, experience, Now, with three sterling home CONTENTS and proven track record “I’m very personable,” bright surely with to hisdate. mom, forming theforCatalina Property Groupahead, Cheryl’s plans the future offuture her business includeBrandey Jones cons she explains.

“I’m which the typepast of agent that no matter what what she enjoys most aboutInher love hischosen sparefield. time“ICarlo Cheryl has closed more than $185 million In the continued growth and representation of the Sotheby’s covers Tucson and its immediate environs.

So your timeline is, what your brought questions I’m here.

Icommunity people aspect of what I do,” she says. h years and has built herREAL reputation on trust andhe’s experbrand in of Desert Mountain, 4)10PLAYING THE ESTATE 18) 5local LESSONS FROM SILICON ment with “Everyone the ALS A far, inare, $2 her million and he forecasts tripling take the timeoftodedication do that the research and explain the process, story, and I love watching the people I help work h tise as well as an unsurpassed level that where she lives and is a member of the Desert Mountain team, Carlos’s Walk number by the end of the year.

MATCHMAKER—FOLLOW THESE VALLEY TOtoMODERNIZE AND and that’s why I love working with first-time homemake the American Dream possible for themsel her clients can count on. She knows how to harness Club, which sports seven world class golf courses and funds for the annual 8 DATING RULES TO ENSURE BUSINESS buyers.

I listen and try to explain clubhouses, all the MONETIZE ins and outs.”milesIYOUR can’t tell you howand many people don’t think owni the power of the Sotheby’s International Realty brand twenty of private hiking biking 3, 2020. “We’ve been As a Realtor, Carlos prides himself in getting to know Likewise, Brandey places great emphasis on the interhome can become a reality, and that’s why I love YOU YOUR CLIENT whichMATCH provides a global network of 990 offices in 72 trails, and a lifestyle that is second to none. nosed in 2015, and it’ his clients and provides a high level of service when personal component of every home bought or sold.

“I educational aspect of what I do. There’s nothing m countries and territories with HOME more than 22,500 affiliWITH THE PERFECT 21) WHAT THE FIRST THING on June 15th or selling a home.

In his short years the my knowledge build my businessbuying from relationships,” she says.

“Tothree rewarding than in sharing and2019,” suppor ated sales professionals worldwide.

FOR THEM below: YOUclaim DO aAFTER WORK SAYS business, he it’s canrelational. already business that’sthis 25% me, it’s not just transactional, People people through process.” knowthat I really and I’mand very active in my commurepeat referral clientele.

“IYOU believe clients respond There are many other factors havecare contributed to http://web.alsa.org/site/TR? ABOUT nity.

I work hard to maintain those connections, and I to my level of customer service,” he says.

“I’m incredCheryl’s professional success, including her strategic https://www.facebook.com 13) CREATIVE MEDITATION FORof happy families. That’s why a very and big network and effective marketinghave strategies her commitibly responsive, which is so important in this business.”

TOP TIPS AND https://www.bonfire.com/ THE ESTATE soPROFESSIONAL many of my clients become friends.24) We’re living AGENT mentREAL to providing excellent customer service.

“Being Clients also appreciate his versatility as an English and age, but it’s still important toQUESTIONS maintain that FOR CHOOSING available for my clientsinisa digital paramount toSpanish providing speaking agent as well as his tenacity to ensure In his free time, Carl personal touch and out.” an exceptional real estate experience,” shereach explains.

YOUR LISTING AGENT

a successful transaction. He epitomizes hard work

including going to mo

questions. He handled all the negotiations quickly and

to my community.”

Cheryl absolutely achieves that objective, as made energy, and efficiency. also a “huge sports fa Whenreviews listingshe properties, Brandey accounts for every evident by the many glowing has received element of the process, beginning with high-end for her services. When asked about their recent transthat showcases homes in their most Carlos’ website is filled with stellar testimonials from As for his plans for th action with Cheryl, Bobdocumentation and Ingrid Wimmer stated, immersive light. From there, listings are distributed clients.

N. Rioux wrote: “Carlos has made my house to grow the Jones Catalin To learn more about Brandey “We had the pleasure of working with Cheryl on the For more information about Cheryl D’Anna, across a range of hunting online listing platforms and social adventure a very pleasant experience.

Carlos agents. Eventually, he email brandey@dibiaseteam.com, sale of our home in Desert Mountain and subsequent Phone 310-734-1440media | Faxoutlets, 310-734-1440 please call 480-319-3800 netting very ideal buyer and short order.

Heorwas a brokerage. purchase in Mirabel. Her customer service was and profes-knowledgeable with the Tuscon area.call 623-206-0439, or visit“This is Likewise, Brandey has been an Arizonaemail resident since Cheryl.Danna@russlyon.com always available to take my calls and answer all my sionalism are the best we have experienced in of all notes.

“And I plan to mag@topagentmagazine.com | www.topagentmagazine.com facebook.com/DiBiaseTeam 1995 and is well-verse in the area’s marketplace, www.

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Copyright Top Agent Magazine Copyright Top Agent Maga Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published To for learn more about Carlos Lizarraga, email yourhomepro materials, Top Agent Magazine cannot be held responsible opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. visit carloslizarraga.myrealtyonegroup.com, or call ( Published in the U.S. https://

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 6

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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OLEG BORTMAN Top Agent Magazine

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Top Agent Oleg Bortman and his team at The Brokerage serve the Phoenix area, as well as Scottsdale and Paradise Valley.

A significant portion of his business comes from repeat clients, and he also works frequently with out-of-state buyers.

Oleg Bortman began his real estate career as an investor in the late ’90s and became a licensed agent in 2009. He and his partner, Tucker Blalock, co-own The Brokery, a boutique residential brokerage that offers clients white-glove service during the entire home buying and selling process, from start to finish.

Throughout his years in the business, Oleg and 8Copyright Top Agent Magazine

his team have become known for their excellent knowledge of local markets, their impressive marketing reach, and the top-level quality of the overall experience they provide.

Oleg and his team at The Brokerage serve the Phoenix area, as well as Scottsdale and Paradise Valley. A significant portion of his Top Agent Magazine

business comes from repeat clients, and he also works frequently with out-of-state buyers. “We offer the complete experience,” Oleg explains.

“By having great vendor partners, we are able to seamlessly manage the whole process for out-of-state buyers.”

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Oleg’s deep knowledge of the area, including local markets within larger ones, makes him an especially valuable guide to clients who are looking for a home. “We don’t ever recommend a client buy a house that we ourselves would not buy,” he says. “We’re not chasing Copyright Top Agent Magazine9

“Having a full-time marketing director, graphic designer, and transaction manager in-house helps us provide honest and local content,” Oleg says, “not just the sort of generic, canned information you might get from big marketing companies.” a paycheck. We’re helping them find the perfect home. We’re willing to advise our clients to walk away from a home if it’s not the right fit for them, and we will keep looking until we find the right one.”

marketing director, graphic designer, and transaction manager in-house helps us provide honest and local content,” Oleg says, “not just the sort of generic, canned information you might get from big marketing companies.”

Staying in touch with past clients is important in maintaining connections, and Oleg and his team work with a local marketing company to maintain their database and stay current with their contacts. Their in-house marketing team also spends the time and effort to regularly update their social media with information that clients will find useful. “Having a full-time

When it comes to marketing their listings, Oleg and The Brokery invest heavily in both print and online marketing. They use professional photography to help a home stand out in listings, which are then syndicated to every major housing website. Their listings reach over 60 countries worldwide. The results are impressive: last year, the company sold a volume of

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approximately $190 million. The Brokery is one of the top boutique firms in the valley.

Oleg and his team at The Brokery take an active role in their community, supporting local charities and organizations. For the past four years, Oleg has been on the board of Fresh Start Women’s Resource Center. The Brokery Top Agent Magazine

also sponsors the TGen Foundation for medical research, and Oleg’s partner, Tucker, is on the board for Colleen’s Dream Foundation, an organization dedicated to ovarian cancer research.

When he is not working or giving back, Oleg loves to spend time with his family. He has Copyright Top Agent Magazine 11

two children, a boy and a girl, and coaches his son’s soccer team. He also enjoys playing tennis and going out for a nice dinner with his amazing wife of 13 years.

In the future, Oleg and his team plan to continue expanding their reach. They are in the

process of opening their third and fourth offices in the coming months, with more to come. “I want each office to retain the boutique feel,” Oleg says. “We want to keep it to only about 15 or 20 agents per office, who will truly be the experts of those individual neighborhoods.”

To find out more about Oleg Bortman, please call 602.402.2296, visit thebrokery.com or email oleg@thebrokery.com www.

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 13

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

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For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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DREW SMITH

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DREW SMITH

Top Agent Drew Smith serves the greater Tucson region in Arizona, with a small team by his side. “We’re very transparent and honest,” he says. “We bring a lot of integrity to what we do.”

When Drew Smith set out to work in real estate, he had one goal in mind: to help others.

Specifically, Drew wanted to help veterans and military members, a population he felt wasn’t getting the attention they deserved when it came to buying or selling a home. “I was in the Air Force, and I wanted to be a legitimate resource for others in my situation,” he explains. It was when he bought his first home with a VA loan that he felt the desire to work as an agent. “I was super excited about it and just wanted more people to know about their opportunities. So I transitioned out of the Air Force and into real estate, finishing up my schooling when I got back from deployment on R&R in February 16

2017.” He made a sale the first day he activated his license. “I remember showing up and not knowing anything, and next thing I knew I was writing an offer for one of my friends in the Air Force.”

It’s safe to say Drew hit the ground running, guiding as many people as possible towards their dreams of homeownership. Today he serves the greater Tucson region in Arizona, with a small team by his side. The vast majority of his business consists of repeat clients and referrals, a testament to his authenticity and commitment to going above and beyond expectations. “We’re very transparent and honest,” he Copyright Top Agent Magazine

says. “We bring a lot of integrity to what we do, and we’re always there for them.” Drew just wants what is best for his clients, never pushing them to buy or sell. “We never dwell on anything, there’s a lot of enthusiasm and energy behind what we do. It’s not about money for us, it’s always been about the people and those relationships.”

After the transaction, clients leave reviews about their time together, wanting to spread the word about his work. One recently said, “Drew explained the pros and cons and let me make my choice for each home we viewed.

He also worked together with the loan agent to ensure my closing costs were known up front each time I moved forward on a house.

Despite backing out on several houses, he remained positive and patient, but honest on successive houses. I highly recommend working with Drew on your home purchases!”

When Drew isn’t working, he’s giving back to the community through his church, where he leads the men’s ministry. Drew is also involved in three local charities, including 1MISSION, a non-profit that builds homes in Mexico. He is also involved with Beads of Courage, a program through his church which supports kids with illnesses in the hospital, and the Erik Hite Foundation which provides a child care center and family outreach programs for the children of first responders and military personnel.

As Drew grows his business, his goal is to continue providing great service. “We never want to sacrifice our values or our service.

We will continue to add agents to our team and help more families. Empowering our clients with knowledge and providing support is our main focus.”

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For more information about Drew Smith, call 520-789-6430 or email drew.smith@kw.com Copyright Top Agent Magazine 17

5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon 18

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public Top Agent Magazine

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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CHERYL D'ANNA Scottsdale, Arizona’s top agent Cheryl D’Anna – of Russ Lyon Sotheby’s International Realty - has more than thirty years of experience working with buyers and sellers in the luxury real estate market. She is consistently ranked among the top 3% of agents in the Grand Canyon State, and she is the founder of “Elevating Luxury Properties” which is a team of professionals nationally recognized for being one of the nation’s best.

Cheryl began her career in real estate working as the national sales representative for the Scottsdale area community of Desert Mountain. “My first introduction to real estate was in the luxury market,” says Cheryl. “At Desert Mountain, it’s the lifestyle that attracts buyers from all over the country.”

Cheryl has closed more than $185 million In the past 10 years and has built her reputation on trust and expertise as well as an unsurpassed level of dedication that her clients can count on. She knows how to harness the power of the Sotheby’s International Realty brand which provides a global network of 990 offices in 72 countries and territories with more than 22,500 affiliated sales professionals worldwide.

There are many other factors that have contributed to Cheryl’s professional success, including her strategic and effective marketing strategies and her commitment to providing excellent customer service. “Being available for my clients is paramount to providing an exceptional real estate experience,” she explains.

Cheryl absolutely achieves that objective, as made evident by the many glowing reviews she has received for her services. When asked about their recent transaction with Cheryl, Bob and Ingrid Wimmer stated, “We had the pleasure of working with Cheryl on the sale of our home in Desert Mountain and subsequent purchase in Mirabel. Her customer service and professionalism are the best we have experienced in of all 20

the real estate transactions we have been involved with. Her attitude is positive all the time. Her work ethic is the best we have ever seen. Above all she, as a person, is the most honest and ethical we have met in a long time.”

When she’s not working, Cheryl enjoys hiking with her husband and Red Heeler, golf and yoga. She is also a committed philanthropist, and currently sits on the Board of Directors for the non-profit organization Golf Fore Africa, which provides clean drinking water via drilling of wells in small villages on that continent. Cheryl alone has funded two of these wells and witnessed their installation, while raising over $100,000 for this important cause.

Cheryl’s plans for the future of her business include continued growth and representation of the Sotheby’s brand in her local community of Desert Mountain, where she lives and is a member of the Desert Mountain Club, which sports seven world class golf courses and clubhouses, twenty miles of private hiking and biking trails, and a lifestyle that is second to none.

For more information about Cheryl D’Anna, please call 480-319-3800 or email Cheryl.Danna@russlyon.com Top Agent Magazine Copyright Top Agent Magazine

What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 22

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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Top Agent Magazine

BRANDEY JONES Brandey Jones hadn’t anticipated a career in real estate, but when her brother—a broker and twenty-year industry veteran— encouraged her to get involved, Brandey ultimately took the leap. “I knew I loved working with people,” she remembers, “and I like to see others succeed and help them along on their path.” Now, three years since her industry debut, Brandey has carved out a reputation for her insight, educational streak, and personal touch.

Today, Brandey spearheads her work as part of the DiBiase Team with RE/MAX Professionals, serving clients in Arizona’s Maricopa County, particularly the northwest valley. There, almost the entirety of her business is driven by repeat and referral clientele who confidently rely on Brandey’s knowledge, experience, and proven track record to date. “I’m very personable,” she explains. “I’m the type of agent that no matter what your timeline is, what your questions are, I’m here. I take the time to do the research and explain the process, and that’s why I love working with first-time homebuyers. I listen and try to explain all the ins and outs.”

Likewise, Brandey places great emphasis on the interpersonal component of every home bought or sold. “I build my business from relationships,” she says. “To me, it’s not just transactional, it’s relational. People know I really care and I’m very active in my community. I work hard to maintain those connections, and I have a very big network of happy families. That’s why so many of my clients become friends. We’re living in a digital age, but it’s still important to maintain that personal touch and reach out.”

When listing properties, Brandey accounts for every element of the process, beginning with high-end documentation that showcases homes in their most immersive light. From there, listings are distributed across a range of online listing platforms and social media outlets, netting ideal buyer and short order.

Likewise, Brandey has been an Arizona resident since 1995 and is well-verse in the area’s marketplace, Top Agent Magazine

inventory, and networks, providing her clients with a local’s proven expertise.

Last year, she closed roughly twenty-two transactions, eighteen of which were referrals—a testament to both her staying power and the high esteem with which her clients regard her.

Beyond the office, Brandey gives back to her community through various animal rescue efforts. In her free hours, she most enjoys time spent with family and loved ones, hockey, camping, and staying active. Looking ahead, Brandey intends to keep momentum going strong as she continues to build her business in the community she calls home.

Now, with three sterling years of experience and a bright future surely ahead, Brandey Jones consider what she enjoys most about her chosen field. “I love the people aspect of what I do,” she says. “Everyone has a story, and I love watching the people I help work hard to make the American Dream possible for themselves.

I can’t tell you how many people don’t think owning a home can become a reality, and that’s why I love the educational aspect of what I do. There’s nothing more rewarding than sharing my knowledge and supporting people through this process.”

To learn more about Brandey Jones email brandey@dibiaseteam.com, call 623-206-0439, or visit facebook.com/DiBiaseTeam www.

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 24

Top Agent Magazine

Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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Top Agent Magazine

CARLOS LIZARRAGA Carlos Lizarraga was literally born into the real estate business. His father was a Realtor in Southern California. His mother got her license in 2004 when the family moved to Tucson, Arizona. Raised in Tucson, Carlos always showed an interest in being a positive member of the community. “I guess I learned early on about the importance of understanding the goals and needs of others,” he says. “As a child I started my own small business selling Mexican candy that would otherwise be unavailable to most. That was my first taste of selling and making clients happy. I also paid my ‘workers’ in candy.”

Carlos got his license in 2017 and went into business with his mom, forming the Catalina Property Group which covers Tucson and its immediate environs. So far, he’s brought in $2 million and he forecasts tripling that number by the end of the year.

efficiently. This by far has been the best home purchase.”

Carlos admits he hasn’t had to do much marketing in the current housing climate.

“Tucson has been very active due to low inventory,” he says. “Before I’ve even had a chance to put out a ‘coming soon,’ I have multiple people calling in about it.”

What he loves most about his job is the ability to help clients realize their goals.

“From the moment an offer is accepted to the moment when I hand them the keys is an incredible experience,” he says. “They are so happy that they’re getting the home of their dreams. You’ve got to love that.”

In his spare time Carlos is passionate about his involvement with the ALS Association Arizona Chapter. His team, Carlos’s Walking Fiesta, is currently raising funds for the annual Walk to Defeat ALS on October 3, 2020. “We’ve been attending since my dad got diagnosed in 2015, and it’s been one year since his passing on June 15th 2019,” he notes. Links to donate are below:

As a Realtor, Carlos prides himself in getting to know his clients and provides a high level of service when buying or selling a home. In his three short years in the business, he can already claim a business that’s 25% repeat and referral clientele. “I believe clients respond to my level of customer service,” he says. “I’m incredibly responsive, which is so important in this business.”

Clients also appreciate his versatility as an English and Spanish speaking agent as well as his tenacity to ensure a successful transaction. He epitomizes hard work energy, and efficiency.

http://web.alsa.org/site/TR?fr_id=14384&pg=team&team_id=390015 https://www.facebook.com/CarlossWalkingFiesta https://www.bonfire.com/carloss-walking-fiesta-2020

Carlos’ website is filled with stellar testimonials from clients. N. Rioux wrote: “Carlos has made my house hunting adventure a very pleasant experience. Carlos was very knowledgeable with the Tuscon area. He was always available to take my calls and answer all my questions. He handled all the negotiations quickly and

As for his plans for the future, Carlos wants to continue to grow the Catalina Property Group by adding agents. Eventually, he hopes to turn the business into a brokerage. “This is the work I was meant to do,” he notes. “And I plan to stay committed to my clients and to my community.”

In his free time, Carlos enjoys a variety of activities, including going to movies, bowling, and karaoke. He’s also a “huge sports fan.”

To learn more about Carlos Lizarraga, email yourhomeproagent@gmail.com, visit sellandbuyintucson.com, or call (520) 979-1093 www.

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