California 2-12-17

CALIFORNIA EDITION

5 TIPS TO GET NEW CLIENTS 6 METHODS FOR BUILDING BETTER EMAIL LISTS FEATURED AGENTS

DOROTHY CARTER & MICHAEL ORLAND GAYLE WEISS COVER STORY

GARRETT CHAN

TOP 4 WAYS TO JUICE UP YOUR OPEN HOUSE STRATEGY

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CALIFORNIA EDITION

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GARRETT CHAN

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GAYLE WEISS

CONTENTS 4) 5 TIPS TO

GET NEW CLIENTS

14) 6 METHODS

FOR BUILDING BETTER EMAIL LISTS

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DORO

By prese personal to advantage technology techniques, Homes and solidifying Eastside L while, as co DOROTHY CARTER Los Feliz, Beachwood, Silver Lake and Mt. W their Renaissance that began in the 1990s, so & MICHAEL ORLAND co-owned by Dorothy Carter and Michael Or of Estate Properties with Keller Williams-Los Michael specialize in providing high-end buye peerless service and attention to detail.

“We’ve been doing this for such a long time t mendous presence with agents across the city t Malibu,” says Dorothy, who entered real estate ago under the tutelage of two top Los Feliz R time. Michael, who is Dorothy’s son, formally en 17 years ago. A summer job with Dorothy while his eyes to the fact that real estate as his calling. T ingenuity during the steady revitalization of East them grow their image as well as their business.

19) TOP 4

WAYS TO JUICE UP YOUR OPEN HOUSE STRATEGY

In an area where elegant, grand old houses of have been restored to their architectural bea Michael often sell homes built by noted archi owned by celebrities. Recent sales included Mediterranean estate and a 1933 Webster and Colonial-style home interpreted for the South Phone 888-461-3930 | Fax 310-751-7068 mate. “Young Hollywood started discoverin mag@topagentmagazine.com | www.topagentmagazine.com about 20 years ago and, when they come, more ing,” says With little need for new No portion of this issue may be reproduced in any manner whatsoever without prior consent of theDorothy. publisher. Top Agent many, urbanized industrial spots now burgeo Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published entertainment shopping, the region is still r materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied byand its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S.

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much

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house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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GARRETT CHAN

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Garrett Chan of RE/MAX Premier Properties in Pasadena, CA, measures his success less on financial achievements and more on the quality of the service he provides each and every one of his satisfied clients.

Hailing from a background in architectural interior design focusing both on hospitality and high-end residential, he has worked on hotels around the world and custom luxury homes around Southern California and New York City. His experiences in interior design have shaped his ability to listen and to understand his client’s needs and address their concerns. Paired with his genuine desire to help allows him to truly achieve his client’s Copyright Top Agent Magazine 8

goals, making the process of buying or selling a home a desirable experience.

A commitment to the highest levels of customer service and his efficient coordination of the often trying home buying process are among the hallmarks of Garrett’s approach to real estate, as his many five-star reviews on Zillow can attest. Reads one: “Garrett helped me purchase a home and was very helpful in guiding me through the process. He was very efficient in coordinating showings and working with sellers, lenders and escrow to make sure that everything moved along smoothly and allayed what stress I had about the process.”

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“Garrett was very efficient in coordinating showings and working with sellers, lenders and escrow to make sure that everything moved along smoothly and allayed what stress I had about the process.”

Relatively new to the industry, Garrett has already established a very individualized approach to sales. Primarily a buyer’s agent, he eschews the hard sell and prefers a more authentic approach to working with his grateful clientele. While other agents bombard their past clients with email blasts and bulk mailings, he prefers a more old-fashTop Agent Magazine

ioned, genuine style. “My clients appreciate it,” he says. “I’ll send out handwritten cards instead of emails. I’ll just pick up the phone and call them, and I enjoy stopping by and having a cup of coffee with them. I had a client invite me into the hospital after their child was born, and I’ve gone to parties at their houses.”

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Honesty is paramount to Garrett as well. “I’ve always been extremely honest with my sellers and buyers, and I think they appreciate it.

The way I see it is that buyers are extremely busy, too. Sometimes I can be blunt, but I don’t believe in wasting anyone’s time.”

“I can’t help it,” he laughs, “I just love talking to people.”

While selling all of sprawling Los Angeles County, Garrett has a special fondness for his own neighborhood, Pasadena. The genteel and historic city in Northeast LA has a rich and varied history and he is proud to call it home.

Much of his clientele is cultivated simply by his spending time in the community, and he’s even picked up a new client while sitting in Starbucks, or simply walking down the street.

Looking to the future, Garrett’s plans are simple: to continue providing the best service he possibly can to his clients. “When I first started in this business I was skeptical about how genuine sales can be,” he says. “But I decided that it was up to me to be the kind of salesman I wanted to be. So I never think of my clients as transactions. I hope to be able to continue what I’m doing for a long time, and I hope I get to meet a lot of wonderful people.”

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During the rare moments when he’s not working, Garrett enjoys spending time with his two dogs, and he’s an avid rock-climber.

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For more information about GARRETT CHAN, visit GarrettChan.com, call 626-456-0056 or email Garrett.Chan.re@gmail.com www.

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6 Methods for Building Better Email Lists

By Kendra Lee

Email lists can be a blessing or a curse. When they’re composed of real email addresses of people in your target micro-segment, and those people recognize you or your company by name, an email list is an invaluable lead generation resource. When the list is filled with contacts who don’t know of you or your company, i.e. a cold list, lead generation can be though – really tough. Likewise, if your list is populated with fake, inactive, or irrelevant accounts you’re at risk of being banned by your email software provider.

Not surprisingly, I hear from clients all the time asking how to build an email list that will get results for their campaigns.

Should they purchase? Should they attempt to build their own?

Remember that with email list building your goal is to build a list of people within your micro-segment, so quality is more important than quantity. The more similar the contacts, the easier it is to tailor your nurturing and lead generation content to their specific needs.

Here are six methods that will help you build a quality email list.

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Nurturing and lead generation activities: When you engage in social media, nurturing activities, SEO, and Adwords, those mediums provide forums for you to drive people to your website, start a conversation via a social channel, attend an event you’re hosting, and add people to your list. People who respond really do want to be part of your list.

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Membership organizations: Whether it’s through industry associations, mastermind groups, or networking events, these types of organizations provide an excellent means for collecting contact information. Generally, people will update or provide their own information because they want other members to have easy access to them so you know the data is current.

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Shared lists: By finding a peer who targets a similar microsegment with a non-competitive offering, you may be able to forge a partnership in which you promote to each other’s lists. This happens frequently within the high tech space, with consultants, and with professional services organization where they understand the value of collaboration.

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Research the web and build your own: Increasingly, we’re seeing companies comb LinkedIn, Zoominfo. com, InsideView.com, DiscoverOrg.com and other websites for contact information, and then follow-up with companies to confirm the validity of that information. This approach is time consuming, but it can be very effective. A client who we coached through this process recently got a 41% open rate on their email nurturing campaign. I really like DiscoverOrg for the detailed information they have if you’re selling in the IT or telecom industry.

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Purchase lists: There are numerous companies that sell email lists, but you need to be careful which vendor you buy from

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and how much you spend. Prices typically range from hundreds to several thousand dollars depending on list specificity and size.

One warning: Expect higher bounce rates with these lists and negotiate for that issue when you purchase. To avoid high bounce rates, look for a list company that validates the information. In this way I’ve been very pleased with ExchangeLeads for new lists and validation of current lists. If you don’t have any list, this may be the way to get started.

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Trade information for information: Sites like ExchangeLeads and Data.com community give you credit for providing contact information for companies you’ve worked with in the past. As you earn credit, you can use it to acquire lists for free. These services generally have a fee option as well, and the data integrity is dependent upon users keeping it current.

Again, look for companies that validate data to reduce bounce rates and wasted time. I really like ExchangeLeads for trading information as well as purchasing it.

Ultimately, my advice would be to focus as much on the organic list building methods (#s 1-4) as possible, and supplement with the purchased methods (#s 5 and 6) when necessary. If you start with a purchased list, plan to nurture it and build your recognition.

Don’t toss it away if you don’t get immediate results.

At the end of the day, you want to strive for list quality over list quantity. Pushing your messaging out to unwitting, uninterested, or unsuspecting prospects won’t do anything to help you close more deals.

Contact details for Kendra Lee: Phone: 303-741-6636 (Old fashioned, but very effective.) Email: Info@klagroup.com (Yes, I get every one of these personally.) Twitter: @KendraLeeKLA (And I do follow all direct messages on Twitter!) KLA Group is a sales consulting and training firm focused on helping clients get more customers in the Small and Midmarket Business (SMB) segment through lead generation, prospecting, hiring and onboarding Copyright©, 2016 Kendra Lee. All rights reserved. strategies.

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GAYLE WEISS

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GAYLE WEISS While helping bring lifestyle to the rich and famous, the discretion with which she conducts her business has earned Gayle Weiss high regard in the prestigious Beverly Hills area. Gayle, a partner with Maize Weiss Luxury Estates with Nourmand & Associates, continually earns accolades for the personalized attention she provides buyers and sellers as well as her willingness to take as much time as required to meet clients’ needs. Through connections with trusted clientele and her partnership with Beverly Hills luxury real estate maven, Rochelle Maize, Gayle offers a white glove real estate service on some of the most exclusive pocket listings in Los Angeles.

Having been raised in Beverly Hills, Gayle’s familiarity with the Westside immeasurably adds to her value in representing buyers and sellers. Gayle and Rochelle’s exemplary, personalized service has led to features on the pair by The Wall Street Journal and The Los Angeles Times, but their greatest professional pleasures stem from their client relationships. “I love sharing the entire experience with our clients,” says Gayle. “It may take years from start to finish, with a lot of energy fighting for our client’s interests, but it’s wonderful to be a part of the satisfaction and joy they experience when closing on the home of their dreams.”

Having entered real estate in 1990 following a sales career for a Fortune 500 company, Gayle represents sellers and buyers in Beverly Hills and high-end communities from Malibu to Downtown LA. “We are known for our integrity,” says Gayle of the team at Maize Weiss. “We’re very loyal and respectful; each client means everything to us.” Because of the way Gayle and Rochelle conduct themselves in complex transactions, such as multiple-offer situations, other brokers enjoy working with them. “Brokers know they’re going to have a straightforward, honest and professional experience with us. We have found this practice consistently leads to a win for our clients.”

Although she thrives in the high-profile and competitive business of Beverly Hills luxury real estate, Gayle’s warm personality and devotion to community paint a picture of a woman who most cherishes the little things in life. “I’m a family girl first!” says Gayle, mentioning her supportive husband, Evan, and children, Marisa and Samuel, with whom she spends as much time as possible, traveling, enjoying the outdoors and staying involved in the community.

“I’m very involved with the Jewish Federation of Los Angeles and AIPAC - the American Israel Public Affairs Committee,” she says.

I am also a supporter of the Los Angeles County Museum of Art, Vista Del Mar and The Freedom School. Outside of real estate, her family, friends and community mean everything to Gayle.

Naturally, therefore, referrals have shaped Gayle’s business for 27 years. Service beyond compare, combined with expert negotiation skills, keeps clients coming back to Gayle and Rochelle. “Clients from across the country give us keys to their homes to let their kids in when they are home from college,” she says. “We are here for them whenever they need us.” And when preparing a property for sale, they arrange every detail. “From interior designers to contractors to audio-visual, we completely take over when our clients need us to.” Regardless of task, whatever our clients need, we are here to accommodate them and make the process as seamless as possible.”

Inside real estate, says Gayle, “We get involved with our clients to the highest possible degree and love what we do.” Having worked in real estate for so long, Gayle has weathered the changes and still believes real estate is an extraordinary business. “We have the privilege of being involved in some of the most personal and important decisions people make in their lives,” says Gayle, who is eager to describe the promising future for Maize Weiss Luxury Estates. “Rochelle and I are actively researching and working on cutting-edge plans that will enhance the real estate experience for our clients, and take them to the next level of Real Estate!”

To learn more about Gayle Weiss, visit nourmand.com/agents/15688-Gayle-Weiss and maizeweissestates.com, email gaylemweiss@gmail.com or call 310.880.7948 www.

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Top 4 Ways to Juice Up Your Open House Strategy

by Rob Flitton

I go to open houses, but not just because of my profession or interest in architecture and interior design. I go to open houses to see how effective real estate agents are at selling. It has been rather eyeopening because there is very little selling going on—the average open house strategy needs work.

1.Build a Dynamic Open House Booklet After they leave, open house visitors will discard a one-page for-sale info sheet naming a home’s features. But they will keep, and possibly use, a 6 or 8 page booklet loaded with interesting items that directly solve problems for them.

Perhaps “selling” is considered an outdated skill, or that it feels socially awkward for agents to be regarded as a salesperson. But if you’re a real estate agent, you are a salesperson. At most of the open houses I go, I see money floating out the door every time a visitor leaves because of the agent’s inability or refusal to sell.

It will require some strategic thought to nail the content and design, but perhaps include: (i) descriptives about the benefits of buying the property you’re showing, and not just data, (ii) compelling reasons why they should consider working with you along with a web link to search for listings on your website, (iii) a web link telling them how to get a prompt, written estimate on the value of their home, or to find out what other homes in their neighborhood sold for, (iv) possible discounts on real estate related services—maybe a reduction in fees from your preferred lender, or a reduced home inspection price, (v) possible discounts on non real estate related items.

An open house is a lucrative opportunity to find buyer or seller clients –selling the listing itself may also be the goal, but an agent should not pass up this chance.

There are 4 distinct strategies an agent can immediately employ to juice up their open houses and get awesome leads.

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If Ifyou youcombine combinethis thisdynamic dynamic booklet booklet with properly trained closing with properly trained closing lan lan-guage, guage,asastouched touched upon upon below, below, it it is is something something the the average average person person will will either keep and use or pass along either keep and use or pass along to to someone someonethey theyknow. know.AAwell well designed designed booklet bookletcan canbring bringyou youaalot lotof ofbusiness. business.

interesting data—andthey theyare arevoid voidofofinteresting data—and or problem-solving problem-solvinginformation. information. or

the square footage, and the standard

neighborhood is very appealing.

2.Work The TheNeighborhood Neighborhood 2.Work A few few days daysprior priortotoyour youropen openhouse, house, A find the the names namesand andaddresses addresses(from (from find tax records—or records—orelsewhere) elsewhere)of,of,say, say, tax 2020 homes in in each each direction directionfrom fromthethe homes Pre-internet, both both open open houses houses for open Pre-internet, open house. house. resalelistings, listings,and andmodel model homes homes for resale newconstruction, construction,relied relied on on strategic strategic For For the the cost cost ofof postage postageand andsome some new collateralmaterials materials(handouts). (handouts). Vis- sweat-equity, sweat-equity,mail mailaapostcard postcardtotothese these collateral itorswere wereostensibly ostensiblylooking looking at at sev sev-- 80 80 homeowners homeownersinviting invitingthem themtotothethe itors competitorsatatthe thesame same time, time, so so open eralcompetitors eral open house house and and offering offeringsomething something collateral materials had to have the unique and compelling—perhaps collateral materials had to have the unique and compelling—perhapsa a inging powertotobring bring them them back back to to your your drawing giveawayfor forthose thosewill will power drawingor orgiveaway site—a great great call call to to action, action, eyeeye- to to provide providetheir theiropinion opinionononthe theasking asking site—a catching color, identification of the price of the home (and the entry card, catching color, identification of the price of the home (and the entry card, of course, will net you their email benefits of buying your product. of course, netnumber). you their email benefits of buying your product. address and will phone People address and phone number).

Yet at open houses today, I primarily are generally nosy and like toPeople be are generally nosy and like to Yet at open houses today, I primarily see bland information sheets dis- validated, so asking for their opinionbe validated, so hap asking for intheir see blandfeatures—the information listing sheetsprice, dis- on cussing something pening theiropinion own on somethingishap pening in their own cussing features—the price, neighborhood the square footage, andlisting the standard very appealing.

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And, it is best to mail them again right after the open house to talk about what happened.

“From our Saturday open house, we discovered 3 qualified and eager buyers that are now looking for a home in this neighborhood—if you would like to know what your home is worth for these buyers to consider, please give me a call.”

dynamic booklet and say: “Please enjoy our open house, and am hoping you’ll do me a favor. This booklet is loaded with great information about, and if you become interested at some point in buying or selling, would you please call and give me the opportunity to earn your business? Or if you happen to know someone now who is looking now, would you kindly pass this booklet onto them?”

Also, adding on door-knocking or If they reply with a “don’t know” type flyer-hanging to your mailings boosts of answer this usually means they are your neighborhood equity even more. indeed looking but are just not ready yet to reveal this to you, so you will 3.Close and Qualify need to work to make a connection.

Engage every single visitor in closing Good consultative sales connections dialogue, because every single visitor are made when you can make them feel you’re not pushy and are able to is there for a reason. directly resolve their problem.

While smiling, with shoulders erect, and maintaining suitable distance, A “yes” type of response is great, but look them in the eye and offer your you should take the qualifying step of handshake while stating your full asking them if they’re working with another agent. If they are, the dyname and company—and then ask: namic booklet comes in handy again: “Are you out looking to buy a home “If for any reason your agent is today?” unavailable to show you homes, I can be reached at the phone number in There are 4 categories of answers, this booklet. Plus, it contains fantastic and any answer they provide is an resources for searching online and a opportunity to get to the marrow of discount on financing.” what they need. There are “nos”, “don’t knows,” “yeses,” and “other.” If you can’t get a sandwich, get a bite.

If they are definitive about looking, If they reply with a “no” variety of and don’t have an agent, then they are answer, then you can hand them your available for you to work with and Top Agent Magazine

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here again you need the right type of closing and qualifying dialogue.

The goal here is to evoke from them their home-buying goals so that you can match and narrow down to a single opportunity. It’s a mistake to present multiple listings to a buyer at once. Ask broad questions and then narrowing questions followed up by “if-then” questions.

Example: “What types of functions do you want in your new home, or activities near your neighborhood?”

Followed by something like, “is the number or size of bedrooms important to you?” Followed by, “so if I can show you the kind of home we just described, are you ready to go see it and possibly make an offer?”

4.Have Interactive Tech Tools Onsite It is the worst feeling to engage someone as a potential client at an open house and then have no tools available to solve their problem— don’t assume they aren’t going to want to do business right away.

If you’re engaging a potential buyer, you better be able to instantly gratify their desire to see viable homes online so internet access and an easily view-able screen are necessary. They may ask you to go see other homes in-person, so you need to have a coagent available to either show them those homes, or spell you off as host while you do. You may be asked to write up an offer for them so you will need the tools and ability to create and e-sign documents.

Naturally, any objections or “nos” you receive in this process are just fan- When a potential listing client is in tastic opportunities to learn about their front of you, you need to be able to needs and earn a connected trust. show them recent comparable sales and may even be asked to list their The “other” thing they might tell you home and will need the tools and is that they’re not a buyer at all, but a ability to create and e-sign documents potential seller. Potential sellers often for taking that listing. go to open houses to find out how their home stacks up, but are you It happens sometimes—but it never aware what the number one reason happens if you’re not ready. they attend open houses is?

Potential sellers go to open houses to Rob Flitton is a Seattle Real Estate Mardirectly or indirectly interview you, a keting specialist helping independent agents to increase their income. Email Rob potential listing agent. And they hire robflitton@gmail.com at any time or call/ confident, prepared professionals. text him at 206-612-2314.

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DOROTHY CARTER & MICHAEL ORLAND By preserving traditional, personal touches and taking advantage of leading-edge technology and marketing techniques, Carter Orland Fine Homes and Estates is further solidifying its reputation in Eastside Los Angeles. Meanwhile, as communities such as Los Feliz, Beachwood, Silver Lake and Mt. Washington continue their Renaissance that began in the 1990s, so does the business co-owned by Dorothy Carter and Michael Orland. Co-Directors of Estate Properties with Keller Williams-Los Feliz, Dorothy and Michael specialize in providing high-end buyers and sellers with peerless service and attention to detail.

“We’ve been doing this for such a long time that we have a tremendous presence with agents across the city to the Westside and Malibu,” says Dorothy, who entered real estate more than 25 years ago under the tutelage of two top Los Feliz REALTORS® at the time. Michael, who is Dorothy’s son, formally entered the profession 17 years ago. A summer job with Dorothy while in college opened his eyes to the fact that real estate as his calling. Together, the team’s ingenuity during the steady revitalization of Eastside LA has helped them grow their image as well as their business.

In an area where elegant, grand old houses of “Old Hollywood” have been restored to their architectural beauty, Dorothy and Michael often sell homes built by noted architects or previously owned by celebrities. Recent sales included a classic, 1920s Mediterranean estate and a 1933 Webster and Wilson traditional Colonial-style home interpreted for the Southern California climate. “Young Hollywood started discovering this part of LA about 20 years ago and, when they come, more buyers start noticing,” says Dorothy. With little need for new construction and many, urbanized industrial spots now burgeoning with dining, entertainment and shopping, the region is still rising in prosperity.

Clients of Carter Orland Fine Homes never have to choose between modern or traditional approaches to marketing their listings. They receive both, every time. The team is always open to new ways of doing things. In their traditional approaches, they leverage close affiliations with the top 300 agents across LA through personalized, targeted outreach and in-person interactions. “We also still do print advertising,” says Michael. “In marketing yourself and your listings, you have to reach every possible place a buyer could be,” And of course, they are all over the web. The team’s listings receive staging consultations and strong online exposure that can include custom websites and virtual tours plus tailored property descriptions of Eastside LA’s unique architectural gems.

“We want to be as cutting edge as possible without losing the human part of our business,” Michael says. “To be a really great agent, both parts need to be represented.” Dorothy adds that the team’s clients remember them for their honesty and openness.

“We give the bottom-line truth the whole way,” she says. One of the biggest issues in real estate these days, she says, is the glut of information available for people to misinterpret. “Home purchases and sales are often the biggest financial exchanges of people’s lives,” says Michael. “We feel a tremendous responsibility to keep them fully informed and educated while representing their interests at the finest level.” Even after more than 25 years, both Dorothy and Michael feel challenged and inspired by that mission on a daily basis.

To that end, the team looks to the future with optimism. Michael has been actively mentoring agents at the Keller Williams Branch.

“As those agents develop, we hope to build out a small and incredibly talented team,” says Dorothy. Michael adds that, in his mind, the future of real estate rests in the hands of agents themselves.

“It’s only a matter of time before someone has another revolutionary idea that will be a major disruptor,” he says. “It’s important that we agents are the ones coming up with those revolutionary ideas and deciding where our industry is going.”

To learn more about Dorothy Carter and Michael Orland, visit carterorlandestates.com, email DorothyCarter@KW.com or michaelorland@kw.com, or call 213-703-1001 www.

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