California 4-2-17

CALIFORNIA EDITION

Creative Ways to SAY THANK YOU

Is FINDING A NICHE MARKET Right For You?

FEATURED AGENTS

SILVIA AMADOR AL MORIDI DR. MARY SAWYER CHRISTIAN STONE COVER STORY

BRANDON JOAQUIN

DO YOU ADD CONSISTENT VALUE FOR YOUR BUSINESS and for Your Clients?

NEWER AGENTS: More Questions to Ask Yourself— Are You Stumbling or Up and Running?

7 Deadly Sins of PERSONAL BRANDING

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LOS ANGELES EDITION

7

19

26 AL MORIDI22 DR. MARY SAWYER

21

“It’sSawyer, funny—when all isbegan said a Before entering real estate nearly Dr. Mary CCIM 30 years ago, Al Moridi buying was pier for my clients than they real estate at age nineteen, looking for a line of work along that with reallyher be husband, paying them,” Al say a profesous.

The passion he feels for t allowed him to do one thing— sional baseball player at the time. from serving clients is eviden help people. “Everything I have During his seasons with the New is because of human beings.

I Yankees and San Diego Padres York love working with people, respectively, but WhenMary it comes to marketing would spearheadhi eted approach. He uses every at the company I was with back efforts to buy a fixer-upper and then, latest technological advance then, got to aSAWYER point where it BRANDON JOAQUIN SILVIA AMADOR AL MORIDI DR.it MARY during the off-season, she andCHRISTIAN her husbandSTONE would spruce it sends out mailers, makes calls was just the desk and me,” Al up and sell it for a profit. After ten years of personal experisome. However, he stresses t says. “That’s the main reason I ence in real estate, intelligently growing their wealth, Mary’s type of outreach unique to the got into real estate.” Al is now an award-winning realtor and husband retired, and she decided to reposition their efforts leader of The Al Moridi Team at Intero Real Estate Services newBay enterprise over thirty Serving years ago.

Portfolio his Today, community, both in Cupertino. Together they into servea the Area, focusing Properties goes far beyond the scope of the average of Al’s main goals. property He cont primarily on Santa Clara County. management company, its leaderscan wielding insight anda Cancer keen Society as well experience in long-term wealth accumulation and the buildAl and his wife raised their children in the Bay Area. Today Clara, which aims to empowe ing ofalongside lucrativehim, financial With decades firsthandre county’s youth. Ifofsomeone his two sons, Nima and JP, work takingportfolios. up experience guiding clients securefor financial futures, available the Second Harv their father’s philosophy of putting clients first and lettingtoward Maryofhas a masterful empowering she happily pick up thethose donations success follow. Nearly 50 percent Al’scrafted business is based career works with. nization. “If there’s somethin on repeat and referral clients—the rest is earned through from me,” Al says. In 2016, fo active prospecting and advertising. Clients quickly take With a motto like “Building Youthe Can Bank On,”of Portnotice of his dedication, knowledge, and strong work ethic.Wealth tacted team in need boo folio Properties works with investment properties and clients Al asked how much and wrot After a closing, he’ll keep in touch with clients at least once acrossup thetheUnited Having earned a CCIM designation, a month, mailing a note or picking phoneStates. for a quick or Certified Commercial and “It’s Member, a blessingMary to be in thisher bu chat. “Sometimes we’re not even discussing real estate,”Investment Al helping people,” Al says of says. “My clients are like myteam family. know I’llcapable take professionals of They exceedingly provide comrecession, countl care of them.” prehensive asset management services to Al theirassisted high-profile difficult in time.

He clients. From all the physical due through diligencea required acquirIn order to ensure his clients’ ing goalsand are leasing met and apreempt anyto marketing, able to savefinding their homes and d property, a tenant, bumps that may come up down road, Al time to contracts—Mary vices. “We are and all human bei and the drawing up takes appropriate her team listen and ensure they understand stepof of expertise the process.

When we help more pe have each decades at theirother. fingertips.

Whether working with a residential renter or leasing a 16,000+ sq. ft. space to a national credit tenant, Mary’s eye for detail and incisive market knowledge enable her clients to build and preserve wealth for generations. “It’s not how much you make,” Mary explains. “It’s how much money you keep and for how many generations you keep it.” With a professional ethos fixed on results-driven execution and inspiring her clientele through Phone 888-461-3930 | Fax 310-751-7068 education, Mary acts as a veteran coach to the wide scope of clients she advocates for, opening their eyes to the possibilimag@topagentmagazine.com | www.topagentmagazine.com ties before them.

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent earned a few doctorate of degrees in her day, along with Magazine is published by Feature Publications GA, Inc. Although precautions areHaving taken to ensure the accuracy published a stint as a supplied successful speaker, Mary currently serves materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts byseminar its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. as a consultant to her clients, having assembled a tightknit team of professionals to creatively problem solve and manPublished in the U.S. age Portfolio Properties ever-growing roster. As for keeping Co in touch with clients both past and potential, Mary favors a

CONTENTS

4) 7 DEADLY SINS OF PERSONAL BRANDING

20) CREATIVE WAYS TO SAY THANK YOU

13) IS FINDING A NICHE MARKET RIGHT FOR YOU?

23) DO YOU ADD CONSISTENT VALUE FOR YOUR BUSINESS AND FOR YOUR CLIENTS?

16) NEWER AGENTS: MORE QUESTIONS TO ASK YOURSELF—ARE YOU STUMBLING OR UP AND RUNNING?

To learn more about Al Moridi visit almoridi.com or call 408-252-2 www.

Top Agent Magazine

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and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish.

Compliants are thinkers. They’re always wondering how things work.

They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’s simply a must.

And the better at it you become, the to feel about you. From your photos to other and harmful at worst. To help you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills.

All rights reserved.

DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession.

It’s about being known she was already well branded her area. consulting coaching that performance coaching and for being and different in yourcompany profession.

If specializes She stated,in“When I walk into a restaurant theallimplementation sound systems Real Estate Companies, Mortgage agents were the of same, howbusiness would your in into my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies.

To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com.

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish.

In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed.

In or- always quite difficult.

It does mean over work. time Compliants are tried thinkers.

They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty.

By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle.

Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal intoorone. inspiration, knowledge and expertise to living you’ll make asqualities an agent broker.

I promise.

Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

You can have a2015 recognizable memocards, postcards, brochures, etc. Other peoCopyright©, Bubbaand Mills.

All rights reserved.

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international tently across all of your marketing plat- exposure to theirs. Repetitiveness in marconsulting andyou coaching company in only performance coaching and forms, it does little good.

In orderthat to specializes keting is not a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention.

Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com.

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5

NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle.

They also withprocedure producing content.

But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. at the same time.

In addition, it serves anbrand could be as simple as a series of They want practicality, logic, fairness and a systematic approach. When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy.

Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information.

CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC Just with visityou? www.corcorancoaching.com/behavioralstyle. your assessment. prospects to engage It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck how to you! something, can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching company that specializes in performance coaching Carr is America’s Top Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become theBubba face of their & a star in their market. BrandFace Companies and Small Businesses.

Millsbusiness is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com.

6

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BRANDON JOAQUIN

Top Agent Magazine

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BRANDON JOAQUIN Brandon Joaquin has always understood intuitively the importance of client service.

“Service Above the Rest” is his motto, and he works hard to provide the best real estate assistance to every one of his many grateful clients in the San Joaquin and Stanislaus County areas of California’s expansive Central Valley.

Something of a prodigy, Brandon began his real estate career in a fairly unique way.

While a senior in high school in 2005, he chose the real estate field as the subject of a class project and researched it extensively, also utilizing a mentor at RE/MAX Executive. His success with the project led to a weekend job answering phones at the agency, which in turn led to a new job as an assistant. In 2006, at the age of eighteen, Brandon obtained his license and began selling.

Entering the business during a severe market downturn was something of a blessing, according to Brandon. “It was really a big test for me to see if I was going to be able to succeed in this market where people were afraid to sell or buy. But I did.” Educating himself on foreclosed properties and short sales, Brandon was able to sustain himself until 8 Copyright Top Agent Magazine

the market rebounded in 2011, when he was named REALTOR of the year by his local REALTOR association. In 2016, he received the RE/MAX Hall of Fame Career Award for achieving $1,000,000 in commissions during the course of his first ten years in the industry.

Brandon’s focus on client service has resulted in a business that is based almost 80% on returning clients and referrals from past customers. “I feel that at the end of the day, the clients obviously want to sell their home for the most money, they want to get into the home of their dreams.

But more than anything, they want to be treated right, and they want to feel like they got a good deal.”

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In 2016, Brandon Joaquin received the RE/MAX Hall of Fame Career Award for achieving $1,000,000 in commissions during the course of his first ten years in the industry.

Constant and clear communication is another key to Brandon’s success, and he is a huge proponent of being up-front with all information, even when it’s bad news.

“I think that’s something where our industry needs so much improvement; agents being able to deliver bad news and deliver it fast, in the right way. That’s when your clients are really going to know you’re representing their best interests.”

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Brandon, who had his best year ever in 2016 (joining RE/MAX’s Platinum Club for more than 250k gross commission income), is also active politically within the real estate world, and was that year’s President of the Central Valley Association of Realtors. “That was a big job,” he says. “I’d been on the Board of Directors for four years previously, and am currently on the Board as Immediate Past Copyright Top Agent Magazine 9

President.” During his stint as President, Brandon was able to accomplish much, though one victory stands out. “We were able to bring back our MLS as a service center in our Association. Prior to that it was at a completely different location, and our members were incredibly frustrated.

We were able to accomplish that.”

Copyright Top Agent Magazine 10

When he’s not working, Brandon loves spending time with his family, and maintains a passion for traveling, and has plans on the near horizon for a trip to Europe.

“It’s on my hot list,” he says.

Brandon’s plans for the future have recently been set in motion with the forTop Agent Magazine

Constant and clear communication is another key to Brandon’s success, and he is a huge proponent of being up-front with all information, even when it’s bad news. mation of The Home Team at his RE/ MAX office. He’s already brought on one business partner and one Buyer’s Agent, and they’ve set their goal high: helping at least 100 buyers and sellers in 2017.

Top Agent Magazine

If anyone doubts that Brandon and The Home Team can accomplish this, they obviously haven’t been paying attention.

Copyright Top Agent Magazine 11

For more information about BRANDON JOAQUIN, please call 209-608-7480 or email Brandon@reHomeTeam.com 12Copyright Top Agent Magazine

Top Agent Magazine

Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 13

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 14

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

Top Agent Magazine

Top Agent Magazine

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Newer Agents: More Questions to Ask Yourself—Are You Stumbling or Up and Running?

By Carla Cross

N

ewer agents: Are you ‘stumbling’ or ‘up and running’? It’s estimated that over 50% of new agents fail their first year in the business.

From talking with thousands of them throughout my coaching, managing and speaking career, I know why: They can’t answer the questions below. In addition, they may be getting little guidance from their manager.

Not having the combination of these two things almost assures their failure.

In an earlier article, I gave you five questions to ask yourself to truly get ‘up and running’.

Now, here are five more.

Ask yourself: Do I know how long it will take to get a sale? To get a listing? To get a listing sold? (so you can project your income) (New agents tend to wait, and wait, and wait, to get into the business ‘stream’, thinking that there is no time frame to buyers’ decisions—wrong!)

Key point: Use the time lines in Up and Running to project your income. You don’t want Copyright Top Agent Magazine 16

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Most new agents drastically underestimate their mental toughness in the face of adversity. to run out of money before you run out of time!

Do I have a method of setting goals and tracking accomplishments in the areas above— so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working).

Key point: If you know how many listing appointments it takes, for example, for you to list one marketable property, you can project with confidence your income. You have truly become independent.

Do I have a budget so I know how much money I should be spending in marketing my listings?

Key point: Creating a marketing budget from day one assures you get paid for all that work you’re doing in lead generation (Up and Running has a prototype marketing plan for you, too).

Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I Top Agent Magazine

fall off my start-up plan (to keep me from failing)?

Key point: Most new agents drastically underestimate their mental toughness in the face of adversity. Studies show that having a mentor, a coach, someone on your side, greatly increases the chances of your success.

Do I have a method to keep myself motivated and inspired to keep on keeping on (like a coach or your manager)?

Key point: All the successful people I’ve ever met have a method to ‘keep themselves up’—diaries, logs, inspirational notebooks, readings, CDs, etc.

That’s why I put so much inspiration and motivation in Up

and Running—we all need it!

Give yourself every chance to succeed to answering ‘yes’ to all of these questions. You deserve success!

Carla Cross, CRB, MA, is president of Carla Cross Seminars, Inc., and Carla Cross Coaching. She is an international speaker in real estate productivity. Carla is the author of 6 internationally published books and several productivity-producing programs for real estate agents and leadership, including the new 3rd edition of Up and Running in 30 Days. See her programs at www.carlacross.com, or contact Carla at 425-392-6914.

Copyright Top Agent Magazine 17

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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SILVIA AMADOR For 20 years, Silvia Amador has been one of the most respected Realtors® working in the lucrative Southern California market. Although she initially hadn’t considered a career in real estate, after purchasing her first home, she became intrigued with the business. “I just fell in love with the process and I quickly realized I had a lot of qualities that would make me a good agent. I was patient and I was really good at reading what people’s needs were. So that was what inspired me to take a chance and I couldn’t be happier that I made the leap.”

Silvia currently leads The Amador Realty Group at RE/MAX TRi-County, one of the most in-demand teams in the marketplace, serving all of greater Southern California but with a particular focus in Burbank, Glendale, Sherman Oaks and the entire San Fernando Valley. Silvia credits her team’s focus on providing an unsurpassed level of customer success as being key to their success. “From the start we make sure that we know what their needs are and then we advise them according to our experience. Putting client’s best interests at heart is what gives us repeat business. I’m selling properties now, to people I met when they were kids. One client recently told me that I gave her parents such hope and showed them that it was possible for them to be home owners. She was only nine, but she said she remember thinking she would hire me when she was ready to buy and she did! That meant a lot to me.”

It comes as no surprise that Silvia has a 90% repeat and referral business rate.”Our commitment to them keeps them coming back.

I never do anything just to get a commission. I’m genuinely here to serve them and they see that.”

Silvia and her team also go above and beyond when it comes to marketing their listings. They take a comprehensive approach

using both innovative and more traditional methods, everything from social media, to postcards, to door-knocking and open houses. Silvia is well-known for throwing beautiful premier open houses catered to property and location. All of her marketing plans are customized to make sure she finds the perfect buyer for every property.

Silvia is actively involved in her community, volunteering her time so numerous charities and organizations that benefit children and the elderly. She also puts her business expertise to use by putting together informative seminars and making herself available to real estate conferences. When she isn’t working she loves hiking reading, and cooking.

Although she has been a top producing, award winning agent for 20 years, for Silvia happy clients is the greatest reward. “Right now I’m just looking to maintain what I’ve built. My goal is to always find them the best house or get them the most money for their home by negotiating the best deal for them. Seeing them happy at the closing table is why I do what I do. I want my clients to know that we care. We don’t want to have a one time transaction, we want clients for life. They can always call us. We’ll be in real estate until our last days.”

To learn more about Silvia Amador call 818 -720-3232 email silviaamador2015@gmail.com or visit silviaamador.com www.

Top Agent Magazine

Copyright Top Agent Magazine 19

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

Top Agent Magazine

AL MORIDI Before entering real estate nearly 30 years ago, Al Moridi was looking for a line of work that allowed him to do one thing— help people. “Everything I have is because of human beings. I love working with people, but at the company I was with back then, it got to a point where it was just the desk and me,” Al says. “That’s the main reason I got into real estate.” Al is now an award-winning realtor and leader of The Al Moridi Team at Intero Real Estate Services in Cupertino. Together they serve the Bay Area, focusing primarily on Santa Clara County.

Al and his wife raised their children in the Bay Area. Today his two sons, Nima and JP, work alongside him, taking up their father’s philosophy of putting clients first and letting success follow. Nearly 50 percent of Al’s business is based on repeat and referral clients—the rest is earned through active prospecting and advertising. Clients quickly take notice of his dedication, knowledge, and strong work ethic.

After a closing, he’ll keep in touch with clients at least once a month, mailing a note or picking up the phone for a quick chat. “Sometimes we’re not even discussing real estate,” Al says. “My clients are like my family. They know I’ll take care of them.”

In order to ensure his clients’ goals are met and preempt any bumps that may come up down the road, Al takes time to listen and ensure they understand each step of the process.

“It’s funny—when all is said and done, sometimes I’m happier for my clients than they are. I love what I do. I should really be paying them,” Al says. He laughs though he’s serious. The passion he feels for the job and the joy he receives from serving clients is evident in his voice.

When it comes to marketing his listings, Al takes a multi-faceted approach. He uses every tool available, including the latest technological advances and traditional outlets. He sends out mailers, makes calls, hosts open houses, and then some. However, he stresses the importance of making any type of outreach unique to the individual property.

Serving his community, both locally and nationally, is one of Al’s main goals. He contributes largely to the American Cancer Society as well as The Optimist Club of Santa Clara, which aims to empower and bring out the best in the county’s youth. If someone receives his flyer and has food available for the Second Harvest Food Bank, his team will happily pick up the donations and deliver them to the organization. “If there’s something I can do, you won’t hear no from me,” Al says. In 2016, for instance, a local school contacted the team in need of books. Without a second thought, Al asked how much and wrote a check.

“It’s a blessing to be in this business. I just want to continue helping people,” Al says of the future. During the recent recession, Al assisted countless people struggling to get through a difficult time. He coached clients so they’d be able to save their homes and didn’t charge a cent for his services. “We are all human beings, and we should help each other. When we help more people, we enjoy life more.”

To learn more about Al Moridi, visit almoridi.com or call 408-252-2222 www.

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DR. MARY SAWYER, CCIM Dr. Mary Sawyer, CCIM began buying real estate at age nineteen, along with her husband, a professional baseball player at the time.

During his seasons with the New York Yankees and San Diego Padres respectively, Mary would spearhead efforts to buy a fixer-upper and then, during the off-season, she and her husband would spruce it up and sell it for a profit. After ten years of personal experience in real estate, intelligently growing their wealth, Mary’s husband retired, and she decided to reposition their efforts into a new enterprise over thirty years ago. Today, Portfolio Properties goes far beyond the scope of the average property management company, its leaders wielding keen insight and experience in long-term wealth accumulation and the building of lucrative financial portfolios. With decades of firsthand experience guiding clients toward secure financial futures, Mary has crafted a masterful career empowering those she works with.

With a motto like “Building Wealth You Can Bank On,” Portfolio Properties works with investment properties and clients across the United States. Having earned a CCIM designation, or Certified Commercial Investment Member, Mary and her team of exceedingly capable professionals provide comprehensive asset management services to their high-profile clients. From all the physical due diligence required in acquiring and leasing a property, to marketing, finding a tenant, and drawing up appropriate contracts—Mary and her team have decades of expertise at their fingertips. Whether working with a residential renter or leasing a 16,000+ sq. ft. space to a national credit tenant, Mary’s eye for detail and incisive market knowledge enable her clients to build and preserve wealth for generations. “It’s not how much you make,” Mary explains. “It’s how much money you keep and for how many generations you keep it.” With a professional ethos fixed on results-driven execution and inspiring her clientele through education, Mary acts as a veteran coach to the wide scope of clients she advocates for, opening their eyes to the possibilities before them.

Having earned a few doctorate degrees in her day, along with a stint as a successful seminar speaker, Mary currently serves as a consultant to her clients, having assembled a tightknit team of professionals to creatively problem solve and manage Portfolio Properties ever-growing roster. As for keeping in touch with clients both past and potential, Mary favors a 22

virtual approach, recognizing the efficiency and value of communication that matches our digital era. Beyond her unequivocal proficiency in her field—and the long, storied career she has to show for it—the most prized component of Mary’s work revolves around her interactions with families.

Lending a skilled, guiding hand throughout the process, Mary imbues her clients with the skills to safeguard their financial legacy, so that no matter what their goals may be, they are more knowledgeable for having incorporated Portfolio Properties into their asset management approach.

Mary and Portfolio Properties are also the forces behind the Dwelling in Unity Foundation, which sponsors a host of causes including support for underprivileged children, the homeless, prisoner rehabilitation, non-violent communication efforts, and the Tony Robbins Foundation, among other charitable organizations. Looking ahead, Mary has plans to focus her attentions on the San Diego office of Portfolio Properties, expanding and fostering teams locally. Likewise, she owns a home in La Jolla, where she enjoys taking in the fine weather and sailing.

Having earned decades of sophisticated experience in the real estate world—buying, selling, investing, managing, and beyond—Dr. Mary Sawyer has set the bar high for property management professionals. Her role has taken her across the country, working alongside clients at the highest levels of industry. With a flourishing career already under her belt, and a wealth of continued promise ahead, the years to come are sure to remain busy and bright for Dr. Mary Sawyer and the team at Portfolio Properties.

To learn more about Mary Sawyer, www.PortfolioProperties.com e-mail msawyer@portfolioproperties.com or call (868) 282-9041 Copyright Top Top Agent Agent Magazine Magazine

Do You Add Consistent Value for Your Business and for Your Clients?

By Walter Sanford

We recently received a question from some of our favorite coaching clients.

The Premier Team is lighting up the upper end, downtown, and historical St. Louis real estate markets.

As coaching clients, they are challenging for me because they demand new value and service for their clients each week. In fact, Chris and Lisa know that to dominate an industry they need to have tools that the competition does not. They require tools that not only make the job easier, but also more profitable for their clients.

Here is the result from a recent request from which we created a letter handout for the listing presentation and for advertisement in other media: The Premier Team Helps Clients Achieve Goals through Pre-Launch Inspections We have found that all buyers should have their purchase inspected. When we represent our sellers, the negotiations start with offers and potential counter offers. Traditionally, the buyer obtains and pays for an inspection of the property. The negotiations start again.

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Rightfully, the buyer wants any challenges to be addressed; the seller feels they had lived with the challenges, sold the property with the challenges, and do not want to repair if they have no chance to enjoy them. It’s a difficult negotiation and can sometimes leave clients unhappy.

As we do many times, we have devised a system to help all involved parties know what they are buying and selling while also saving our client’s time, trouble, and money in the mix.

When we custom-design a marketing plan to achieve our seller’s goals and receive a commitment to market the property, we then offer our seller an opportunity to have the property inspected by our team inspector. The inspector will review all systems of the home and write a thorough report on the findings. We then discuss the findings with the seller and place any challenges in different categories. There is the “must fix now” category that deals with safety of the occupants or the property. There is the sub-standard category that is below the expectations a buyer would expect of a property for the area and price range. Lastly, there is the upgrade category for items which buyers would like to see done.

By having the report and determining what categories, we can offer many opportunities to our seller clients: 1 We eliminate the “rush into a repair” syndrome by having the repair report early and without the input of a buyer waiting for an answer to complete the next step of their purchase.

2 We have time to contact numerous vendors who will compete for the best price.

3 We have time to make decisions on the condition vs. price, which is much better determined before the buyer has made a successful offer.

4 We know early if there are any big ticket items that would prevent a sale from a buyer not wanting the property or the seller not being able to afford the repair.

5 We can choose the mode of repair before a buyer has a stake in the decision. There are many ways to repair rather than replace. Replace is usually how a buyer wants the challenge remedied.

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6 We have time to get government or utilities involved if needed.

7 A seller’s net proceeds or “net sheet” can be professionally prepared.

8 We might receive a higher offer when a potential buyer is presented an inspection with all the repair receipts attached.

9 The one to two week wait is eliminated by having a report done before an offer rather than waiting for it after the offer.

10 Since we are paying for the report, we get to choose the inspector.

Finding inspectors without the drama gene is important.

There are many other reasons to be knowledgeable about the property, prior to negotiations. We have arranged a team of inspectors who have agreed to wait to be paid for their inspection and report until the seller receives their proceeds from sale. This cures the cash flow problem.

We, at Premier Real Estate, believe that this is not only an outstanding investment that pays many dividends, but it is also the most professional way to handle a sale including all possible disclosures to all potential parties.

Should you have any questions, please feel free to discuss. We have much experience in this little utilized system to increase our seller’s net proceeds.

Many people have a coach who has not been through the ups and downs as Walter Sanford. Many coaches do not have the same achievements as Walter. He has millions in cash flow equity that came from his real estate business, and he developed systems that can be implemented without any special abilities.

We currently have a few availabilities in our coaching program, and this year’s schedule has some availability for seminars as well.

Copyright©, 2016 Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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CHRISTIAN STONE

Christian Stone’s entry into the industry came about at the suggestion of his own real estate agent at the time. While he was working successfully in the medical field, while also flipping trucks, he was also in the midst of selling his house. His agent keenly commented on Christian’s sales and people skills and encouraged him to get his license and transition his efforts to real estate. Already a capable, proactive businessman and inspired by the challenge, Christian decided to take the leap. Today, three years later, Christian is the head of his own outfit, Stone & Associates, where he applies a professional philosophy fixed on memorable client care and results-driven execution.

Primarily serving the San Jacinto, Hemet, Murietta, and Temecula regions, Christian leads a team consisting of two hardworking and talented buyers’ agents and a full-time assistant, all providing clients with a patented blend of personalized attention and aggressive marketing. Having already established a robust rate of repeat and referral clients, Christian’s untiring work ethic and hands-on approach keep clients pleased, prosperous, and coming back. What’s more, he prioritizes forthright communication as a foundational driver of his work. To keep in touch with clients both past and potential, Christian not only mines his extensive database—sending out quarterly e-mails and postcards, along with personally reaching out to connect one-on-one—but he also cites tried-and-true real estate methods like door-knocking and cold-calling as major streams of business for himself and his team. “It takes a lot of good, old-fashioned hard work to succeed in this industry,” Christian says. “There’s plenty of business to be had out there, you just have to work hard and deliver results for your client.”

As for his marketing efforts, Christian incorporates professional photography for all his listings, and even utilizes high production value, narrated video tours at the majority of the properties he is responsible

for—all to ensure that no matter in print or online, each of his listings puts their best foot forward and makes the ideal first impression.

A decidedly twenty-first-century agent, Christian also capitalizes on the vast footprint of social media, maximizing a listing’s exposure in the digital age, taking a proactive approach to real estate rather than a reactive one. A big believer in ongoing client and industry education, Christian also devotes much of his time training up-and-coming agents, passing along the insight gleaned from his swift ascension of the real estate industry’s ranks.

Extending his spirit of service to his community, Christian and his team are avid supporters of tithing and donating toward the Wounded Warrior Project, a military and veterans non-profit service organization supporting injured soldiers and their families. In his coveted free hours, Christian also diversifies his experience in real estate by rehabbing and flipping properties—another angle of experience that sharpens his abilities as an experienced homeowner and agent. He also enjoys spending quality time with his loved ones and exploring the great outdoors in Lake Havasu and Ocotillo Wells.

As for the future, Christian has plans to continue his business’s upward trajectory, with aspirations to add more professionals to his tightknit team, continue to coach agents on the rise, and expand his civic engagement in the local Hemet/San Jacinto Valley community.

Having already established a flourishing career in just a few years in the industry, Christian’s professional ethos is defined by his commitment to working hard, cultivating meaningful relationships, and delivering hard-won goals for his clients, transaction after transaction. With all that in place and an ambitious spirit driving his business forward, the years to come are sure to remain both busy and bright for Christian and Stone & Associates.

To learn more about Christian Stone e-mail Christian.Stone90@yahoo.com or call (951) 663-5972 26

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Christian Dahlin is proud to congratulate

Christian Stone

on being featured for the state of California in Top Agent Magazine!

Christian Dahlin | Branch Manager | NMLS #32641 One Ridgegate Dr Suite 245, Temecula, CA 92590 D: (951) 694-3300 | C: (949) 680-7853 christian.dahlin@academymortgage.com mylenderchristian.com w.

ww

LO State Lic #CA-DOC32641 | Corp State Lic #4170013 | Corp NMLS #3113 Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act | Equal Housing Lender Top Agent Magazine

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