CALIFORNIA 10-11-21

CALIFORNIA EDITION

Embracing Smart Homes: Does New Technology Really Increase Home Value?

ADDING VALUE TO LISTINGS

EVERY PLAYER IS VALUABLE:

HOW TO BOOST YOUR TEAM’S MORALE

Uncommon Contact:

FEATURED AGENTS

CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA

DONNA BAKER RAHUL & SURBHI BHAGAT JAMES GODI COVER STORY

PAUL BURROWES

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CALIFORNIA EDITION

JAMES GODI

James Godi has the experience, the golf organ 21 25 27 local knowledge, and the commitinvolved ment to personalized customer service Pacific’s A to get the job done when it comes to Donna Baker came to real estate served onI real estate. His father worked in the the Heart A as a second career, after workp business for over sixty years, and he Leadership recruited James to make the career ing in her “previous life” as thean local C executive assistant to CEOs and G move and learn the industry. “That was over eighteen years ago, and I’ve never presidents of companies in To marketD marlooked back,” James says. “I love what keting and technology. After implement the m I do, and I’m grateful every day for the tech industry crashed in 2000, that comm chance to work with people.” with mod RAHUL & SURBHI DONNA BAKER JAMES GODI PAUL BURROWES Donna set out on a new career t social media, James offe BHAGAT path.Valley “I had As a solo agent, James serves the San Joaquin of run and companies drone footageinfor evm theSacramento backgroundimages for my northern California. Located an hour from of bosses,” every propertyi and an hourDonna and a half from “and San Francisco, James’s also usesthat postcards recalls, one of my friendsHe suggested I h location allows him to serve a diverse range of clients. and hand-delivered flier try to get into real estate because I was on the Historic s Born and raised in the area, James has an on-theto target his clients’ listin Preservation Commission here in our town. She thought C ground knowledge that his clients love. A Certified him impressive results: I should try to make it my niche specializing in old C Residential Specialist, James has earned a stellar rep- around forty transaction houses, vintage homes, historic I didvolumt utation for his hands-on approach, and and his ability to properties.

16 millionSo in sales it,isand itEMBRACING worked!” rest is history, and for over 20 m get results. It no surprise that hisThe repeat client andHOMES: 4) UNCOMMON CONTACT: 18) SMART referral rate years is 70-75%, a testament to the high-qualWhat James likes most now Donna has excelled at helping her clients w CONNECTING WITH CLIENTELE ity customerachieve DOES NEW TECHNOLOGY care hetheir provides, no matter the price REALLY to do with his formidabF real estate goals. point. “If a client hires me, theyHOME get me,” VALUE? James says. rather about the daily opp THROUGH SOCIAL MEDIA INCREASE “I don’t staff things out. I serve each of my clients ple. “I love to work with A Monrovia agent, Donna serves the entire San Gabriel g personally. I’m very hands-on, educating my clients in the community,” Jame 6) 7 REASONS WHY YOUR PROSPECTS 23) EVERY PLAYER IS VALUABLE: impressive of her comes fromWhen“ every step ofValley. the wayAn so they can make75% the best, mostbusiness the-desk person.”

AREN'T TURNING INTO CLIENTSinformed decision.”

HOW TO BOOST YOUR TEAM’S repeat and referral clients, a feat that speaks to the To keep in touch with his past cli- his clients, he trust loves to sp ents, James and hosts dinners and she coffees, and sends attend sporting that events. confidence inspires.

“Myout clients appreciate MORALE to make sure clients know he is there for 15) ADDING VALUE TO LISTINGSnewsletters & I am very honest, ethical, and professional,” Donna I them long after closing “I day.

Proud of what he’s buy explains. think that shows in my knowledge and my THE ADVANTAGE OF IDENTIFYING 26) 5 THINGS YOU CAN DO change TO the approach th around buyers and sellers.

I have a great sense m NEIGHBORHOOD AMENITIES Committed demeanor to the community he serves, James hasGOALS want to grow organical ACHIEVE YOUR BIGGEST and that makes them feel comfortable.” made it oneofofhumor, his priorities to give back his time. the business family-sizeb He is involved with numerous local organizations, areas, but overall, we’rI including First T of of SanDonna’s Joaquin strengths Valley, a is youth doing.”

Another being what able we’re to walk clit

DONNA BAKER

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CONTENTS

Phone 310-734-1440 | Fax 310-734-1440 ents through every step of the process and answer all For“I’m morea information about Jamesshe Godi, of their questions. really good hand holder,” mag@topagentmagazine.com | www.topagentmagazine.com you can contact him by phone 209-481-7748 or contract by email at says.

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When it comes to marketing her listings, Donna uses a comprehensive approach to ensure maximum exposure.

After the listing goes live, she holds broker showings as part of the local broker caravan and sends out 3Just Listed postcards to 250 neighbors around the listing, as

Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, Top Agent Magazine

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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PAUL BURROWES Top Agent Magazine

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Top Agent Paul Burrowes specializes in development as well as commercial and residential real estate throughout Santa Cruz and Monterey Counties and Silicon Valley.

6 years ago, Paul Burrowes got his real estate license and started working as a Realtor.

He had been involved in an investment and development group for over a decade and a half, and decided it would be wise to put that experience to good use through helping clients buy and sell properties throughout Santa Cruz and Monterey Counties and Silicon Valley. Paul specializes in development 10Copyright Top Agent Magazine

as well as commercial and residential real estate, and through his positive attitude and brutal honesty has managed to cultivate a successful career in a highly competitive market.

When it comes to interacting with clients, Paul prioritizes building relationships that will stand the test of time. His high quality, Top Agent Magazine

personalized service is a means to this end, and he does everything in his power to provide an engaging and fruitful experience for each of his clients. “I’m completely transparent when I inform clients about what’s happening throughout the transaction, and I Top Agent Magazine

offer them sound advice to help them make the best possible decision at each step of the process,” Paul says. He keeps up with clients through email long after the transaction has closed, and his hands-on approach has allowed him to build a strong referral base, Copyright Top Agent Magazine11

“It’s my goal to create a win-win situation between all parties in the transaction,” Paul says. “I handle all the details and I’m always true to my word.” as he gets 75% of his business from repeats and referrals.

A seasoned professional, Paul is the kind of dependable agent you want on your side when looking for someone to guide you through a real estate transaction. He accomplishes tasks for clients in a timely manner 12Copyright Top Agent Magazine

and negotiates aggressively to get results for them. “It’s my goal to create a win-win situation between all parties in the transaction,” Paul says. “I handle all the details and I’m always true to my word.” With the expertise Paul has, it’s no surprise that he is a Top Producing Agent in his area - his clients trust him to help them consistently Top Agent Magazine

realize their goals due to his apparent level of experience and skill in real estate.

Through social media, the MLS, and video advertising, Paul maintains a significant online marketing presence for his listings and his business at large. He garners interest locally through the use of print advertising Top Agent Magazine

as well, and regularly keeps in touch with past clients over email to stay top of mind within his sphere of influence. Paul is looking at more than $30M in total sales volume by the end of the year across 30 transactions, and looking forward to growing his business at a good pace in the years to come.

Additionally, he has been in the President Copyright Top Agent Magazine13

Club Elite in his organization for the past several years, and was recognized as Best of Scotts Valley and Homesnap’s Top Agent Award Winner in 2021.

In his free time, Paul lives an active lifestyle, including biking, golfing, and kayaking.

He is a member of the Exchange Club of Scotts Valley as well as his local Chamber of Commerce, and finds it essential to stay active within his community. If you’re looking for a Realtor in California who works hard to find the most effective solutions for his clients, look no further than Paul Burrowes!

Contact Paul at (831) 295-5130, paul@burrowes.com, or visit burrowes.com for more details www.

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Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school Top Agent Magazine

district ranking and local property taxes, have you ever considered the under-the-radar amenities that drive buyers and bidding wars? To derive the highest value from a listed home, you need to paint a complete picture of the area in which you’re selling. With that guiding principle in mind, let’s consider a few modern amenities and how they add drastically to your bottom line.

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Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites.

A little can go a long way: restaurants, coffee shops, and entertainment

Know thy history: creating a narrative of the neighborhood

Everyone has a favorite take-out spot, coffee shop, or neighborhood watering hole. Identifying the key players in an area—such as restaurants, nightlife, and entertainment hotspots—will create a livable picture that prospective buyers can latch onto. Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. While a cute coffee shop down the street may seem like a bonus instead of a foundational amenity, you never know what kind of homebuyer you might net if you include the cozy characteristics that make a house a home.

As humans, we’re drawn to narratives. Sales pitches and marketing campaigns hinge on an alluring storyline. That’s why understanding a neighborhood’s history can frame and contextualize a property to great effect. After all, buyers aren’t just drawn to sturdy foundations and bedroom counts; they like to imagine their lives unfolding inside those four walls.

Get a sense of the area’s historical timeline, architectural style, noteworthy community members, and the like. Conveying this intriguing information to buyers helps them connect more personally with a property, while understanding the holistic picture of their potential new home.

From here to there: public transportation and commuter access While this rule may not apply to all properties, considering access to public transportation is a major draw for today’s buyers. Especially amidst the more eco-conscious Millennial segment eager to buy within city limits—knowing public transportation access points and schedules can add serious value to listed properties. Also, think outside the box: do nearby thoroughfares boast dedicated bike lanes? Are there plans to expand rail lines to the area in the future? Deliver a confidant picture of the area’s public transportation access and prospective buyers will trust your expertise.

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While it is always good to cover the basics of school districts and property values, it is even more useful to expand your knowledge base and bring a warm, human element to locational knowledge. Not only will you appeal to a younger demographic of homebuyers who values this strategic information, but you will also broaden your understanding of your service area at large. Think of it this way: a neighborhood is far more than a collection of homes on a block. A neighborhood is about atmosphere, access, and a sense of community. If you authentically appeal to this guiding truth, and buyers will surely rise to the occasion.

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 18

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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RAHUL & SURBHI BHAGAT

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RAHUL & SURBHI BHAGAT Rahul Bhagat came to real estate from a background as a computer science engineer. He and his wife Surbhi came to California in 2003, and before that Rahul had lived and worked in Russia, Australia, and over a dozen other countries. “When I came here, I was working for a telecom company, but I was always interested in real estate,” Rahul recalls. “In 2003 when I got my green card, I thought of flipping homes. I bought my first house, and from that experience I learned a little bit about real estate, so I decided to see if I could do it myself.”

After a few years of investing in real estate and flipping houses, Rahul transitioned into working as an agent fulltime. “My friends started calling to see if I could help them buy houses, and I realized that there was a lot of potential there,” Rahul says. “Surbhi and I had a common interest in real estate to start with, and with Surbhi’s support I was able to take that jump and start a new career. Surbhi was helping as my assistant for many years, and when we got very busy, she got her license as well.”

Three months ago, Rahul joined eXp Realty and opened their own office in the South Bay. He works with a team that also includes media and marketing specialist Jacob, senior buyer’s agent Randy Young, and Rahul’s assistant Gabriela. “Gabriela is the backbone of the business and helps us run the operations smoothly,” Rahul says.

He and his team serve the South Bay and the surrounding area, including Torrance, Palos Verdes, Redondo Beach, Manhattan Beach, Hermosa Beach, Lomita, Carson, and San Pedro. Over 70% of Rahul’s business comes from repeat and referral clients, an impressive feat that demonstrates the trust and confidence he and his team inspire.

“My model is to give as much as I can to my clients,” Rahul explains. “I keep on looking for ways I can help my clients, and I bring them immense value.”

Staying in touch with past clients is a big part of this, he says.

“Even after my clients close on their house, I make sure I’m not one of those agents who just ghosts them. I call and stay in touch with them, and I give them whatever I can give. I do it all from my heart.”

Working together allows Rahul and his wife Surbhi to offer clients two unique and complementary perspectives on real estate. “When my wife and I go on listing presentations, she brings an emotional side,” Rahul says. “She looks at the house as a home, while I look at the house as an investment. We bring both values to our clients so they can get the most for their asset.”

Being active in his community is important to Rahul, and he is involved with St. Jude Children’s Hospital, as well as helping with United Nations refugee programs and the Red Cross. When he is not working or giving back, Rahul loves traveling and cooking, especially Indian and Asian food, and spending time with Surbhi and their two kids.

“Surbhi is super active in the office and yet keeps worklife balance,” Rahul says.

Looking to the future, Rahul says, “The brokerage office I just opened will be a 100-agent brokerage within 12 months, and we are aggressively working on that.” He looks forward to continuing to provide excellent service for his clients. “My business is a lifestyle business,” Rahul says. “My job is to help my clients with what they want to achieve, and finding the best solution I can possibly give them.”

For more about Rahul and Surbhi Bhagat, call 310-753-7016, email rahul@propertycove.com, or visit propertycove.com www.

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 23

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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DONNA BAKER Donna Baker came to real estate as a second career, after working in her “previous life” as an executive assistant to CEOs and presidents of companies in marketing and technology. After the tech industry crashed in 2000, Donna set out on a new career path. “I had run companies in the background for my bosses,” Donna recalls, “and one of my friends suggested that I try to get into real estate because I was on the Historic Preservation Commission here in our town. She thought I should try to make it my niche specializing in old houses, vintage homes, and historic properties. So I did it, and it worked!” The rest is history, and for over 20 years now Donna has excelled at helping her clients achieve their real estate goals.

A Monrovia agent, Donna serves the entire San Gabriel Valley. An impressive 75% of her business comes from repeat and referral clients, a feat that speaks to the trust and confidence she inspires. “My clients appreciate that I am very honest, ethical, and professional,” Donna explains. “I think that shows in my knowledge and my demeanor around buyers and sellers. I have a great sense of humor, and that makes them feel comfortable.”

Another of Donna’s strengths is being able to walk clients through every step of the process and answer all of their questions. “I’m a really good hand holder,” she says. “Whenever a client is signing any kind of contract or disclosure, I make sure that they totally understand what they’re signing so that they don’t have questions afterwards.”

When it comes to marketing her listings, Donna uses a comprehensive approach to ensure maximum exposure.

After the listing goes live, she holds broker showings as part of the local broker caravan and sends out Just Listed postcards to 250 neighbors around the listing, as well as 250 of her own neighbors. Donna promotes her listings heavily on social media including Facebook and Top Agent Magazine

Instagram, and she works with a professional photography company to create videos for her listings.

Giving back to her community is deeply important to Donna. “One of the reasons I am so successful and so many people refer others to me is because of my community involvement,” she says. “I’m of the firm belief that everything I put into the community comes back to me.” Donna was given the Citizen of the Year Award in 2008 by the Monrovia Chamber of Commerce for her community involvement. The following year, she was given the Mary Wilcox Youth Advocacy and Community Leadership Award by the Boys and Girls Club. Donna supports the Monrovia High School sports teams and drama department, in addition to sponsoring major events in town. Donna also recently became active with the Monrovia Parks, Wilderness, and Recreation Foundation, which was established to help rebuild local parks that had fire damage. When she is not working or giving back, Donna enjoys her new hobby of painting “Kindness Rocks” and planting them around town for people to find.

In the future, Donna says, “I’m considering taking on a younger partner to be able to take over my business for me when I decide to retire. Right now, I’m building my business and working on repeat and referral business.

I’m addicted to the real estate game! I love the competition, and I love helping my clients.”

To find out more about Donna Baker, call 626.487.0820, email Donna.Baker@elliman.com, or visit donnabakerhomes.com http://

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 26

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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JAMES GODI James Godi has the experience, the local knowledge, and the commitment to personalized customer service to get the job done when it comes to real estate. His father worked in the business for over sixty years, and he recruited James to make the career move and learn the industry. “That was over eighteen years ago, and I’ve never looked back,” James says. “I love what I do, and I’m grateful every day for the chance to work with people.”

As a solo agent, James serves the San Joaquin Valley of northern California. Located an hour from Sacramento and an hour and a half from San Francisco, James’s location allows him to serve a diverse range of clients.

Born and raised in the area, James has an on-theground knowledge that his clients love. A Certified Residential Specialist, James has earned a stellar reputation for his hands-on approach, and his ability to get results. It is no surprise that his repeat client and referral rate is 70-75%, a testament to the high-quality customer care he provides, no matter the price point. “If a client hires me, they get me,” James says.

“I don’t staff things out. I serve each of my clients personally. I’m very hands-on, educating my clients every step of the way so they can make the best, most informed decision.” To keep in touch with his past clients, James hosts dinners and coffees, and sends out newsletters to make sure clients know he is there for them long after closing day.

Committed to the community he serves, James has made it one of his priorities to give back his time.

He is involved with numerous local organizations, including First T of San Joaquin Valley, a youth

golf organization. He is also actively involved in the University of the Pacific’s Athletic Foundation. He has served on the Board of Directors for the Heart Association, as well as on the Leadership Stockton Committee with the local Chamber of Commerce.

To market his clients’ listings, James implements a comprehensive approach that combines traditional methods with modern technology. Leveraging social media, James offers professional photography and drone footage for every listing, posting beautiful images of every property to attract competitive offers.

He also uses postcards, newspaper advertisements, and hand-delivered fliers throughout neighborhoods to target his clients’ listings. His approach has earned him impressive results: James regularly completes around forty transactions per year, representing $1216 million in sales volume.

What James likes most about his career has nothing to do with his formidable sales figures, though, but rather about the daily opportunity to engage with people. “I love to work with people and be out and about in the community,” James says. “I’m not a sit-behindthe-desk person.” When James is not busy helping his clients, he loves to spend time with his kids and attend sporting events.

Proud of what he’s built, James is in no rush to change the approach that has led to his success. “I want to grow organically,” James says, “and keep the business family-sized. I plan to expand to more areas, but overall, we’re having a good time doing what we’re doing.”

For more information about James Godi, you can contact him by phone at 209-481-7748 or by email at jjgodi@comcast.net

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