CALIFORNIA 10-18-21

CALIFORNIA EDITION

Productivity Killers: 4 Ways to Make Better Use of Your Working Hours Business Growth Hack:

ABSORB YOUR CLIENTS’ STRESS! FEATURED AGENTS

DAVIS BARTELS C. RAY BROWER SANDRA LUNA ARMIN SAFARLOO

HOW TO RECOGNIZE

TRUE LUXURY PROPERTIES COVER STORY

NIC CANNING

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ARMIN C. RAY BROWER ARMIN SAFARLOO DAVIS BARTELS NIC CANNING SAFARLOO

After yearsaof running a successful transwith potential, current, and past clients. s in real estate show When it comes to marketing, Davis utilizes 21 25 27 mission repair shop, C. Ray pivoted to Posts across a wide SANDRA range of social LUNA at success. While many a variety of methods to reach the right buyer. media platforms put C. Ray’s listings ing for a new real job, estate Davisin the market crash, starting In addition to a sleek and consistent brandBornand andinclude raised in the Bay out in timeshare sales. He quickly moved right at a buyer’s fingertips at the bottom of the maring message, he has fostered a nuanced Area, Sandratips, Luna got her into residential sales with a team for market updates, homeowners’ ng short salesKeller and loan branding rollout that has found niche sucin the nonprofit sphere, Williams. C. Ray’s natural perand more. In 2021, C. start Ray has already elping homeowner’s stayand ease with clients didn’t go cess with often-overlookedclosed platforms but soon sonability twentylike transactions withfound a goalherself seekarked a passionunnoticed; in Davis.within his first four months he Yelp and Nextdoor. On social media, Davis ing an opportunity that of closing sixty in the coming year. allowed her to better plan for s able to servehad thousands develops content to keep his brand front of closed four sales and was asked to be her financial meowners. As the market mind for current, former, and potential cli-working, C. Ray isfuture.

When he’s not an Looking the lead buyer’s agent. He’s been helping to explore the ort sales and loan modifients so that when the time active comes for themand has been a found- real estate networker clients successfully navigate their transDAVIS BARTELS C. RAY BROWER SANDRA LUNA she inbegan servmember of several industry, BNI chapters actions ever in demand. Adapting, he since. C. Ray recalls how to buy or sell, he is top of ing mind.

However, ing in mortgages and later multiple colleagues ople with traditional realwere awed by his grace under you won’t see a typical “Just Sold”industries. post in He regularly strives became an Assistant to a to mentor his colwhen reaching out to leads over s. Today Davispressure is closing his feeds. Davis wants to give insightand intohelp promote local Realtor in 2004, where CONTENTS leagues, creating connections that foster a progressive the phone. “I always considered a little better on an annual basis. his myself life in addition to real estate, “There so much sheislearned the more business from the inside out. After getprofessional community.

InIt’s his acherished free time, C. than the average salesperson since successfully soldhomes to lifeI than how many we closed tingthis herweek”. real estate license in 2006, she would launch Ray loves to travel, go wine tastingTRUE with his wife, and 4) BUSINESS GROWTH HACK: 22) HOW TO RECOGNIZE transmission repair,” C. Ray says.

“I promise you there ed Broker and a top 1% agent serving strategy that has garnered Davis a forecasted 55 million her own career as an agent in 2017, and since then, she hit the golf PROPERTIES course when he gets the chance. Looking to wasn’t a singleYOUR person CLIENTS’ who walked STRESS! into my office or LUXURY ABSORB where he leads a top-performing team, has built a network of colleagues and clients that spans in sales volume this year alone. spoke with me on the phone who wanted to spend a the future of his business C. Ray is taking steps towards the region. Today, Sandra is a Realtor for Corcoran y for their performance.

Davis focuses 13)on HOW TO SEND SMARTER growth and laying the groundwork for the makings of nickel their car.”

26) PRODUCTIVITY KILLERS: Global Living, where she assists clients throughout San on relationshipsEMAILS and understands the Looking to the future, Davis endeavors to grow while his own team.

In the following year he hopes to reach a 4 WAYS TO MAKE BETTER USE Francisco, Marin, and Southern Sonoma County. There, livering a positive client experience. maintaining the high ®level of care for each client that Today, C. Ray works as a A solo agent and is a REALTOR broader customer base, while endeavoring to maintaintireless work OF YOUR WORKING HOURS she possesses the expertise, insight, 19) 3 MIND–BENDING nsure that a client isAssociate never calling toatask has been hispowered trademark incare service fromclient, making theand theexcellence high level of for each time and Broker Your Perfect Home by of ethic required to meet the needs of any transaction.

PHILOSOPHIES TO EXPAND er he ensures that they hear from him day one.

“I think that selling more than seventy-five to a to listen for understanding, that has been his trademark eXp Realty of California. Over his six years in realty, PROFESSIONAL keeping them in the “Above all of hundred homes a year, see diminishing quality. excellence in service day one.Sandra So, remember to her clients heYOUR has know. developed a wealth industry knowledge and youofwill When listingfrom a property, is there for “C. Ray To each Find for Your Perfect Home!” is PERSPECTIVE certified as atoHome Expert, Home Sellinga killer ure that our clients are able have Buying a My goal is to provide experience everyone,” step of the way. After helping them prepare their Expert, Real Estate with Mentor, Davis New concludes.

Home Directory s-free experience when working “I want to continue home to grow con- and equipping them with a suite for while the market Contributor, and Public Speaker.

But learning C. Ray’s and knack the heavy lifting,” Davis says. stantly striving to be better, all the while of photography services, including drone imaging, she for turning internet lead follow-ups into loyal clients still having time to spend with my family.” shares their listing over a blend of targeted digital and Phone 310-734-1440 | Fax 310-734-1440 truly sets him apart from his peers in an era when so social media campaigns. But while generating a converhis clients doesn’t stop on closing day. mag@topagentmagazine.com | www.topagentmagazine.com have grown phone shy. His ease with speaking to sation around each property, she also leverages cutting homebuyers andmany sellers don’t remember and connecting with potential clients has garnered C. edge resources 3Dpublisher. home tours to give her sellers an Noyears portion of this issue may be reproduced in any manner whatsoever without prior consent like of the ate agent was two after their transRay a growing referral base.

“They sell houses every added advantage.

Agent Magazine published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of plains. “I make itTop a personal goal toiskeep day.

It’s my job to Top findAgent the people who wantbe toheld buyresponsible a published materials, Magazine cannot for opinions expressed or facts supplied by its authors. tinue that relationship.”

With check-in home today,” C. Ray explains.

“I pride myself on my Elsewhere, is just as hands-on with her buyers, To subscribe or change address, send inquiry to mag@topagentmagazine.com.

PublishedSandra in the U.S. andwritten cards, Davis celebrates cli- versus listen to respond.” ability to listen to understand harnessing her extensive knowledge of the Bay Area to birthdays, and anniversaries. Keeping uncover the right home for their needs. Green Certified Top Agent Magazine 3 made Davis a go-to for referrals when When it comes to marketing, C. Ray utilizes a variby NAR, she also upholds a priority for her and her Find out more at CRayBrower.com. recommendation.

His family-friendly ety of methods to reach the right buyer, showing his clients to make their properties as energy efficient as www.

Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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NIC CANNING Top Agent Magazine

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Top Agent Nic Canning— part of the team at Canning Properties Group specializes in all of Pebble Beach, in particular the Monterey Peninsula Country Club and Estates areas of Pebble Beach. In Carmel, his focus includes Carmelby-the-Sea, Carmel Point, and Hatton Fields.

NICK VLASIDIS

Nic Canning’s interest in real estate began early in life. “I grew up in the business,” Nic recalls. “My dad has been a real estate agent here in Carmel and Pebble Beach for 34 years, and I joke that I’ve been doing this for 10 years going on 34. I’ve been around the business for a long time, and I’ve seen it all firsthand.” Since getting his license in 2013, Nic has excelled at helping his clients achieve their real estate goals.

Along with his dad Mike Canning, his sister Jessica Canning, and the rest of the team at Canning Properties Group, Nic serves Pebble Beach and Carmel.

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He specializes in all of Pebble Beach, in particular the Monterey Peninsula Country Club and Estates areas of Pebble Beach. In Carmel, his focus includes Carmel-by-theSea, Carmel Point, and Hatton Fields.

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An impressive 70% of Nic’s business comes from repeat and referral clients. “With our multigenerational experience and sphere networks, the majority of our clients are either referral or repeat business,” Nic Copyright Top Agent Magazine 9

says. “Often our clients become long-term friends.”

Nic’s experience and knowledge inspire confidence in his clients. “I focus primarily on being very thorough in my due diligence, both through the search process and the escrow process,” he explains. “I ensure that my clients are fully informed and confident in what they’re buying before, during, and 10Copyright Top Agent Magazine

after the deal closes, so that we have happy buyers.” Nic prides himself on being “a very thorough, analytical person with the client’s best interest in mind.”

When it comes to marketing listings, Nic uses a combination of print and digital media to ensure maximum exposure. “We have a pretty significant demographic here who still enjoy and pay attention to print Top Agent Magazine

“I ensure that my clients are fully informed and confident in what they’re buying before, during, and after the deal closes, so that we have happy buyers.” advertising,” Nic says, so he and the team invest in a wide array of print advertisements locally and in the Bay Area. Online, Nic says, “Our key focus right now is our videos. We are focusing on creating active, engaging content for our social media and driving people to our website. Over the past year in particular, we’ve found that incorporating videos into our online content has significantly increased our website lead generations.”

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Community involvement is important to Nic and the team. He serves on the board for the annual golf tournament – Scholars Cup hosted by the Men’s Golf Association of Quail Lodge, which raises funds to award partial college scholarships to deserving students.

When he is not working or giving back, Nic loves spending time training in martial arts as he prepares to compete in an International Karate Tournament to be held in Japan during the summer of 2023. He is also passionate Copyright Top Agent Magazine11

about outdoor sports activities, including golf, snowboarding, and beach-time with his 3 kids, ages 7, 5, and 3.

Nic emphasizes how grateful he and the team are for the support that has helped them to succeed. “I want to thank all the agents, clients, and vendors for the success that we’ve shared this year. It’s been a challenging year, and we

appreciate all those who helped us find our success this year.”

Nic’s favorite part of real estate is the relationships. “When I was a child, my dad established lifelong relationships with clients and friends.

I grew up with their kids, and now I have the same opportunity to represent them and help them find a home for themselves.”

To find out more about Nic Canning, contact him by phone at 831.241.4458, by email at nic@canningproperties.com, or find him online at canningproperties.com https://

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How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

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MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

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TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

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DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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ARMIN SAFARLOO

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ARMIN SAFARLOO

For Armin Safarloo, helping people with their real estate needs isn’t just a job—it’s an art form. “If someone wants a property, I’m going to do whatever it takes to get it for them. In a hot seller’s market that often means thinking creatively—in terms of the way we structure our offers, how we work with lenders and other agents, and how we make the client stand out.”

“I cannot thank Armin enough for helping my family and I purchase our home. From the day we met him, he was so helpful, professional, and knowledgeable. He guided us through all the steps, was responsive to any question we had, and constantly was keeping us up to date. He was also very quick at handling any issues that may have risen.

Armin started in the business as a means to help his father, who had begun investing in properties. Since 2014, he’s been representing clients all over the San Fernando Valley, his home city of Glendale, Los Angeles, La Cañada Flintridge, La Crescenta, Montrose, Pasadena, Sunland, and Tujunga. The majority of his business comes from referrals and repeat clients. A peek at his reviews makes it clear why his clients are so loyal. One happy buyer described his experience with Armin like this: 16

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Armin will do whatever it takes to keep his client happy and deliver above expectations.

It was such a pleasure to work with him!”

Armin’s sellers also have plenty of reason to be happy, especially when it comes to the marketing strategy he utilizes to get them the maximum value with the shortest time on the market. He markets properties as “coming soon” listings to build interest, following that with mailers and door knocking campaigns to alert potential buyers in the listing neighborhood. He posts his listings on all of the social media platforms, while paying for sponsored ads to reach as many people as possible and to give maximum exposure.

Another reason clients keep coming back is simply that Armin doesn’t forget about them.

He follows up frequently through calls, texts and emails to make sure no problems have arisen that they need help with. Additionally, he gives his clients market updates to let them know how their equity is growing or to alert them on new opportunities.

When he’s not working, his free time is spent with his wife and children. “I have a two-year old and a six-year old, and I enjoy every minute I can get with them. I’m a family man first before anything else.”

Going forward, Armin wants to keep growing his business and continue extending his services to his clientele. For him, it’s a dream he gets to live every day. “You get to meet all kinds of interesting people, travel to different cities, and look at beautiful homes.

Every day there’s something to get excited about because I love what I do.”

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Contact Armin at 818-568-6906 or email armin@safarloo.com.

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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1

Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

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Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profes20

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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DAVIS BARTELS Davis’s ten years in real estate show a trajectory of great success. While many agents were looking for a new job, Davis began his career at the bottom of the market in 2009 doing short sales and loan modifications. Helping homeowner’s stay in their home sparked a passion in Davis.

Ultimately, he was able to serve thousands of defaulted homeowners. As the market bounced back, short sales and loan modifications were less in demand. Adapting, he began helping people with traditional real estate transactions. Today Davis is closing 75+ transactions on an annual basis.

Davis is a licensed Broker and a top 1% agent serving the Conejo Valley where he leads a top-performing team, recognized yearly for their performance. Davis focuses much of his time on relationships and understands the importance of delivering a positive client experience. A goal of his is to ensure that a client is never calling to ask for updates, rather he ensures that they hear from him first, proactively keeping them in the know. “Above all else, we make sure that our clients are able to have a smooth and stress-free experience when working with us; we want to do the heavy lifting,” Davis says.

Davis’s service to his clients doesn’t stop on closing day.

“Almost 70% of homebuyers and sellers don’t remember who their real estate agent was two years after their transaction,” Davis explains. “I make it a personal goal to keep in touch and continue that relationship.” With check-in calls, texts and handwritten cards, Davis celebrates clients’ milestones, birthdays, and anniversaries. Keeping a vendor list has made Davis a go-to for referrals when a client needs a recommendation. His family-friendly client events like ice cream in the park and fall festivals with pumpkin carving and pony rides create a great opportunity to bring his community together to enjoy an afternoon and catch up with everyone. Davis adds, “I want to be in front of our clients as frequent as possible: in their mailbox, their email inbox, in person, on the phone and on social media. We want to remind them that we are here for them whenever it is they may need us.”

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When it comes to marketing, Davis utilizes a variety of methods to reach the right buyer.

In addition to a sleek and consistent branding message, he has fostered a nuanced branding rollout that has found niche success with often-overlooked platforms like Yelp and Nextdoor. On social media, Davis develops content to keep his brand front of mind for current, former, and potential clients so that when the time comes for them to buy or sell, he is top of mind. However, you won’t see a typical “Just Sold” post in his feeds. Davis wants to give insight into his life in addition to real estate, “There is so much more to life than how many homes we closed this week”. It’s a strategy that has garnered Davis a forecasted 55 million in sales volume this year alone.

Looking to the future, Davis endeavors to grow while maintaining the high level of care for each client that has been his trademark of excellence in service from day one. “I think that selling more than seventy-five to a hundred homes a year, you will see diminishing quality.

My goal is to provide a killer experience for everyone,” Davis concludes. “I want to continue to grow while constantly learning and striving to be better, all the while still having time to spend with my family.”

For more about Davis Bartels please call 805-341-6125, visit davisbartels.com or email davis@davisbartels.com www.

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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C. RAY BROWER After years of running a successful transmission repair shop, C. Ray pivoted to real estate in the market crash, starting out in timeshare sales. He quickly moved into residential sales with a team for Keller Williams. C. Ray’s natural personability and ease with clients didn’t go unnoticed; within his first four months he had closed four sales and was asked to be the lead buyer’s agent. He’s been helping clients successfully navigate their transactions ever since. C. Ray recalls how colleagues were awed by his grace under pressure when reaching out to leads over the phone. “I always considered myself a little better than the average salesperson since I successfully sold transmission repair,” C. Ray says. “I promise you there wasn’t a single person who walked into my office or spoke with me on the phone who wanted to spend a nickel on their car.”

Today, C. Ray works as a solo agent and is a REALTOR® and Associate Broker at Your Perfect Home powered by eXp Realty of California. Over his six years in realty, he has developed a wealth of industry knowledge and is certified as a Home Buying Expert, Home Selling Expert, Real Estate Mentor, New Home Directory Contributor, and Public Speaker. But C. Ray’s knack for turning internet lead follow-ups into loyal clients truly sets him apart from his peers in an era when so many have grown phone shy. His ease with speaking to and connecting with potential clients has garnered C. Ray a growing referral base. “They sell houses every day. It’s my job to find the people who want to buy a home today,” C. Ray explains. “I pride myself on my ability to listen to understand versus listen to respond.”

When it comes to marketing, C. Ray utilizes a variety of methods to reach the right buyer, showing his sales savvy extends beyond one-on-one customer interactions. He engages a robust digital branding rollout of diverse content that keeps C. Ray top-of-mind Top Agent Magazine

with potential, current, and past clients.

Posts across a wide range of social media platforms put C. Ray’s listings right at a buyer’s fingertips and include market updates, homeowners’ tips, and more. In 2021, C. Ray has already closed twenty transactions with a goal of closing sixty in the coming year.

When he’s not working, C. Ray is an active networker and has been a founding member of several BNI chapters in multiple industries. He regularly strives to mentor and help promote his colleagues, creating connections that foster a progressive professional community. In his cherished free time, C. Ray loves to travel, go wine tasting with his wife, and hit the golf course when he gets the chance. Looking to the future of his business C. Ray is taking steps towards growth and laying the groundwork for the makings of his own team. In the following year he hopes to reach a broader customer base, while endeavoring to maintain the high level of care for each client, making the time to listen for understanding, that has been his trademark of excellence in service from day one. So, remember to “C. Ray To Find Your Perfect Home!”

Find out more at CRayBrower.com.

Connect with C. Ray via phone at 209-610-6075 and via email at C.Ray@YourPerfectHomeGroup.com www.

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours 3.Create a goal-oriented reward system

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise canceling headphones, earplugs, or carving out an empty conference room for your work day.

Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

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4.Take your smartphone off the table The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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SANDRA LUNA Born and raised in the Bay Area, Sandra Luna got her start in the nonprofit sphere, but soon found herself seeking an opportunity that allowed her to better plan for her financial future. Looking to explore the real estate industry, she began serving in mortgages and later became an Assistant to a local Realtor in 2004, where she learned the business from the inside out. After getting her real estate license in 2006, she would launch her own career as an agent in 2017, and since then, she has built a network of colleagues and clients that spans the region. Today, Sandra is a Realtor for Corcoran Global Living, where she assists clients throughout San Francisco, Marin, and Southern Sonoma County. There, she possesses the expertise, insight, and tireless work ethic required to meet the needs of any transaction.

When listing a property, Sandra is there for her clients each step of the way. After helping them prepare their home for the market and equipping them with a suite of photography services, including drone imaging, she shares their listing over a blend of targeted digital and social media campaigns. But while generating a conversation around each property, she also leverages cutting edge resources like 3D home tours to give her sellers an added advantage.

Elsewhere, Sandra is just as hands-on with her buyers, harnessing her extensive knowledge of the Bay Area to uncover the right home for their needs. Green Certified

by NAR, she also upholds a priority for her and her clients to make their properties as energy efficient as possible, giving them options to capture water, grow food, and use sustainable building materials.

Through the years, Sandra has earned a fantastic reputation throughout California, with the vast majority of her volume coming from repeat clients and referrals.

When examining the keys to her success, she notes the importance of her experience owning investment properties and rentals. “I own my home and two investments, and I plan on buying another investment in 2023,” she says. “When you can speak firsthand to buyers about renovations, maintenance, and tenant practices, it gives you a confident authority not every agent can call upon.”

In the meantime, Sandra offers strong advice to any aspiring real estate professional. “Networking is crucial in this business—both with your clients and other agents. Collaborating with other colleagues is not only fun, but also advantageous to each of us, as well as our clients.”

Outside her career, Sandra is deeply involved with her community. On top of being on the Gerstle Park Neighborhood Association and serving as a Board Member with Meals of Marin, she is on the Wildfire Advisory Committee for the City of San Rafael and the Organizing Committee for the San Rafael PorchFest.

When she’s not with clients or giving back, she can be found traveling the world, going for a bike ride, or spending time with her two dogs, Roman and Parker.

Sandra has exciting plans for the future of her business. Now averaging close to $20 million in annual volume, she intends on further scaling her workflow and administrative processes to serve her growing client base. “I love helping people make smart decisions that will impact their financial futures,” she says. “There’s nothing more fulfilling than knowing they’ve made a decision to not only have a peaceful abode, but also pursue an investment that will earn them equity in the future.”

To learn more about Sandra Luna, please call (415) 279-8610, email Sandra@SandraLuna.com, or visit sandraluna.com www.

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