CALIFORNIA 6-15-20

CALIFORNIA EDITION

INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

5 WAYS TO TRANSFORM

RENTERS INTO OWNERS Tips on Being a GOOD TEAM LEADER FEATURED AGENTS:

JOHN BABAI MARGELEY BERNAL LISA ANN KOSMAK COVER STORY

BRYAN & COLLEEN SOUZA

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CALIFORNIA EDITION

LISA ANN KOSMAK

Positive and passionate, Lisa Ann Kosmak’s professiona 19 25 29 depth of experience and commitment to my clients providing her clients with premier service foresee any have built her a fantastic reputation as one of issue and the top real estate experts in her community. a problem.

Like many other agents, Lisa Ann didn’t start wonders fo off working in real estate. For the first nine her career, years of her career she worked for Sprint in from repeat customer service, where she developed the client-centric skills that would make her To maintain BRYAN BRYAN&&COLLEEN COLLEENSOUZA SOUZA JOHN BABAI MARGELEY BERNAL LISA ANN KOSMAK such an effective agent. Dissatisfied with with her c her work there, she decided to give real using phon estate a try. “It was scary leaving my secure them even job for something new,” Lisa Ann tells Top tion. “I kno Agent. “But it was the best decision I ever made.” social media and things CONTENTS contact with a bit more When she got her license, she received a referral from says. “So whenever I ha a friend that led to her listing a $1 million home. After my phone and call throu 4) HOW TO ANSWER THE 18) DAILY HABITS THAT marketing the home for several weeks, Lisa Ann held on them.” She also s INEVITABLE QUESTION: WHY WILL INCREASE YOUR in MENTAL her first open house. It drew 125 different groups of every year.

SHOULD I CHOOSEprospective YOU? buyers. Lisa STRENGTH Ann studiously networked with everyone who visited the open house and walked After working for many away with a number of 22) clients.INCORPORATING Closing this first listing different home prices, Li 6) 5 WAYS TO TRANSFORM launched Lisa Ann’s career, allowing her to attain on ways she can use her RENTERS INTO OWNERS CHARITABLE GIVING IN YOURof her commu the Masters Club designation (given to the top 5% of members agents) for the next nineREAL years. ESTATE PRACTICEyears I’ve started to spe I’ve done a lot of work h 15) TIPS ON BEING A GOOD After 24 years in the industry Lisa Ann is now one priced rentals throughou TEAM LEADER 27) HOW TO CUT ON homes,” L of the crack agents at Summit Realty group.

BasedDOWN in manufactured DISTRACTIONS South Placer County, DIGITAL Lisa Ann operates throughout I’m working with a gene Sacramento, Placer, El AND Dorado,UP and YOUR Yolo counties as bish homes in Chico so PRODUCTIVITY well as the surrounding areas. their houses in the Parad

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Lisa Ann credits her positivity and professionalism as With an eye to the future, being the primary drivers of her success. “My clients growing her business w Phone 310-734-1440 | Fax 310-734-1440 always tell me that my enthusiasm is contagious. No “My favorite thing abou mag@topagentmagazine.com | www.topagentmagazine.com matter what is happening I always stay positive so that I my clients are at the end No portion of this issue may be reproduced in anymy manner whatsoever prior consent of theLisa publisher.

Top Agent can ensure clients have a without positive experience,” treat people well and do Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published Ann explains. “On top of this, I hold myself to high community a better plac materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

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

Published in the U.S. For more information about Lisa Ann Kosmak, please

ca visit Lisaannsellshomes.com or email Lisaannsellshom http://

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 4

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 6

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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BRYAN & COLLEEN SOUZA

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The Souza Group has been specializing in Clovis Unified Homes for the past 16 years, selling anywhere from 70 to a 100 homes each year.

Bryan and Colleen Souza embarked on their real estate journey in 2004, and The Souza Group has been specializing in Clovis Unified Homes for the past 16 years. They sell anywhere from 70 to a 100 homes each year, for an impressive total of 20 to 25 million dollars a year in sales volume.

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With mottos such as “1st Class Service…

Delivered” and “To Wow and To Serve”, Bryan and Colleen always consistently strive to make their clients a Top Priority.

So it’s not much of a surprise that the majority of their business comes from repeat and referral clients. “We don’t do much personal promotion advertising.

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Instead we spend our time, energy, and money advertising our homes and taking excellent care of our Real Estate Family, which is why most of our business comes from referrals,” says Colleen.

For the Souza’s this business is much more than just a job. “We always strive to offer value to our clients. They call us all the time, whether it’s to find a plumber or an AC person. We try to always connect them to the best services in the area. And with everyone being forced Top Agent Magazine

to stay home now due to COVID-19, we recently decided to do a little challenge. We called it the ‘Souza Group Real Estate Family Home Improvement Challenge’ and we gave away five $50 gift cards to clients who improved some aspect in their home, like their backyard or their kitchen,” Bryan says.

In order to stay in touch with clients, Bryan and Colleen send out a monthly newsletter, and spend time making personal phone calls and video chats. And Copyright Top Agent Magazine11

The Souza Group invests a great amount of their time and energy into ensuring their clients satisfaction because they genuinely enjoy helping people. “We love people and getting to know them. ..The most rewarding part of this is watching people’s dreams come true,” Colleen says. when it comes to their marketing strategy, they both agree that using every potential online avenue to get their listings seen seems to work best. That’s why they invest in Matterport 3D Tours, Virtual Video Tours as well as drone photography. In addition to that, they also do a full photography package, and a mailer 12Copyright Top Agent Magazine

to the houses in the neighborhood with their latest listings.

The Souza Group invests a great amount of their time and energy into ensuring their clients satisfaction because they genuinely enjoy helping people. “We love people and getting to know them. When Top Agent Magazine

someone’s making a decision about purchasing something as big as a home, they need to know that the people they’re working with are looking for their best interest. The most rewarding part of this is watching people’s dreams come true,” Colleen says.

Since we have been doing this going on almost two decades now, we have helped many repeat clients in our Real Estate Family earn tens of thousands and even hundreds of thousands of dollars of wealth from the homes we’ve helped them buy and sell over the years,” Bryan says.

“As Real Estate Professionals we are typically a family’s first Financial Advisor.

Besides real estate, Bryan and Colleen are also passionate about charity work

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and donating to causes that matter to them and make a difference in their local community. Supporting local charities such as Fig Garden Rotary, Komen Race for the Cure, and local schools. They are also incredibly involved in the local Valley Children’s Hospital, donating $200 from every sale they make to the local hospital to care for children.

When they can enjoy some time off, Bryan and Colleen love to spend time with their three children. They like outdoor activities, traveling, and fine wine. As for future plans, they’re not letting the current pandemic change their core goals. “COVID has affected some of our plans but having an impact on our community and the lives that we touch remains our goal.”

To learn more about Bryan & Colleen Souza email souzagroup@exprealty.com visit clovisunifiedhomes.com or facebook.com/SouzaGroup www.

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www.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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JOHN BABAI Top Agent Magazine

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JOHN BABAI

In 2001, John Babai was studying business & political science at UC Irvine. “I was tinkering with the idea of possibly becoming an attorney, but didn’t feel the passion for it”. As someone who had long been interested in sales -- even setting up stands at his father’s restaurant as a kid -- John realized at a young age that he loved making others happy by helping them get things they wanted. Residential real estate had the perfect combination of sales and personal connection, and so John got his real estate license while still in college.

After gaining years of valuable experience as a salesperson, John decided to get his broker’s license. He opened his own brokerage in 2008, and then in 2020 he joined his firm with Side Inc., a company that consults on productivity, marketing strategies, and customer experience. Today, John works with his wife, Bahia, who got her own real estate license in 2007. Their company, Arc Realty, serves primarily Orange County, as well as the Inland Empire and surrounding areas.

His rate of repeat and referral business is over 90%, to the point where John says he doesn’t have the need to pay for advertising.

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“Clients can see the difference in my actions and that it’s not just words,” John says. “I serve on the boards of three different Homeowners’ Associations as the president, I own a brokerage and oversee agents, and we have a separate company that rehabs homes, so I understand the construction side, too.” John will even show clients samples of materials for renovations himself to help them get a higher return on their property, and will get them in contact with contractors.

“I’m a one-stop shop,” he says. “It also helps that we’re in the top 2% in the state of California. We’ve worked hard to earn all five-star reviews online.”

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His success also comes from a dedication to marketing.

“I always want to have an edge over the competition,” he says. To achieve that, every property, regardless of price point, gets a video tour and professional and drone photography, as well as a custom website. And with his new partnership, he’s beginning to do geo-marketing, a method of regional advertising that attracts local customers around his listings. “I intentionally strive not to be one of those agents who only solely focuses on high-end properties,” John says. “If any client needs our assistance, my team and I will help them. Even Jeff Bezos had to buy his first house at one point.”

“I like when I can deliver something better than what the client thought they could get,” John says. “I like to surprise them, and it reconfirms why they hired me.

It’s those small details that make the difference between an ordinary agent and one who will excel.” He’s also able to draw on his own personal experience of investment, property improvement, portfolio management, and more to educate his clients. “When you can change someone’s legacy and family future, there’s nothing more powerful than that amazing feeling,” he says.

“When a client realizes how you’ve changed their life financially, they’ll never forget, and they’ll see you as a trusted lifetime advisor.”

John’s desire to help people extends to his community.

He and his son participate in food drives and community service activities with their religious group. John and Bahia are also donating a portion of their commissions to Feeding America during the COVID-19 crisis. He also works with his own tenants when they are struggling to ensure they’re able to keep their homes even in difficult times. “Being in the real estate industry, I have to find and perpetuate solutions to make sure homelessness doesn’t continue to grow,” he says. “Society and community need to come together to help fix this problem, as the government cannot fix this issue all by itself.”

John also has hope for his own business future, as well as the future of his community. “My plan over the next few years is to expand my boutique brokerage further and become an advisory business, where people don’t just come to us to buy and sell homes, but come to us for financial guidance,” John says of the future of his business. “I’d like to educate people on passive income and wealth management.”

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To learn more about John Babai, call 949-216-8200, visit ArcRealtyCA.com, or email John@ArcRealtyCA.com https://

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 22

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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MARGELEY BERNAL

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MARGELEY BERNAL Margeley Bernal’s lifelong dream was real estate.

“I’ve wanted to be an agent since I was seven years old, believe it or not,” she says. ‘When I was seven we had an agent who I remember clearly, who sold us our house in Southern California. She worked for Century 21 and wore the gold coat back in the 70s, and I just remember thinking, ‘I want to do what she does.’ It’s just always what I’ve wanted to do.” How does a seven-year-old prepare for a real estate career?

“I played a lot of Monopoly,” she says.

Her dedication to her goal paid off: today, Margeley’s been in the business for 14 years, working solo in California’s Central Valley, the agricultural center of the state. She sees 80% repeat and referral business, which she attributes to careful follow-ups. “I guess I’m a touchy-feely kind of person, so I’m all about checking in with my clients after closing,” she says. She’s had clients send her photos and videos of milestones met in the houses she’s sold them. “I think I just connect with them really well. I’m kind of a mama bear.”

That connection also helps her stay in touch with clients via phone calls, text messages, and handwritten notes. “Pretty much the old-fashioned way,” she says.

Marketing her listings takes a more modern approach, though, using Facebook, LinkedIn, and other social media, as well as print materials as needed.

“I am super-involved in our industry,” Margeley says. “I don’t just look at this as a job, but as a career, and with a career you get involved. I’m involved at the local level, I’m our Association President this year. I’m a California Association of Realtors® Director.

I attend as many meetings as I can just to keep myself on top of everything because the market changes so quickly.”

“I really love first-time home buyers. I love handing them the keys. That’s probably my favorite thing,” she continues. “I love hunting 26

for the right house, I love knowing when I walk in that this is the house for that buyer. You change people’s lives; that’s what we do.”

And speaking of changing lives, Margeley also works to that end in her community, too. She’s the president of Court Appointed Special Advocates, a nonprofit in Modesto serving foster children. “[We’re] basically the voice for some of the most abused and neglected kids in the county, providing some support and stability in their lives.”

When she’s not serving clients and community, Margeley can be found remodeling her home and working on classic cars. She’s also planning out the future of her business. “Looking down the road, I’m considering opening a specialty, boutique-type brokerage with a handful of agents who work and think the same way I do. I take my job so seriously, and if I were buying my first house, I’d want [my agent] to be all-in. It’s the Golden Rule, and that’s how I operate.”

“I would love to tell agents, whether they’re successful or struggling, to just make sure they show up, be informed and educated, and make sure to know what’s going on all the time.”

To learn more about Margeley Bernal, call (209) 505-3297, email margeleys@gmail.com visit remax.com/real-estate-agents/margeleyhttps://www.remax.com/real-estate-agents/margeley-bernal-modesto-ca/100033345 bernal-modesto-ca/100033345 www.

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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Top Agent Magazine

LISA ANN KOSMAK Positive and passionate, Lisa Ann Kosmak’s depth of experience and commitment to providing her clients with premier service have built her a fantastic reputation as one of the top real estate experts in her community.

Like many other agents, Lisa Ann didn’t start off working in real estate. For the first nine years of her career she worked for Sprint in customer service, where she developed the client-centric skills that would make her such an effective agent. Dissatisfied with her work there, she decided to give real estate a try. “It was scary leaving my secure job for something new,” Lisa Ann tells Top Agent. “But it was the best decision I ever made.”

When she got her license, she received a referral from a friend that led to her listing a $1 million home. After marketing the home for several weeks, Lisa Ann held her first open house. It drew 125 different groups of prospective buyers. Lisa Ann studiously networked with everyone who visited the open house and walked away with a number of clients. Closing this first listing launched Lisa Ann’s career, allowing her to attain the Masters Club designation (given to the top 5% of agents) for the next nine years.

professional standards. I’m available to my clients 24/7, and make it my duty to foresee anything that might be a future issue and resolve it before it becomes a problem.” This approach has worked wonders for Lisa Ann, and at this point in her career, 100% of her business comes from repeat clients and referrals.

To maintain the relationships she builds with her clients, Lisa Ann emphasizes using phone calls to stay in touch with them even after the close of the transaction. “I know lots of people use email and social media and things like that, but I always prefer contact with a bit more of a personal touch,” Lisa Ann says. “So whenever I have some free time, I take out my phone and call through my former clients to check in on them.” She also sends out a calendar and letter every year.

After 24 years in the industry Lisa Ann is now one of the crack agents at Summit Realty group. Based in South Placer County, Lisa Ann operates throughout Sacramento, Placer, El Dorado, and Yolo counties as well as the surrounding areas.

After working for many years across a wide range of different home prices, Lisa Ann recently began focusing on ways she can use her work to help the less fortunate members of her community. “Over the past couple of years I’ve started to specialize in affordable housing.

I’ve done a lot of work helping families get out of overpriced rentals throughout the Sacramento area and into manufactured homes,” Lisa Ann explains. “In addition I’m working with a general contractor helping to refurbish homes in Chico so we can help people who lost their houses in the Paradise fire settle back down.”

Lisa Ann credits her positivity and professionalism as being the primary drivers of her success. “My clients always tell me that my enthusiasm is contagious. No matter what is happening I always stay positive so that I can ensure my clients have a positive experience,” Lisa Ann explains. “On top of this, I hold myself to high

With an eye to the future, Lisa Ann is excited to continue growing her business while helping her community.

“My favorite thing about my job is seeing how happy my clients are at the end of the transaction. When you treat people well and do good for them you make your community a better place.”

For more information about Lisa Ann Kosmak, please call 916-223-7653, visit Lisaannsellshomes.com or email Lisaannsellshomes@gmail.com http://

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