CALIFORNIA 8-1-22

CALIFORNIA EDITION

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HABITS OF HIGHLY PRODUCTIVE AGENTS

THE DAILY SCHEDULE OF

A SUCCESSFUL REAL ESTATE AGENT

FEATURED AGENT

CHELSEA ALMARIO

8 THINGS

SUCCESSFUL PEOPLE NEVER DO

THINKING OF LISTING? NINE WAYS TO GET READY COVER STORY

LAENA WILDER

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CALIFORNIA EDITION

CHELSEA ALMARIO

ing several small businesses, 7 has a stro 16 R® Chelsea Almario began to which all a new career path. Throughout upper ha e has felt guided and in tune no wonde e timing and her journey into the top 5 was no different. An avid San Diego elsea had been spending some WILDER CHELSEA ALMARIO stin, Texas at a famousLAENA manA large e park when she came across revolves er Williams event. While this bettering not have been taken as a sign, CONTENTS the peopl pled with fact that Keller 4) the 6 HABITS OF HIGHLY 18) THE DAILY SCHEDULE board of AGENTS OF A SUCCESSFUL ad beenPRODUCTIVE emailing Chelsea for Project, REAL ESTATE AGENT ing her to join their team.

At research-b 14) 8 THINGS SUCCESSFUL NEVER DO out to her broth20) THINKING ChelseaPEOPLE decided to reach ulum OF andLISTING? programs to su NINE WAYS TO GET READY who was a commercial REALTOR® and talk womxn and their commu community is of particula ther she would be a good fit in the industry. she recently sponsored th ecided to take the plunge by getting licensed Phone 310-734-1440 community barbecue for meeting with investors.| Fax 310-734-1440 mag@topagentmagazine.com | www.topagentmagazine.com ness is very connected w No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top always trying to utilize my kly, Chelsea realized that she missed having Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. subscribe or change address, send inquiry to mag@topagentmagazine.com. ties that I’m a part of,” sh onnectionToPublished within theher U.S. clients. She decided to witch into residential realty, helping people Looking to the future, Ch and invest real estate. With a background Top Agentin Magazine 3 team. She will forever be g and an approach that she describes as both

LAENA WILDER

6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 4

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do

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4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova-

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tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out

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of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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LAENA WILDER Top Agent Magazine

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Top Agent Laena Wilder of San Francisco, describes herself as someone who is incredibly warm-hearted, and has a little bulldog blood in her DNA. She is always looking out for her client’s best interests.

Many REALTORS® are loved for what they do for their clients. But there are few who are loved for what they won’t do for their clients. Count Laena Wilder among the rare breed who enjoys both kinds of accolades.

Laena described herself as someone who is incredibly warm-hearted, and has a little bulldog blood in her DNA. She is a dedicated fiduciary and always looking out for her client’s best interests. Even if initially it might not be what they want to hear, they inevitably thank her later.

“I truly care about my clients.” Laena shared “For example, I had a buyer last year that fell in love with a home that was $11 million. But I knew it was overpriced, had been sitting on the market too long, and I also knew it was in a landslide area. This could be a huge issue when re-selling in the future, not to mention a potential safety hazard. I was concerned that he was both stretching his budget, and making an investment that would not pay off in the long run. So, I 8Copyright Top Agent Magazine

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gently talked him out of it,” Laena said. “Instead I found him a gorgeous new-construction home for 5 million, beautifully built, impeccably designed, a perfect location, and I know it is going to have an incredible resale value. A lot of agents would have been fine selling him that $11 million home and calling it a day. That’s not my piece of cake. That’s not how I operate...”

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“So, do I care about my clients more than a profit? Hell yes. My aim is to make sure my clients are as happy years after they buy as when they first get the keys. That’s why I always point out the ‘negatives’ as much as I do the ‘positives’ when looking at a property. I don’t want my clients to run across anything in the future that we didn’t discuss ahead of time.”

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Laena covers San Francisco, Marin County, the Peninsula, and the East Bay. She knows the Bay Area like the back of her hand—her family settled in the area in the 1860s and has been here ever since.

Laena learned the ropes years back when she and her fiancée were shopping for their own home.

Because of the competitive nature of the SF market it took quite a while, and Laena ended up completely immersed in the process (which included a full remodel of their new home) so much so that the veteran agent/broker she was working with told her she was a ‘natural’ and suggested she become an agent herself. He also invited her to start attending his weekly team meetings as a way to accelerate her practical Copyright Top Agent Magazine 10

education, so once she got her license she could hit the ground running. And once she hit the ground, she exceeded expectations. Laena’s sales last year put her in the top 10% of local REALTORS® in one of the most competitive markets in the country. Clearly she has found her calling. She covers San Francisco, Marin County, the Peninsula, and the East Bay. She knows the Bay Area like the back of her hand. After all her family settled in the area in the 1860s and has been here ever since.

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A former university professor with a Bachelor’s and Master’s degree and awarded a prestigious post-doctoral Rockefeller Fellowship, Laena also spent many years in the diamond trade working with dealers and advising high end clients about significant purchases. While she thoroughly enjoyed her previous careers, she always had the idea of real estate in the back of Top Agent Magazine

her mind as it perfectly dovetails with her natural abilities as an educator and negotiator. She and her husband found their dream home in the Bernal Heights neighborhood of San Francisco, with its thriving Cortland St. where they can walk to restaurants like Vega, The Moonlight Café, Piqueo’s, or to frequent The Good Life, a mom-and-pop grocery store.

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Noting that “educators are the unsung heroes in our culture,” Laena makes it a point to personally bring coffee and donuts to the teachers at schools in the neighborhoods where she sells a home as a small but heartfelt ‘thank you’ for their important work. She also gives a portion of her sales to the Gyuto Foundation, a Buddhist organization that funds educational opportunities for youth in the Himalayas. In her spare time, she enjoys traveling, sailing, quality time with friends and family,

working in her garden, hiking Mount Tamalpais and going over to Half Moon Bay to watch the sunset.

As for what is next, well, “This year is about dialing in my branding and continuing to grow my referral network. I love expanding my client community. Nothing makes me happier than helping people make solid decisions that will pay off for them in the long run.”

For more information about Laena Wilder, please call her cell at 415-577-8827 https://king-realtygroup.com/agents/laena-wilder or email laena.wilder@gmail.com

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

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DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

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THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

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THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

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REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working Top Agent Magazine

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

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GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

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PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

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THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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CHELSEA ALMARIO After starting several small businesses, REALTOR® Chelsea Almario began to search for a new career path. Throughout her life, she has felt guided and in tune with divine timing and her journey into real estate was no different. An avid surfer, Chelsea had been spending some time in Austin, Texas at a famous manmade wave park when she came across a big Keller Williams event. While this alone may not have been taken as a sign, it was coupled with the fact that Keller Williams had been emailing Chelsea for weeks asking her to join their team. At this point, Chelsea decided to reach out to her brother-in-law who was a commercial REALTOR® and talk about whether she would be a good fit in the industry.

She soon decided to take the plunge by getting licensed and started meeting with investors.

Pretty quickly, Chelsea realized that she missed having a deeper connection with her clients. She decided to make the switch into residential realty, helping people buy, sell, and invest in real estate. With a background in therapy and an approach that she describes as both grounded in optimism and realism, Chelsea eases the stress of her clients and helps them see things more objectively. Initially, she was a part of a top producing team, but she recently left to become an independent agent with Coldwell Banker West. “As I started to find my own way of doing things, I developed a very customer-centric approach which put my clients’ needs at the forefront. It’s important to me to make my clients feel like they are my only client,” she says.

Currently, Chelsea lives in Del Mar, California, but her business is spread all around the area. “I don’t have a particular area that I serve…I’ll go where my clients need me to go,” she says. She’s successful in many different markets because of the in-depth research she does on the back-end along with her systems and processes of escrow open to close that have been proven to be successful in any submarket. Chelsea also 16

has a strong network with other agents which allows her clients to have the upper hand in many situations. It’s no wonder that Chelsea was named in the top 5% of Real Estate Agents in San Diego!

A large part of Chelsea’s business revolves around her commitment to bettering her community and helping the people that live in it. She’s on the board of the Groundswell Community Project, a non-profit providing research-based surf therapy curriculum and programs to support the holistic healing of womxn and their communities. Uplifting the BIPOC community is of particular importance to Chelsea and she recently sponsored the second annual Juneteenth community barbecue for Paddle for Peace. “My business is very connected with the community and I’m always trying to utilize my work to uplift the communities that I’m a part of,” she explains.

Looking to the future, Chelsea plans to build her own team. She will forever be growing her business and primarily counts her motivation as being able to help more people. “The more successful my business is, the more good I can put out into the world.”

For more about Chelsea Almario please call 619-261-9129 or email chelsea@almarioestates.com Copyright Top Top Agent Agent Magazine Magazine

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas 20

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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