CALIFORNIA 8-24-20

CALIFORNIA EDITION

3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

Keeping in touch –

How to Stay in Your Clients’ Lives for the Long Haul

COVER STORY

RICK NAVARRO

FEATURED AGENT

BECKY LUND

876 Muskingum Ave

$7,149,000

Pacific Palisades, CA. 90272 5 beds, 9 baths , 6,706 Sq foot on a 18,198 sq foot lot

Exquisite custom home designed by Steve Giannetti Spread out over a 18,198 square foot lot, Architect Steve Giannetti designed “The Golden Circle,” a 5 bedroom, 9 bathroom on a 6,706 square foot elegant and welcoming retreat. A place to live, work and host in. Custom-built by Morrow and Morrow with meticulous attention to detail and singular quality. Enter the rotunda onto limestone and marble floors, a spiral staircase, high ceilings, skylight and his and hers powders. Dining with French silk walls and a fireplace. The study has seagrass walls and velvet curtains with French handles. Chef’s kitchen has viking appliances, 4 ovens, 2 warming drawers, a griddle, butlers pantry, 2 dishwashers and 3 sinks with onxu mosaic tile. This all opens up to a sunny breakfast room and a lush yard with a pizza oven. Master suite upstairs has a fireplace, a large balcony, art deco throughout 6 rooms, italian light fixtures, and custom shower tile. Every bedroom and bathroom were custom built. Landry has a microwave and a fridge. Pool has a beach entrance, grotto, infinity edge, and a wood dock. Curvilinear shapes tie together the Italian, French and Art Deco influence, bringing 2 coherence throughout. beautiful

876Muskingum.com

LISTING AGENT

Anthony Marguleas CalBRE# 1173073

Amalfi Estates 310-293-9280 AmalfiEstates.com www.

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CALIFORNIA EDITION

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BECKY LUND

With a background in e and a passion for helpin Becky Lund was dest success in real estate. teacher for elementary and once I had children to teach part-time and d real estate,” she says. “ RICK NAVARRO BECKY LUND up being a really goo me.” She eventually decided to dedicate her time to it. It’s now been 20 years and she has a CONTENTS her own consisting of a listing coordinator, m coordinator and TO administrative assistant. Spe 4) COOPERATION, NOT 15) 3 WAYS MAKE in Sacramento, Placer and El Dorado cou COMPETITION, CREATES YOUR WORKSPACE WORK California, Becky and her team go above and MUTUAL SUCCESS FOR FOR YOU expectations to assist their clients in meeting th AGENTS 19) KEEPING IN TOUCH – “We are very proactive,” she explains. “W 8) DAILY HABITS THAT WILL HOW TO STAY IN YOUR systems in place and are very personable. We INCREASE YOUR MENTAL CLIENTS’ LIVES FOR THE an exceptional experience.” Becky and her te STRENGTH LONG HAUL care about their clients, guiding them through transaction and educating them so that they c the best decisions. “It’s the little things that stand out in this industry. We make sure ou Phone 310-734-1440 | Fax 310-734-1440 sellers know they are important to us by being mag@topagentmagazine.com | www.topagentmagazine.com during their sale/purchase, staying in touch a No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent close escrow and keeping them informed on ch Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed orWe factsstay supplied its authors. the market. inbytouch several times a y To subscribe or change address, send inquiry to mag@topagentmagazine.com. her buyers, Becky aims to get them their ide Published in the U.S. for the best value, no matter how many sho negotiations it takes. Meanwhile, her sellers comprehensive marketing plan, including pro Top Agent Magazine 3 photography, in-depth marketing copy, and

Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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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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RICK NAVARRO Top Agent Magazine

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Top Agent Rick Navarro is with Modern Broker, proudly servicing clients throughout the Central Valley. By applying his understanding of the area with his marketing background, he offers clients a specialized skill-set to navigate any transaction.

Rick Navarro’s family has lived in the Central Valley for five generations. Having grown up in the area, Rick found himself seeking a career that allowed him to give back to his hometown, while still complimenting his entrepreneurial ambitions. After owning and managing a successful sales and 10Copyright Top Agent Magazine

marketing company, he decided to shift his focus to real estate. By leaning on his past professional experience, Rick took off right away, winning Rookie of the year at Keller Williams in Tulare and Kings county. He also earned the Bronze Award and Most Likely to Succeed honors for his outstanding sales Top Agent Magazine

volume. “When I began as a Realtor, I implemented all the talents and techniques I had acquired in marketing,” he says. “That really catapulted my career.”

Today, Rick is a Realtor for Modern Broker, where he proudly services clients throughout Top Agent Magazine

the Central Valley. By applying his understanding of the area with his marketing background, he offers clients a specialized skill-set to navigate any transaction. In fact, last year he was awarded the Platinum Award with Modern Broker, the highest honor in the company, based on sales volume achieved.

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“The more information I give my clients, the less fear they have to take on,” Rick says. “I want them to only feel the joy and excitement of their next destination.”

When listing a home, Rick distinguishes himself through his unwavering commitment to his clients. On top of professional photography and targeted mailers, he also provides social media campaigns and a digital presence, all specially designed to discover prospective buyers for a property. “Digital marketing has truly been a success for us,” he says. “We know how to extend our clients’ reach in the community.”

Meanwhile, when working with buyers, Rick holds himself to an equally high standard, providing guidance and advocacy for his clients’ 12Copyright Top Agent Magazine

needs. Through it all, he is there for them with openness and clear communication. But Rick also prefers to maintain contact with his buyers long after closing. “I’m a natural people person,” he says. “When I see my clients around town, I want to check in and see how they’re doing.”

For all his compassion and dedication, Rick has cultivated an outstanding reputation at Modern Broker, with the vast majority of his transactions coming from either repeat clients or referrals. Most important of all, he embraces the responsibilities and challenges Top Agent Magazine

underlying each transaction. “The more information I give my clients, the less fear they have to take on,” he says. “I want them to only feel the joy and excitement of their next destination.”

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Having been born and raised in Exeter, California, Rick remains active in his community. Beyond coaching youth football and baseball teams, he helps to sponsor the local Lions Club. When he’s not working, Rick Copyright Top Agent Magazine13

enjoys spending valuable time with his wife, Devon, their three children and their grandchildren. “My family means the world to me,” he says. “I do this all for them.”

Looking to the future, Rick intends on building his team to meet the needs of his growing

client list. However, he could not be happier with the accomplished career he has fostered in the town and region he loves. “I love making dreams come true,” he says. “In real estate, you get to assist someone during one of the most exciting times of their life. That sense of fulfilment never gets old.”

To learn more about Rick Navarro call (559) 901-2321, email realtorrickn@gmail.com, or visit ricknavarro.modernbroker.com 14Copyright Top Agent Magazine

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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HOW TO STAY IN YOUR CLIENTS' LIVES FOR THE LONG HAUL

One sign of a great real estate agent is there long list of loyal client following. Part of achieving a great referral base is being a great realtor during the transaction. But, that’s only half of the work. To truly be your client’s realtor for life and keep them coming back to you as well as referring others to you, you have to stay in their lives past the transaction. Keeping in touch with your past clients can be one of the most important parts of your business, and one that many realtors tend to push to the wayside.

Do you stay in your client’s lives, or do you disappear? People refer people that they feel they know well and that they trust, people they consider friends. However, earning and keeping your client’s trust involves maintaining a delicate balance with how much you contact them. Experts recommend reaching out to your clients at least quarterly. But, it’s not just about how often you stay in touch. You also need to be mindful about how you are reaching out to them. Here are some tips on how to keep in touch with your clients for the long haul: Top Agent Magazine

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INDIVIDUAL PERSONAL CONTACT One of the best ways to keep in touch with your clients is to simply give them a call every once in a while. Follow up and see how your clients are doing. Offer them assistance if they need it. Personalized contact helps to ensure that you remain as important to your clients long after the sale as you were during the transaction. Giving your clients a call on special occasions such as birthdays or holidays also makes for a great personal touch.

Of course, nothing beats face-to-face contact. Stopping by to say hello can be a great way to keep in contact. An even better way to catch up and maintain that friendship is to set up a lunch or coffee date with past clients. Giving individual clients your undivided attention goes a long way towards maintaining that bond you formed during the transaction and earning your client’s loyalty and trust. Interactions like this make a lasting impression on your clients.

Of course, many busy REALTORS® may not have time to follow up with every client oneon-one. A great way to still give personal attention to your clients without meeting each and every one for lunch is to throw a client appreciation party. This allows you to get in some face-to-face time with each client and make sure they all get your undivided attention and quality time to catch up with you, even if it’s only for a short time.

Now, if you have a lot of past clients, this can be difficult to manage during one party. One way to get around the numbers problem is to organize smaller events based on client’s interests. Instead of throwing one giant party, host a pool party for the families with kids or a wine and cheese get together for single clients. Hosting special events like these ones goes a long way towards keeping your contact with past clients more personalized and setting you apart from those businesses that simply send them a calendar once a year.

PROVIDE CLIENTS WITH USEFUL NEWS PROVIDE CLIENTS WITH USEFUL NEWS One way that many REALTORS® keep in touch with their clients is by sending them newsletters. This form of contact can be a double-edged sword. You want to make sure you provide them with useful information that reminds them of your value as a real estate professional.

Otherwise your communication will amount to nothing more than spam, and clients will think of you less as a trusted friend and more as a nuisance salesperson.

Clients react much more positively to communication containing information that is pertinent to their lives. Update your clients on what is going on in their local community and 20

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housing market. Demonstrate your knowledge about the community and the things that are important to your clients. Include information about local cultural events, community news, housing statistics, information on the mortgage market, home maintenance advice, home design tips, and anything else that your clients will find personally useful. Your clients will always be interested in value.

SEND CLIENTS MEMORABLE AND PERSONAL CARDS Sending your clients cards related to important events in their lives and letting them know that you remember those events and care will go a long way towards building and maintaining a close personal relationship with them. You want to make sure your cards stand out, though. Sending popular holiday cards can be a mistake, as they will most likely get lost amongst all of your clients other holiday cards and will be quickly forgotten. Instead send something more personal such as: HOME ANNIVERSARY CARDS: Send cards to each client on the anniversary of the closing of their home.

CONGRATULATORY CARDS: Remember important events such as wedding anniversaries, graduations, new babies, etc.

SPECIAL BIRTHDAY CARDS: Instead of just sending your typical birthday card, add something special to yours that will stand out. Include a $1 scratch off ticket or a $5 gift certificate to Starbucks. Make sure to include a handwritten personal note.

GIVE CLIENTS AN UNUSUAL GIFT Make sure the gifts you send your past clients stand out. Send your past clients an odd gift at the beginning of the year or on a holiday. Think outside the box and send things like funny magnets, customized mugs, a personalized piece of wall décor, and other fun and unusual items. A great way to make your gift stand out even more is to include a funny note with it that will catch their attention as well as make them think of you. For example, one cute idea is to send clients a bag of popcorn with the note, “Real estate is popping, give me a call.” You could send a bag of goldfish with a note attached that says, “I’m fishing for your referrals.” Get creative and have a little fun with it, your clients will notice and remember you for it.

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TAKE ADVANTAGE OF SOCIAL NETWORKS

Social networking sites make staying in contact with past clients in a more informal and friendly basis much easier. Connect with your past clients on Facebook. This will help you stay up to date on the important things happening in your pact clients’ lives. In return, it provides you a great platform for keeping those past clients up to date with what is going on in your business as well as keep in contact in a more informal manner. Use Facebook to remind past clients to check their basement after a heavy rain or that they can contact you for help during tax time.

You can even organize your contacts on Facebook into customized lists such as “past clients,” “industry contacts,” etc. This will help you better manage your Facebook contacts.

This will also allow you to view specific news feeds based on these lists and send messages to a particular list of contacts. Don’t forget about the many other social networking sites such as Twitter or LinkedIn either. Utilize this technology to drive personal contact with your clients.

STAY ORGANIZED No matter how you choose to keep in contact with past clients, make sure to be consistent.

Consistency will help you stay organized and diligent about reaching out to your past clients regularly. A tool used by many real estate professionals to stay organized is a customer relationship management solution. Whether you use one that is online or a computer software program, this will help you stay organized when managing your contacts and allow you to set notifications to alert you when you need to contact certain clients, send out gifts, plan a client appreciation event, and many other things throughout the year.

Staying organized and consistent in your contact with past clients will help you continue to build and manage your referral base, as well as open the door to repeat and referral business.

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BECKY LUND With a background in education and a passion for helping others, Becky Lund was destined for success in real estate. “I was a teacher for elementary school, and once I had children I decided to teach part-time and dabble in real estate,” she says. “It ended up being a really good fit for me.” She eventually decided to dedicate herself fulltime to it. It’s now been 20 years and she has a team of her own consisting of a listing coordinator, marketing coordinator and administrative assistant. Specializing in Sacramento, Placer and El Dorado counties in California, Becky and her team go above and beyond expectations to assist their clients in meeting their goals.

“We are very proactive,” she explains. “We have systems in place and are very personable. We make it an exceptional experience.” Becky and her team truly care about their clients, guiding them throughout their transaction and educating them so that they can make the best decisions. “It’s the little things that help us stand out in this industry. We make sure our buyers/ sellers know they are important to us by being available during their sale/purchase, staying in touch after they close escrow and keeping them informed on changes in the market. We stay in touch several times a year.” For her buyers, Becky aims to get them their ideal home for the best value, no matter how many showings or negotiations it takes. Meanwhile, her sellers enjoy a comprehensive marketing plan, including professional photography, in-depth marketing copy, and abundant online advertising, allowing her to get the most offers possible.

Afterwards, clients don’t hesitate to spread the word about her work. One recently said, “When we met with Becky to sell our house we were blown away by how much she was going to be doing to sell our house for the best price. She gave us a full marketing plan showing what she is going to do to advertise our home and when everything will happen. We received Top Agent Magazine

multiple offers within the first week on the market and we sold for above the asking price. We were extremely happy about how much it sold for but we got a little bit nervous because we still needed to buy a house.

Our worries quickly subsided once we started working with Nelson Lund, the buyer’s agent on Becky’s team.”

Another wrote, “We’ve recently relocated to the area and on the advice of a good friend (and a little research) have decided to use Becky as our agent. She was easy to reach and honed in on our needs right away.”

When Becky isn’t working, she’s staying involved in the community through the local Chamber of Commerce, supporting the Little League and is a part of Hands Up for Hooters, which raises money for breast cancer research. During any free time she’s hanging out with family.

Looking ahead, Becky is eager to continue growing.

“The plan is to keep doing what we’re doing and fine tune it. I also want to help other agents on their own journeys in real estate.”

She enjoys everything about her work, and can’t see herself in any other path. “I love the clients and the people I work with on all aspects. It’s a people business, and I’m very much a people person.”

For more about Becky Lund, please call 916-539-4584 or email becky@teamlund.com Copyright Top Agent Magazine 23

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