CALIFORNIA 8-29-22

CALIFORNIA EDITION

CREATIVE WAYS

TO SAY THANK YOU COVER STORY

MICHELE HANSEN

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REASONS WHY YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

5 FRESH NEW APPROACHES TO

CONTENT MARKETING FEATURED AGENTS

MICHAEL LIM C. RAY BROWER GAIL SKITTONE

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CALIFORNIA EDITION

GAIL SKITTONE C. RAY BROWER

Like many transREALTORS , Gail Skittone justa After years of running a successful with potential,22 current, 7 17 21 came the business of real estate from mission repair shop, C. Raytopivoted to Posts across a wideeno r another real estate in the market crash,career startingbut was purposeful in media platforms put C. decision not to just leave her former Go out in timeshare sales. her He quickly moved right at a buyer’s fingert into residential sales job withbehind. a teamWith for a bachelor’s degree in market updates, hom nee Keller Williams. C. Ray’s naturalTechnology, perand more. In 2021, C. R Information Gail was a project plin sonability and ease with clients didn’t go closed twenty transactio manager with Verizon Innovation Center. her unnoticed; within his first four months he of closing sixty in thetho co had closed four sales and was asked to be “I believe my time there really helped my job When he’s not working the lead buyer’s agent. He’s been helping communication and organization skills, kno activeSKITTONE networker and ha clients successfully their transMICHELE HANSEN navigate MICHAEL LIM C. RAY BROWER GAIL in myhow opinion are two very valuable assets is always morB ing member of several actions ever since. C.which Ray recalls to working a real estate agent,” said Gail, multiple industries. He r colleagues were awed by have his grace under as LIM MICHAEL ANTHONY who to mentor“For and me, helpmy pr pressure when reaching out works to leadswith overthe Jessie Lee SF Team of Compass Real Estatemyself inCONTENTS San Francisco. was looking family.

I have creating for connections that foste the phone. “I always considered a little better “Ileagues, professional community.take In his cherish growthsince in my career andsold new ways to challenge “no” for than the average salesperson I successfully Ray loves to travel, go wine wi transmission repair,” C. Ray says. promise you there myself and“Ithat’s when I leftCREATIVE Verizon Innovation help tasting whoever 4) 5 FRESH NEW 20) WAYS the golfit course when he gets the cha wasn’t a single person who walked office orSAY Center.

I tookinto my my license test andhitpassed the first APPROACHES TO TO THANK YOU the future his business C. Ray is takin spoke with me MARKETING on thetime, phoneinwho wanted2017. to spend a that, Summer After I wasofworking CONTENT growth and laying the groundwork for nickel on their car.” not only every weekend 23) DAILY THAT hosting openHABITS houses, but his own team.YOUR the following year he h 14) 7 REASONSalso WHY WILL INCREASE every day prospecting clients.

Within aInfew ® Today, C. Ray works as a solo agent and is a REALTOR broader customer base, while endeavor YOUR PROSPECTS AREN'T STRENGTH months, with my mentorMENTAL Jessie’s help and guidand Associate Broker at Your Perfect Home powered by the high level of care for each client, m TURNING INTOance, CLIENTS I closed my first major transaction even eXp Realty of California. Over his six years in realty, to listen for understanding, that has bee though I started at my real estate job literally from he has developed a wealth of industry knowledge and of excellence in service from day one. S scratch not knowing anything.” is certified as a Home Buying Expert, Home Selling “C. Ray To Find Your Perfect Home!”

Expert, Real Estate Mentor, New Home Directory Phone 310-734-1440 | Fax 310-734-1440 Fortunately, Gail andknack is still partnered with a top Contributor, and Public Speaker.

But C.was Ray’s mag@topagentmagazine.com | into www.topagentmagazine.com for turning internet lead follow-ups loyal clients producer in San Francisco, Jessie Lee; that counts portion of this issue may be reproduced in any manner whatsoever without prior consent the publisher.

Top Agent Magazine trulyNosets him apart from peers inworks an era whenher so partner for ahislot.

She with asof they cover is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top manyAgent have grown phone shy.

His ease with speaking tosupplied Francisco andexpressed parts oroffactsthe BaybyArea.

They not Magazine cannot be San held responsible for opinions its authors. and To connecting withaddress, potential clients has garnered C. subscribe or change send inquiry to mag@topagentmagazine.com. only advise clients of the amazing real estate opporin the U.S. Ray Published a growing referraltunities, base. “They everythe melting pot nature but ofsell thehouses diversity, day. It’s my job to find the people who want to buy a of the communities, and the tremendous food scene home today,” C. Ray explains. “I pride myself on my Top Agent Magazine 3 and parks in listen San to Francisco. ability to listen to understand versus respond.” Gail and Jessie work ®

on a nice 50-50 mix of referrals and new clients

5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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MICHELE HANSEN

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Top Agent Michele Hansen, alongside her husband Cary, specializes in the geographic area surrounding her hometown of Mammoth Lakes.

Michele Hansen, of Mammoth Lakes, California, has cemented herself in her hometown real estate industry (alongside her husband Cary) with a simple combination of availability, interpersonal charm, and sincere determination: “Work hard, play hard. That’s my philosophy!”

Her approach has spurred her to a career that averages forty-three transactions every year, and her recent success has only heightened 8Copyright Top Agent Magazine

her desire to deepen her understanding of the industry, and expand into new territories!

For Michele, real estate is an inheritance, as well as a career: “My mom was a broker in Orange County. I had plenty of jobs over the years growing up in the resort, but I always wanted to whittle it down to one. Real estate made the most sense!” Her firsthand intimacy Top Agent Magazine

with her hometown, combined with the insights and drive of a professional skier, have made Michele and Cary the center of a local hub for many of the town’s residents (both permanent, and part-time). “If clients ever need help with anything, they know I’m just a phone call Top Agent Magazine

away. I have a list of contractors, handymen, and housekeepers – my connections are their connections.”

The strength of these connections is the key to Michele’s success. She is diligent about Copyright Top Agent Magazine9

“I just love meeting new people – most of them become my friends. I take them out skiing! Sometimes they call me up when they’re in town, and say, ‘Hey, could you teach my kid how to ski?!’” touching base with clients every so often, and makes sure to touch base with those who visit seasonally. “I just love meeting new people – most of them become my friends.

I take them out skiing! Sometimes they call me up when they’re in town, and say, ‘Hey, could you teach my kid how to ski?!’ If I have time, I love to do that. Anything for that personal connection.” Given this level of service, it’s no surprise that Michele and Cary Copyright Top Agent Magazine 10

boast a business that is over ninety-five percent referral based.

Beyond her direct clients, Michele goes to great lengths to support the neighborhood.

She is the president of her HOA, she regularly works with Sports Programs for Disabled Athletes, Wounded Warriors, and Habitat for Humanity when she is visiting Hawaii. As her passion grows, she finds infinite opportunities Top Agent Magazine

to help people get into the houses they deserve: “It fits in with the real estate scheme! Lately with the inventory shortage, I know it’s been difficult for first time homeowners. I’ve been able to put a portion of my commission into helping them specifically, and just last year, I Top Agent Magazine

was able to help a young couple get into their dream home.”

While she specializes in the geographic area surrounding Mammoth Lakes and the Eastern Sierra, she and her husband have plans to Copyright Top Agent Magazine 11

expand their business across the ocean! “We already spend time in Hawaii so that we can surf and travel … we might as well get a little work done! Education is huge – keeping up with the real estate life can be challenging, but

I hope to have my Hawaii license soon.” When they are not diligently expanding their enterprise, Cary and Michele spend as much time as possible outdoors: skiing, hiking, backpacking, rock climbing, and bicycling.

For more about Michele, call 760-914-0582 visit MammothLakesHomes.com, www.

or email micheleh76@gmail.com

Copyright Top Agent Magazine 12

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mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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

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

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

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Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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MICHAEL ANTHONY LIM Top Agent Magazine

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MICHAEL ANTHONY LIM

Michael Anthony Lim is a client-focused real estate agent with a reputation for exceptional customer service. His hospitality background contributes to his innate ability to tune into clients’ needs and wants in the real estate process while treating them like family. Michael and his growing team currently serve the greater Sacramento area.

Michael shares how he launched his real estate career three years ago. At the time he was completing an internship with a smaller brokerage as a property manager and real estate agent.

He says, “My mentor sat me down and said, ‘I think you would be a great agent.’” This motivated Michael to take the leap and begin focusing solely on growing his real estate platform, which, as he puts it, “Was one of the greatest decisions I’ve ever made.” Soon after, Michael joined Kinetic Real Estate, a dynamic group of agents based out of Daly City. He is currently building a team of eight real estate 18

agents serving the Greater Sacramento area.

At just three years in the industry, Michael’s referral business is at an unprecedented 75%.

He notes how the majority of his clientele consists of past clients or new clients within his sphere of influence. When asked what keeps clients coming back, he shares, “Likely my personality, and the fact that I really dial in on serving my clients and the people that I care

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for.” He continues, “I prioritize building a relationship with them.” To Michael, clients are family. Once you find yourself in his network, you can expect a call or message from him on birthdays, anniversaries, and special occasions. He also makes it a point to distribute special client gifts around the holidays.

Michael and his team market all new listings with professional photographs and 3D video home walkthroughs. He says, “I really dial in on social media,” advertising listings across YouTube, Twitter, Instagram, and now TikTok. He shares how he closed 30 transactions in 2021, reporting 14.5 million in sales volume.

This year, he is on track to close upwards of 32 transactions, at an impressive 15.9 million.

When asked what he enjoys most about the real estate industry, he shares, “Most of all, I love helping my clients build wealth with real estate.” He continues, “The excitement on their face when they buy a home is what really motivates me.” Michael shares how his brokerage, Kinetic Real Estate, is dedicated to serving their community through frequent community events. Michael notes that their slogan, “let’s move,” is all about taking action, from buying or selling a home to supporting local initiatives.

Outside of work, Michael enjoys spending time with his family, particularly his nineyear-old younger brother. He also frequents the gym, regularly building his personal fitness regimen. Michaels’ future plans include continuing to expand his team, broadening their shared knowledge, and ultimately “building a team of top producers.” He concludes, “Real estate can expedite somebody’s career and change their life drastically. I’m willing to help them get there.”

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To contact Michael, call 916.835.7912, email michael@kineticrealestate.com or visit kineticrealestate.com www.

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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

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

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

with potential, current, and past clients.

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

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

Find out more at CRayBrower.com.

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

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GAIL SKITTONE Like many REALTORS®, Gail Skittone came to the business of real estate from another career but was purposeful in her decision not to just leave her former job behind. With a bachelor’s degree in Information Technology, Gail was a project manager with Verizon Innovation Center.

“I believe my time there really helped my communication and organization skills, which in my opinion are two very valuable assets to have working as a real estate agent,” said Gail, who works with the Jessie Lee SF Team of Compass Real Estate in San Francisco. “I was looking for growth in my career and new ways to challenge myself and that’s when I left Verizon Innovation Center. I took my license test and passed it the first time, in Summer 2017. After that, I was working not only every weekend hosting open houses, but also every day prospecting clients. Within a few months, with my mentor Jessie’s help and guidance, I closed my first major transaction even though I started at my real estate job literally from scratch not knowing anything.”

just one house. I make sure to show them enough that they get the best of that area.”

Going forward, Gail said not much needs to be changed. Her drive, discipline and determination are what define her work, and she will always maintain those attributes. After four years at her job she already has an immense wealth of knowledge, but she acknowledges there is always more to learn.

“For me, my goal is to help clients, friends and family. I have a hard time saying “no” and I don’t take “no” for an answer. I will go extra lengths to help whoever needs my help,” Gail said.

Fortunately, Gail was and is still partnered with a top producer in San Francisco, Jessie Lee; that counts for a lot. She works with her partner as they cover San Francisco and parts of the Bay Area. They not only advise clients of the amazing real estate opportunities, but of the diversity, the melting pot nature of the communities, and the tremendous food scene and parks in San Francisco. Gail and Jessie work on a nice 50-50 mix of referrals and new clients garnered from open houses.

“My clients are my bloodline, the life of my career,” said Gail, who lives in San Francisco. “As a trusted advisor, you must protect these clients. The way I work has not changed. I am very organized. If a client requests to see a property, I don’t normally tour 22

Gail Skittone can be reached on her mobile phone at 415-425-8775 or through email at gail@jessieleesf.com Top Agent Magazine

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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