LOS ANGELES 1-25-21

LOS ANGELES EDITION

Creative Ways to Say

THANK YOU

5 WAYS TO TRANSFORM

RENTERS INTO OWNERS CONNECT BEYOND

REAL ESTATE

to Attract Future Clients

FEATURED AGENTS

ADAM & ALLY JARET COVER STORY

GINA MICHELLE

COMPLETE RETROFITTING AND WATER CONSERVATION COMPLIANCE (PER SENATE BILL NO. 407)

LGS was founded in 1987 to assist Realtors in meeting mandatory requirements prior to the close of escrow. As the list of requirements grew, so did we! LGS has been committed to providing the professional service necessary to successfully meet our customer's needs. One hundred percent customer satisfaction is not only our goal, but it is our mantra.

R etrofitting Inspections and Noncompliant Plumbing Disclosures n Los Angeles DWP Certificate of Compliance n Seismic Earthquake Valves n Low Flush Toilets n Water Heater Straps n Smoke Detectors n Carbon Monoxide Detectors n Window Glazing n

License Number 900919

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Call 1-800-771-5971 or visit us at www.lgscompliance.com email info@iusecompliance.com Top Agent Magazine

LOS ANGELES EDITION Henry Wilkes is proud to congratulate

GINA MICHELLE 7

19 GINA MICHELLE

ADAM & ALLY JARET

ADAM & ALLY JARET

on being featured for the State of California in Top Agent Magazine!

CONTENTS

4) CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS

16) 5 WAYS TO TRANSFORM RENTERS INTO OWNERS

Henry Wilkes | Loan Officer | NMLS #932258 22) 5

STEPS TO ACHIEVE 323-302-9921 (eFax) 14)323-332-6683 CREATIVE(Direct) WAYS| TO LONG TERM SUCCESS AS henryw@scottcapitalgroup.com SAY THANK YOU A REAL ESTATE AGENT https://

wilkesmortgagegroup.com

Phone 310-734-1440 | Fax 310-734-1440

mag@topagentmagazine.com | www.topagentmagazine.com 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 Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

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Published in the U.S.

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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GINA MICHELLE Top Agent Magazine

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Photo: Lesley Bohm

Gina Michelle, a top-rated broker in her region and in the nation, specializes in luxury Los Angeles properties with a focus in Calabasas, Hidden Hills, Sherman Oaks and Encino.

With sixteen years of experience, Gina Michelle is a top-rated broker in her region and in the nation. Though it was not her intention to pursue a career in real estate when she earned her license to facilitate her own property investments, Gina discovered a passion and a talent for the work that she now loves.

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A trained negotiator, a former executive of a lending firm, and a designer, Gina brings a rich background to her business and a wealth of skills which she leverages daily to assist her clients. Gina specializes in luxury Los Angeles properties with a focus in Calabasas, Hidden Hills, Sherman Oaks and Encino. Highly successful, innovative, Top Agent Magazine

Photos: Luxury Level Photography

and driven, she and her partner George Ouzounian have closed over 100 million dollars in 2020 as a team.

Repeat clients and referrals make up nearly all of Gina’s business, and she attributes Top Agent Magazine

the loyalty she inspires in her clients to her attentiveness. “It’s about compassion for what they are going through,” she says. “As their realtor, I am with them during one of the most stressful times in their lives. For me, customer service is all about being their Copyright Top Agent Magazine 9

Photo: Luxury Level Photography

“As their realtor, I am with my clients during one of the most stressful times in their lives. For me, customer service is all about being their advocate, and being a bulldog negotiator when I have to be.” advocate, and being a bulldog negotiator when I have to be.” Gina appreciates working with a team because it enables them to deliver the highest level of service. “My clients can get what they need, whenever they need it because of the team,” Gina says.

Gina and her team are known for their innovative uses of social media marketing. They have had great success with video walkthroughs, with Gina and her partner talking through the details of each property. An 10Copyright Top Agent Magazine

expert in design, staging, and home renovations, Gina believes that every property can be sold as a renovated property. Through an exclusive contract with PriceLift, Gina is able to offer her clients access to home renovations that often increase the value of their property, at no up-front cost to the client.

What Gina likes most about what she does is the unique role she is able to play in people’s lives. “There’s something very special about helping someone find the place they Top Agent Magazine

Photo: Luxury Level Photography

Photo: Sky Photography

are going to call home,” Gina says. “It’s a personal experience. You’re right there as they are going through one of the biggest things that will happen to them, one of the biggest decisions they will make. When you’ve found the right home for the right Top Agent Magazine

family, the gratitude is an amazing feeling.

You’re not selling houses—you’re helping clients find their dream.”

Gina has a husband and two children, and together they love to be active outdoors, Copyright Top Agent Magazine11

Photo: Sky Photography

whether boating, hiking, or spending the day at the beach. When their youngest child was diagnosed with a rare epileptic seizure disorder, Gina and her husband dedicated themselves to philanthropic efforts towards research on pediatric epilepsy and for Children’s Hospital.

For the future, Gina plans to continue to grow her team’s volume. “As Team Head, I’m coaching new agents on how to be their best,” Gina says. “I love doing that, and I want each of them to maximize their production. Our team has been on an upward trajectory for several years, and we plan to keep it going!”

For more about Gina Michelle, please call 818.379.7124 or 818.850.1458, email gina.michelle@theagencyre.com, or visit theagencyre.com/agent/gina-michelle www.

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Top Agent Magazine

Henry Wilkes is proud to congratulate

GINA MICHELLE

on being featured for the State of California in Top Agent Magazine!

Henry Wilkes | Loan Officer | NMLS #932258 323-332-6683 (Direct) | 323-302-9921 (eFax) henryw@scottcapitalgroup.com https://

Top Agent Magazine

wilkesmortgagegroup.com 13

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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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 16

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

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

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Show renters that purchasing a home isn’t impossible

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

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

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

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Collaborate with mortgage professionals to find the right financing opportunities

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

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

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

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

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

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

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

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Paint the big picture

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

Rents rise, families grow, and retirement looms.

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

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

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

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

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ADAM & ALLY JARET Top Agent Magazine

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ADAM & ALLY JARET

Founders of The Jaret Group—brokered by Compass—husband and wife team Adam and Ally Jaret serve clients throughout the Westside.

Adam and Ally Jaret are a dynamic real estate duo with a proven track record of helping buyers and sellers navigate the tricky Los Angeles market with their sharp negotiation tactics and a broad range of experience. Having been in the business for over 20 years, they provide clients with the necessary knowledge to make all of their real estate dreams a reality.

As the founders of The Jaret Group, brokered by Compass, they serve clients throughout the Westside.

reach their real estate goals. “It’s so rewarding to be able to assist people with one of the most important parts of their life: their home. We also really enjoy the social aspect of our work.

We know this can be one of the most stressful times in our clients’ lives so we do as much as we can to prepare them and buffer any issues

The Jaret Group’s incredibly strong work ethic and years of marketing experience has helped them bring in $40,000,000 in sales volume just this year. But it’s not all about the numbers for this team. Their focus is directed towards helping people 20

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that inevitably come up. Our clients know they can call on us as they would a trusted friend to vent or just be a reliable source to help navigate through the complexities of the transaction. We love being able to assist our clients in any way possible.”

Outside of work Adam and Ally always dedicate some of their time for community involvement. They network and take part in different local community events. And with their two kids, Jasmine and Jake, attending school in the Pacific Palisades, the husband and wife team ensure that they participate in various school activities and make frequent donations.

Going forward Adam and Ally have many professional goals they still want to reach with The Jaret Group. They are currently looking into various exciting investment opportunities for the upcoming year. But their main priority is to continue expanding their business, helping buyers and sellers get the best deal, and providing their clients with an unmatched level of customer service. They are interested in making the transaction process as smooth and stress free as possible, and always keep their clients’ best interest in mind.

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To learn more about Adam & Ally Jaret please call (310) 562–4073, email jaretgroup@compass.com, or visit jaretgroup.com, @jaretgroup or www.

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

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FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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