LOS ANGELES 5-3-21

LOS ANGELES EDITION

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THINGS SUCCESSFUL PEOPLE NEVER DO

Business Growth Hack: ABSORB YOUR CLIENTS' STRESS!

IF IT'S GOOD FOR THE SOUL, IT'S GOOD FOR BUSINESS FEATURED AGENT

SHANNON FENTON 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

COVER STORY

MICHAEL CHEZ

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LOS ANGELES EDITION

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MICHAEL CHEZ

MICHAEL CHEZ

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SHANNON FENTON

CONTENTS 4) 8 THINGS SUCCESSFUL PEOPLE NEVER DO

16) IF IT'S GOOD FOR THE SOUL, IT'S GOOD FOR BUSINESS

6) BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS' STRESS!

22) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

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Published in the U.S.

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Things Successful People Never Do

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

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

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things, that success might happen a little quicker.

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DON’T JUST WING IT

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

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

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

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THEY DON’T WORK HARDER, THEY WORK SMARTER

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

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THEY DON’T TRY TO PLEASE EVERYONE

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

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REPEAT THE SAME MISTAKES

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

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

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GO FOR THE SHORT RUN SOLUTION

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

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PAY ATTENTION TO THE NAYSAYERS

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

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THEY NEVER QUIT

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

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

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 8

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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MICHAEL CHEZ Top Agent Magazine

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MICHAEL CHEZ Top Agent Michael Chez is the recipient of the 2020 Rodeo Realty’s President’s Circle Award and is ranked in the Top 1% of all Realtors® nationwide.

No matter which city they move to or from, Michael Chez’s clients call him for help selling or finding their new homes.

“My clients want me because they know they can trust me to look out for their best financial interests,” Michael explains.

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“Los Angeles, New York, Malibu—it makes no difference. I go where my clients go and they can be confident that I’ll find the property they’re looking for at a good value or sell their property with the highest return, maximizing their profit.”

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Michael got his start in the real estate industry in 1996, after a knee injury cut short a promising professional tennis career. After a friend in the business told him he had the perfect personality and drive to be a Realtor®, he started a job as an administrative assistant for a year and a half with White House Properties, learning the ropes from two top agents as he studied for his license. Once he got licensed and began doing his own deals, he quickly created his own niche in the market.

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“I sell single-family homes, estates, townhomes, condos and multi-family buildings anywhere from $500,000 to $10,000,000 and up, but my specialty is luxury homes in the San Fernando Valley and Westside Los Angeles including surrounding beach cities. I represent a broad spectrum of clientele, including first- time buyers, sellers, investors, celebrities, athletes and world-renowned physicians who appreciate the level of customer service they get with my brand.

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Whether they’re buying or selling, Michael tailors a strategy specific to each client’s needs. It’s the kind of attention to detail he’s known for, and has earned him a repeat client and referral rate of 95 percent. Having surpassed over $850 million and counting in closed transactions, he’s

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exceeded all expectations, consistently earning him the most highly regarded awards in the industry. He prides himself on providing renowned professional service, combined with global marketing exposure, while offering a fresh take on effective strategies. Michael is the

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“My clients love working with me because they know I produce results above and beyond their expectations while being honest and transparent, giving them as much knowledge and advice as possible so they feel confident making their final decision.”

recipient of the 2020 Rodeo Realty’s President’s Circle Award and is ranked in the Top 1% of all Realtors® nationwide.

Being an L.A. native himself, he possesses knowledge that can only be acquired from growing up in the very territory he services. Specializing in Luxury Estates, Residential, and Multifamily property, he is well versed in all aspects. He credits that success in part to his broad knowledge of the industry, but more so to the relationships he builds with his clients.

“When you work with someone through the house-hunting or selling process, you Top Agent Magazine

get to know them pretty well. My clients love working with me because they know I produce results above and beyond their expectations while being honest and transparent, giving them as much knowledge and advice as possible so they feel confident making their final decision.”

Michael utilizes all the social media platforms, email campaigns, mailers, and his own extensive network to market his listings, but he’s always on the lookout for fresh new strategies with the “out of the box” mentality to improve the level of service he provides.

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When not working, Michael gives part of his time to the American Cancer Society, volunteering with their Relay for Life. He’s also active in his community and is one of the sponsors for Sherman Oaks Elementary.

Going forward, Michael plans to add more members to his team to help him keep up with the growing volume. He’s already on track to double his production from last year and has already surpassed his own records early on in 2021.

For more information about Michael Chez, call 818-406-7653, email Michael@TheChezGroup.com or visit @MichaelChez.

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their 16

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured Top Agent Magazine

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SHANNON FENTON Top Agent Magazine

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SHANNON FENTON

With her extensive experience in the corporate world, Shannon Fenton knows how to keep her real estate clients happy. She started in the industry over ten years ago, after working as a project manager for several home renovations. “When I made the leap, it was a no-brainer to transfer all the skills I’d gained from the corporate world,” Shannon says.

“I’ve been going strong in the business ever since.”

care she gives each of her clients. “I reach out all the time,” Shannon says. “I do as much as I can for my clients. One client called me the other day for a repair, and I helped them get that done. My clients know I am there for them, and that I have the knowledge to provide them with great counsel.”

Now a team leader for the Fenton Team at Compass, Shannon works with other dedicated professionals, including her husband. A longtime resident of Los Angeles’s Eastside, Shannon has an on-the-ground knowledge of the local market that her clients love.

She serves clients across Los Angeles, including in the South Bay, Eastside, and Westside.

With her focus on customer service, her versatile skill set, and her renovation expertise, it is no surprise that Shannon’s clients continue to seek her services again and again, as well as refer her to their friends and family. Her high repeat client and referral rate is a testament to the excellent customer 20

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Shannon has broad experience with home renovations, which sets her apart. Additionally, her husband used to work as a general contractor, giving their team a knowledge base that is invaluable to their clients. “Our clients appreciate that we can tell them what to renovate to increase their home value, and provide an accurate price estimate so they can make an informed decision,” Shannon says.

To market her clients’ listings, Shannon develops a comprehensive advertising strategy that provides both targeted outreach as well as broad visibility to attract competitive offers. Leveraging both her network and social media, Shannon also spreads the word through mailers and local newsletters. “As much as we can do, we do it,” Shannon says. This past year, they completed $38 million in sales. “Every year, we’ve increased,” Shannon says. “It’s not about the money, but our sales volume is a good indication we are doing something right.”

For Shannon, she loves real estate because of the people and the relationships. “A client just reached out to me because they did the renovations I asked them to do,” Shannon says.

“Clients appreciate that I know how to restore and do renovations, and I get a lot of gratification from that. I love being part of that process with them, and using my expertise to help them reach their goals.”

A dedicated philanthropist, Shannon supports numerous organizations and local schools, sponsoring fundraising events. When she is not busy helping clients, she loves to walk, bike, hike, and spend time with her husband and children.

With plans to grow and expand, Shannon is excited about the future and what it has in store.

“I’m looking forward to many more great years,” Shannon says. “As we grow, it is my priority to make sure we still deliver the highest quality of customer service. As long as we can serve our clients and make them happy, we’ll be successful, and our clients will be, too.”

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For more about Shannon Fenton, please call 310.365.6118, email shannon@fentonla.com or visit FentonLA.com 21

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

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Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

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can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

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Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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