NORTHERN CALIFORNIA 11-2-20

NORTHERN CALIFORNIA EDITION

THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENT’S NEEDS

SMALL YARD? BIG STATEMENT: How to Make the Most Out of Micro Outdoor Spaces

FEATURED AGENT

LAURA MILLER

3 BEYOND-THEOFFICE ACTIVITIES TO INSPIRE A CREATIVE BUSINESS BOOM

COVER STORY

ARRIAN BINNINGS

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

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NORTHERN CALIFORNIA EDITION

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ARRIAN BINNINGS

LAURA MILLER

CONTENTS 4) THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENT’S NEEDS 6) SMALL YARD? BIG STATEMENT: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

15) HOW TO THROW A NETWORKING EVENT THAT CAN PUT YOUR BUSINESS ON THE MAP 19) 3 BEYOND-THE-OFFICE ACTIVITIES TO INSPIRE A CREATIVE BUSINESS BOOM

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Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are Top Agent Magazine

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 6

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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ARRIAN BINNINGS Top Agent Magazine

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Arrian works with the Payton + Binnings Team, which he co-founded in 2010, covering the City of San Francisco and Southern Marin County.

Growing up in Virginia, one of Arrian Binnings’ first jobs was working as a personal assistant for a top real estate agent. At age 16, he didn’t realize this would be the starting point of a lifelong career. A few years later, upon completing college, Arrian joined the workforce and plugged along for a while.

But in 2003, he jumped back into real estate, saying, “All it took was a few years in corporate America to motivate me to start my own business.” Arrian enrolled in real estate appraisal school and upon graduating, started 10Copyright Top Agent Magazine

an appraisal company and ran it until 2008.

When he moved with his wife to California, Arrian was faced with a fresh start and decided to shift gears into real estate sales.

“As an appraiser, I gained a hugely beneficial skill set valuing properties for banks. But what I really yearned for was helping people,” he explains. Now, 13 years later, Arrian works with the Payton + Binnings Team, which he co-founded in 2010, covering the City of San Francisco and Southern Marin County. His team is consistently ranked in Top Agent Magazine

the top 50 in the entire country by the Wall Street Journal/Real Trends.

Arrian attributes his unique background in property valuation to his meteoric rise as a Realtor, as he has helped countless clients make intelligent real estate decisions over the years. Combining his affinity for data with the creative side of real estate—such as marketTop Agent Magazine

ing high-end listings—he and his team have been able to widen the gap between themselves and other Realtors. “Having a team of experts – where everyone brings a unique skillset to the table – is our secret sauce,” he explains. My business partner Payton’s superpower is specializing in the physical aspects of real estate; the structure, finishes, components, and systems. He knows the builders, Copyright Top Agent Magazine11

“Having a team of experts – where everyone brings a unique skillset to the table – is our secret sauce.” contractors, brand names, and which direction they’re all trending. His wife and business partner, Sejal, is extremely adept at the legal side of real estate, ensuring the team’s deals are all buttoned up from a contractual standpoint. The team’s Executive Assistant, Jennifer, handles a huge array of tasks, from marketing to document management and so much more. Colin, the team’s newest addition, is a young go-get12Copyright Top Agent Magazine

ter agent who brings more sales, negotiation, and local knowledge to the team.

Clients can tell that Arrian and the entire Payton + Binnings Team always put them first and offer a high level of expertise and customer service. One client shared, “It has been a year since our last transaction with Payton + Binnings and four years since our first. I would never think of Top Agent Magazine

using anyone else for my San Francisco and Bay Area real estate transactions - they are simply the best in every way. I am writing this review now because once again they have proved to be exceptional, not only professionally, but also in the way that they support their clients emotionally - they really have our backs!�

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Outside of real estate, Arrian stays involved with his community and family as much as possible. He attended Elon University, and even today, is still close with his former professors. He prioritizes his philanthropic support to the school’s sociology department, which is used to fund student trips to places Copyright Top Agent Magazine13

like Africa, where critical infrastructure help is needed. Arrian is also the father of two young boys and frequently volunteers his time and donates to their school. “Education and the next generation are really where I focus my giving,” he explains.

In the future, Arrian wants to carefully grow his team and continue offering clientele the highest quality real estate services possible. “We can continue to provide increasing quality and expertise by adding fresh new members who understand and live our approach,” he explains.

For more information about Arrian Binnings, call 415.830.2384, email Arrian@PaytonBinnings.com or visit paytonbinnings.com www.

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion16

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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3 Beyond-the-Office Activities to Inspire a Creative Business Boom Maintaining motivation year-round is a challenge, especially for those who are several years into a demanding real estate career. It’s easy to burn out, get stuck in a rut, or cycle blindly through a well-worn routine. But those that leave an impact on their industry understand that creativity holds the key to innovation and longevity. To stay ahead of Top Agent Magazine

the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin?

To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make-

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To stay ahead of the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.

Expand your mind through meditation.

You’ve likely heard all about the supposed powers of meditation, and perhaps you’ve long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.

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Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime.

Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you’ll be thanking yourself later.

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Learn something new.

If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is.

However, learning a new skill can reinvigorate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins, Top Agent Magazine

too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimulating new activity will light up long-dormant parts of your brain, and your clients and colleagues will surely notice the influx of energy to your outlook. Still don’t think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that’s unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.

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See new sights.

If you can, there’s no better way to break from routine than to physically separate yourself from your surroundings. There’s nothing more inspiring than traveling to new destinations, experiencing new cultures, and getting a sense of the world’s true vastness. If a trip abroad isn’t in the cards, don’t fret. There are bound to be plenty of places relatively close by that you’ve never seen. And these trips don’t have to break the bank, either. Devote just one or two days to visiting a place you’ve never gone before, like a state park, protected forest, or a small seaside village. Perhaps you’re only a few hours from a National Park you’ve been meaning to visit but have never made time for. Or, there’s a lively city one state over that you’ve always wanted to try. Whatever the destination, near or far, you’ll refresh

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your perspective entirely when removed from all your usual routines. New restaurants, traffic patterns, storefronts, weather—whatever the change may be, you’ll be experiencing everything brand new all around you. Taking the time for trips like these isn’t easy. In fact, making yourself devote those free days may be a difficult task itself. But it’s the most direct way to get a breath of truly fresh air, and when you return home you’ll be able to assess familiar surroundings in a totally new light.

However you decide to add creativity to your professional life, don’t wait. Once you take the plunge, you’ll be regretting you hadn’t done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.

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LAURA MILLER Top Agent Laura Miller – of Keller Williams Realty Capital Valley in Citrus Heights, CA – is a top producing, multiple award-winning Realtor whose commitment to excellent customer service has helped catapult her to the top of the real estate industry. Laura, who built her business on a solid foundation of honesty, integrity and real estate knowledge, takes pride in consistently placing the needs and wants of her many grateful clients front and center during every transaction.

her fair but fierce negotiation skills, alongside her leaveno-stone-unturned, intelligent marketing strategies, both of which result in fast sales for top dollar, not to mention happy clients. “I use professional photography and I do my own staging, at no cost to my clients,” says Laura.

Laura, who is both a top producer for her office and has been recognized nationally for the quality of her customer service, began her career in real estate in 2005. “When I was going to college, I worked for an attorney who did landlord/tenant law and dealt with real estate issues, so that gave me my first opportunity to dive into real estate,” Laura recalls. “I then spent a year in law school before getting pregnant and deciding to take a break to stay home and just be a mom. I didn’t end up going back to law school, and instead worked for my husband’s car dealership until after 9-11, when business began to fall off.

That’s when I decided to get my real estate license.”

When she’s not working, Laura enjoys traveling with her family – particularly to Lake Tahoe – and spending time with her dog. She is also philanthropic minded, and she has been a board member of a local charity that helps the underprivileged in her community with financial support in desperate situations.

Since then Laura – along with her husband, who sold his car dealership and got his own real estate license – has proven herself a superlative real estate agent with a reputation for fierce client advocacy. Selling within a two-hour radius of Citrus Heights, which includes the San Francisco Bay Area, Laura has also been recognized as the Top Individual Gross Commission Earner for all of Northern California and Hawaii. Just as impressive is the fact that almost the entirety of her business is based upon repeat and referred clients, a sure indicator that she is providing top-of-the-line, client-focused customer service. Currently, Laura is a Premier Agent on Zillow.com, on which site she is a Premier Agent with a perfect, overall five-star rating comprised of dozens of glowing testimonials.

There are many factors that have played a significant role in Laura’s success story, and chief among them are Top Agent Magazine

“I’m super passionate about protecting the best interests of my clients,” says Laura, when asked how she manages to inspire so much trust and loyalty amongst those she works with. “They know that I’m not a commission-driven agent. I’m willing to make my own personal sacrifices, even if it’s financially, just to ensure that we have a great outcome for all parties involved in the transaction.”

“I love what I get to do for a living,” says Laura. “I trust God’s opportunity for provision in my everyday life, and I just work really hard to be a good steward of that opportunity. I’ve received many blessings, and it’s important that I give them back to others.”

For more about Laura Miller, please call 916-718-5166 or email LauraMiller@KW.com Copyright Top Agent Magazine 23

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