NORTHERN CALIFORNIA 1-25-21

NORTHERN CALIFORNIA EDITION

Tips on Breaking into the Luxury Market 3 Ways Joining A Professional Organization Can Make Your Business Better

FEATURED AGENTS

ANGELICA SMITH-CASTRO JEFF DOLEN MONICA LUSSIER RICKI MANAHAN ANN MARIE NUGENT & JIM WALBERG

4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent

COVER STORY

STEVE McCARRICK

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French, and she has been involved with transactions in Paris and other international locations. “We know agents all over the world,” she says, “and we implement international marketing, as well as co-market properties with our fellow agents internationally.”

They are very involved with invitation-only global real estate associations, including Who’s Who in Luxury Real Estate, and are founding members of a new global group called REALM.

having a team that is more like a family,” Ann Marie adds. “We are always looking for ways to improve our skills through education, technology, marketing and keeping up on latest techniques to be able to help our clients.”

NORTHERN CALIFORNIA EDITION

In summary, Ann Marie says, “I love our team, our company, and the clients we serve. When you enjoy what you do, it’s not work.” Her favorite things about having a real estate practice, she says, is “Finding the Almost 100% of the team’s business comes from perfect match for both our sellers and buyers and creating repeat and referral clients, a testamentMONICA to the trust and LUSSIER a win-win experience for both parties.

Exceeding our ANGELICA SMITH-CASTRO JEFF confidence they inspire.

“WeDOLEN stay in close contact with clients is what gives us joy and fulfillment.” most all of ourbegan clients,” Annestate Mariecareer explains.Angelica “Multiple Smith-Castro startedmedia out ininvolvement real Monica Lussier her real Community is important to to find Jeff Dolen learned the ropes real understanding of the social 7 mother, 29 clients have had six or more us,atand estate seventeen years old.targeted At and the time, we nee in 2009, the15 plan of transactions using 22 her with Monica, she26 likes to give back in ways estate from his whowith worked ininitial landscape, and 25 they use the most transactions we’ve had with a single client is she was serving in accounting; then one the industry. Jefflicense started to on invest. her teamBut, as Monica recalls, advertising campaigns to that createinclude broad volunteering with Habitat I wan nine.”

Specifically, team’s excellent before launching“My his own “I withclients visibility for and theircolleague clients day, a friend in every the lending firstbusiness. sale was some value friendsthefor for at Humanity, holding a warm coat drive all else communication, negotiation, and marketing skills. learned a lot froma her,” Jeff says, “and price point. industry encouraged herinto the pursue her real residential property. I really enjoyed winter, and donating to families in then I decided toit,take leap ontook my off from there.” Now estate license. Inspired,need.

Angelica began andthethings Monica also produces an ongoing Throug When it comes to marketing their listings, The Bay own.”

Along with a creative flair for looking into the business and wound up Monica is known throughout her market series of weekly social media posts pro- a fa Area Team provides a multi-tiered marketing package. marketing, what sets Jeff andtwo his team earning her license just days after about local businesses, Califor as a compassionate, thoughtful real estate viding information It includes via Compass her Exclusives, Jeff has been in the industry pre-marketing for apart is their work ethic.“I’ve “We been workin real eighteenth birthday. agentwhich who is always working inupcoming her clients’ activities, and other facets of the local com- volum allows them to share listings privately eight years, earning success as a Top extremely hard forshe oursays. clients,” Jeff estate ever since,” interests and helping them achieve Monica referra agent best and garnering a repusays. not afraidmunity. to ANN take When on she is not working, among Compass agentsJEFF all DOLEN over the nation.

All “We’re theirLUSSIER STEVEProducing McCARRICK RICKI MANAHAN MONICA MARIE ANGELICA real estate goals. playing spending to be a tation of respecttheir andlistings trustworthiness challenge.toOur clients seeenjoys andNUGENT appreSTEVE M cCARRICK are professionally staged and photographed & beach volleyball, SMITH-CASTRO Since then, Angelica has built an accomas hum among his clientele. Heshowcase co-founded the ciate how them.”

DCher kids, and being outdoors at JIMwith WALBERG a property’s unique features and charm, andwe go to bat fortime plished career in California—earning a I can t For more about Ann Marie Nugent, RICKI from Sanwhich Jose to&Santa Cruzaverages beach 140the ocean or in“Our the mountains hiking.

DC & AssociatesMonica Team at covers PMZ Estate, Associates units per year. goal from thereReal the listings are promoted through extensive Masters degree in business and even opening her own what top dollar mig Jim Walberg and The Bay Area Team, MANAHAN serves the greater Sacramento area of in her California, iscomes to help as many people areas.

About half business repeat social media, and across a variety offrom networks and as we can, as much as we brokerage along the way.

Today, she isatthe Broker to expect from their call Ann Marie (925) 260-8883, as well as the and Central Valley, including Lodi, can,” Jeff says. referral an maximum impressiveexposure, feat that with speaks to In the future, Monica plans to continue growing her platformsclients, to ensure a special and Owner of Amplify Realnugentannmarie@gmail.com, Estate and Properties, email Stockton, Tracy,the andlevel partsof of the Bay Area.

With she focus ontrust luxury high-end publications.

The results team while andand confidence inspires. “I pride keeping it small in order to maintain the where she supervises an elite staff to assist clients all Outside her career, a team of elevenmyself highly skilled professionals, JeffyearMonica What Jeff likes Team most what he does are the or personal visit TheBayAreaTeam.com speak for themselves: this The Bay Area is same on being a good listener,” explains.

“I about level of service she provides to her throughout Northern California. with her commun is able to serve many clients andmy meet their diverse relationships. best relationships and get to know clients really well in terms of“Some what of my clients.

Monica takes pride in being a trusted resource member of the B needs. In 2019, DC & Associates were named by strongest friendships are because of real estate,” he they’re looking for, and I structure my business around to her clients. “I love connecting people with the right Copyright Top Magazine When listing home,forAngelica herAgent teaches courses in re RealTrends as among the Top 1000 Agents in the says. “I am so grateful to thisaindustry bringing personalizes delivering to their expectations.” house for them, and with people who will help them nation. The team offers a comprehensive approach, such wonderful people into myneeds life.” of her clients, providing them approach to the Jessup University, get what they need to get done,” she says.coming “Homes as well as access to the Homes for Heroes Program, with a suite of TIPS professional videography professiona 5) HOWMonica’s TO MAKE YOUR 23) ONphotography, BREAKING tech sales prepared her for are more than just a building for most people, and or givi which helps firefighters, lawbackground enforcementin officers, In his free time, Jeff is a family man who loves to and virtual tours. Once their house is ready to go, she with clients her and real estate career, andtheshe has always distinguished when Iand getfour toLUXURY be a partdigital of MARKET achieving of can be f COMMUTE PRODUCTIVE INTO THE healthcare workers, teachers towards goal spend time outdoors with his children. shares it over awife variety of targeted and socialthat dream four boys, herself by putting her clients first.“Everything “I’ve always homeownership, I get a lot of joy out of that.” of buying or selling a home.

Imedia dobeen is focused around them,” Jeff says. campaigns, all to ensure her clients have as long her beloved family when I’m working six days a week, I do it Angelica for told that I’m different from other “Even salespeople that as possible. a in reach Moreover, applies her sports around town.

13) 3 WAYS JOINING A With an online people niche don’t and a feel creative approach Together, they enjoy snowboarding, hiking, like I’m trying tothem.” sell to them,” she27) 4 WAYS MENTORING in-depth knowledge of the market to maximize each toPROFESSIONAL marketing, Jeff and“Ihisbase team a versatile biking.

ORGANIZATION says. it have around trying to and helpmountain them client’s achieve value. “Pricing is probably the most important Going forward, Ang UP-AND-COMING EMPLOYEES strategy that theirtheir clients love.

“We do things a little goals and dreams.

It’s always about what’s bestof listing a home,” she says. “If you price a future of Amplify R aspect CAN MAKE YOUR BUSINESS differently,” Jeff for says, “which helps our clients and For the future, Jeff and his team areYOU eager to push MAKES A BETTER AGENT them.” home correctly, you can sell it within a few days.” volume continues t BETTER their properties stand out.” To advertise properties, themselves to new heights. “We want to do 200 into the Bay Area w DC & Associates creates marketing videos that are units next year,” Jeff says. “For a long time, our goal When it comes to marketing listings, Monica takes Elsewhere, Angelica is just as hands on with her buyers, through it all, she scripted and shot like mini-sitcoms, which garner was one hundred. We reached that, so now we’re 18) SMALL YARD? BIG a comprehensive approach that leverages all of the providing them with comprehensive service at each most. “I love helpi tens of thousands of views on social media. Jeff and focused on getting to the next level, to expanding different tools and methods available to her.

“We step of the transaction.

With her years of experience estate encompasses his team have a sophisticated and contemporary our reach so we can help more people.”

STATEMENT: HOW TO MAKE use a lot of social media in our marketing, including and MBA in Business, she has all the tools needed to lives, and nothing is THE MOST OUTFacebook, OFabout MICRO educate her665-5598, clients and help them make safe, informed to someone who k and Monica says.

ToInstagram, find out more JeffLinkedIn,” Dolen, please call (209) OUTDOOR SPACES “Weatalso have tools within Compass thatorallow us to do on their purchase. “I never try to sell my trust that I’m looki dcrealtorteam.com email JDolen@dcrealtorteam.com, visitdecisions clients on a home,” she says. “Instead, I take the time matter what.” worldwide marketing.” That’s in addition to reaching out via email and phone calls to get the word out about Copyright Top Agent Magazine To learn more about Angelica listings. And of course, Monica uses beautiful profesTo find out more about Monica Lussier, Smith-Ca sional photography and videography to help a property call (530) email 713-4051, email angelicansmith@icloud.com, or v monica.lussier@compass.com, stand out in listings. The results speak for themselves: visit monicalussier.com or call 408.472.2414.

Phone 310-734-1440 | Fax Monica averages close310-734-1440 to $20 million in sales per year. www.

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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STEVE McCARRICK

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Top Agent Steve McCarrick has listed and sold more homes in Saratoga than any other agent in the last 10 years with almost 100% coming from repeat and referral clients.

Steve McCarrick began his real estate career 23 years ago, after moving back to his hometown of Saratoga from Southern California, where he had been acting and modeling with the World Renowned Nina Blanchard Modeling/Talent Agency. The youngest of 8 kids, he was born and raised in Saratoga’s highly coveted “Golden Triangle.” Working almost strictly as a listing agent, Steve has 8 Copyright Top Agent Magazine

listed and sold more homes in Saratoga than any other agent in the last 10 years. Steve’s clients value the personal and professional service he provides, and he is proud to be able to help them get top dollar when selling their homes.

Steve serves the Saratoga area. Almost 100% of Steve’s business comes from repeat and Top Agent Magazine

referral clients, a truly impressive feat that speaks to the loyalty and trust he inspires.

With the most record-breaking sale prices in the last 10 years over any agent in his market, Steve says, “People see that I’m negotiating Top Agent Magazine

the highest sale prices of anyone. The added bonus with me is I Sell my homes 100% “As-Is,” so sellers are still getting the highest prices without having to make repairs or credit buyers for repairs. I also sell virtually Copyright Top Agent Magazine 9

“We have a global marketing program that goes out worldwide.

My associates are directly connected to the Chinese and Indian markets both locally and abroad, allowing us to market in their languages and cultural style.

in the seller’s corner. I don’t feel you can really do your best for your seller if you’re working both sides of a transaction.”

all homes without any contingencies and, where needed, often negotiating up to 60 days free occupancy after close for my sellers.”

It’s this negotiating skill that really sets Steve apart. “Anybody can put a sign out front and make brochures, and you may get buyers and offers that way,” he explains. “But the difference is knowing how to negotiate, how to read Agents and Buyers, and how to use that to maximize the gain for the sellers.”

For the most part, Steve says, “I stay strictly 10Copyright Top Agent Magazine

When it comes to marketing his listings, Steve says, “We have a global marketing program that goes out worldwide, and in different languages and dialects.” He has associates working with him who are fluent in Mandarin, Cantonese, Shanghainese, and other languages, and who also have expertise in feng shui and vastu. “My associates are directly connected to the Chinese and Indian markets both locally and abroad,” Steve says, “allowing us to market in their languages and cultural style. That includes conforming the home design, staging and presentation to fit what the buyers of Saratoga today are looking for.”

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Steve likes to be involved in his community, supporting the local school board and sponsoring events like the annual Bollywood talent show at Saratoga High School and the Holi festival each year in Saratoga, as Top Agent Magazine

well as other community events. When he is not working, Steve loves coaching his kids’ sports, including basketball, football, softball, and mixed martial arts. He loves to golf and spend time with his wife and kids.

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In the future, Steve plans to continue building on his success without growing too big to give his clients the personal attention they deserve. “I enjoy working with people, exceeding their expectations, and

negotiating to get them top dollar for their listings,” Steve says. “The business is all about how you treat people. When you’re truthful, kind, ethical and fair, that makes a big difference.”

To find out more about Steve McCarrick, call (408) 656-0788, email smccarrick@cbnorcal.com, or visit zillow.com/profile/Steve-McCarrick www.

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3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale.

How can you make the most of your sphere of influence? The answer lies in professional organizations.

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These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

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1. Expand your skillset.

It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros.

But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine.

This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 14

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet.

The old saying stands true: if you want to go fast, go alone; if you want to far, go together.

In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

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RICKI MANAHAN

RICKI MANAHAN

“One comment I always hear is how much fun people have with me when we look at houses,” says Ricki Manahan, describing what sets her apart as a top agent. “This is a very emotional and stressful situation. It’s the biggest purchase that people make in their entire life, and they never thought it could be this much fun. I’m always excited to go since I love looking at the houses, too. I’m very high energy.”

Working to find her clients their perfect fit is Ricki’s true passion. “If I had to describe myself in one sentence, it’s this: I’m the huntress,” Ricki says. “If they want to be in a certain neighborhood and have a piece of the lake, I will hunt down a house for them—whether it’s on or off the market. I’ll send letters out to homeowners, and I’ll talk to everyone I know. If the property isn’t available now, I’ll find it for them.”

For the past twenty years, Ricki has been working as a REALTOR® in the Truckee-Tahoe area of California. She services the communities surrounding Lake Tahoe and, to meet her clients’ needs, holds licenses in both California and Nevada. “I also travel for my clients,” she says. “I’ve worked in San Francisco, in Mill Valley. I travel to help them and advise them. I’ll also work with other agents to find the best fit for my people. I’m very strong on my relationships. Whatever you need, you let me know. I’ll make sure you’re taken care of.”

Ricki’s dedication works wonders as most of her business comes from referrals. “I’m very

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available,” she says. “A lot of the time, my clients tell me that they don’t realize I have other deals going on, even when I’m working on thirty. I like to give everything my personal attention. I’m not about quantity.

I’m all about quality.”

That quality extends to protecting vulnerable members of Ricki’s community. “I work with a lot of women who are getting out of abusive households and need help finding a new place to live,” she explains. This is a section of the community that wants to keep their current situation private, and Ricki takes that responsibility extremely seriously. She says, “Sometimes I almost feel like a vigilante for women in trouble. I’m using real estate to get them out of unbelievable situations. If something happens, they know they can call me at any time, and I’ll come get them with no questions asked.

These women need to leave and are trying to escape, but they can’t do that without a place to go.”

Outside of work and using her real estate expertise as her superpower, Ricki enjoys spending time with her five children and getting involved at their school. “My kids are all in sports,” she says. “It’s a small town, so you get to know everyone through school.”

Looking to the future, Ricki is excited to maintain her high level of service. She works in commercial as well as residential, and she is looking forward to exploring all that real estate has to offer. “What I like most is getting to meet really cool people and making that miracle of buying the perfect home happen,” Ricki says. “I really just want to keep doing what I’m doing!”

Photos by Dave Donnelly Photography

To learn more about Ricki Manahan, call 530-681-8592, RickiManahan.com, or email rickimanahan@gmail.com www.

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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 18

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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JEFF DOLEN Jeff Dolen learned the ropes of real estate from his mother, who worked in the industry. Jeff started on her team before launching his own business. “I learned a lot from her,” Jeff says, “and then I decided to take the leap on my own.”

Jeff has been in the industry for eight years, earning success as a Top Producing agent and garnering a reputation of respect and trustworthiness among his clientele. He co-founded the DC & Associates Team at PMZ Real Estate, which serves the greater Sacramento area in California, as well as the Central Valley, including Lodi, Stockton, Tracy, and parts of the Bay Area. With a team of eleven highly skilled professionals, Jeff is able to serve many clients and meet their diverse needs. In 2019, DC & Associates were named by RealTrends as among the Top 1000 Agents in the nation. The team offers a comprehensive approach, as well as access to the Homes for Heroes Program, which helps firefighters, law enforcement officers, healthcare workers, and teachers towards the goal of buying or selling a home.

With an online niche and a creative approach to marketing, Jeff and his team have a versatile strategy that their clients love. “We do things a little differently,” Jeff says, “which helps our clients and their properties stand out.” To advertise properties, DC & Associates creates marketing videos that are scripted and shot like mini-sitcoms, which garner tens of thousands of views on social media. Jeff and his team have a sophisticated and contemporary

understanding of the social media landscape, and they use targeted advertising campaigns to create broad visibility for their clients at every price point.

Along with a creative flair for marketing, what sets Jeff and his team apart is their work ethic. “We work extremely hard for our clients,” Jeff says. “We’re not afraid to take on challenge. Our clients see and appreciate how we go to bat for them.” DC & Associates averages 140 units per year. “Our goal is to help as many people as we can, as much as we can,” Jeff says.

What Jeff likes most about what he does are the relationships. “Some of my best relationships and strongest friendships are because of real estate,” he says. “I am so grateful to this industry for bringing such wonderful people into my life.”

In his free time, Jeff is a family man who loves to spend time outdoors with his wife and four children.

“Everything I do is focused around them,” Jeff says.

“Even when I’m working six days a week, I do it for them.” Together, they enjoy snowboarding, hiking, and mountain biking.

For the future, Jeff and his team are eager to push themselves to new heights. “We want to do 200 units next year,” Jeff says. “For a long time, our goal was one hundred. We reached that, so now we’re focused on getting to the next level, to expanding our reach so we can help more people.”

To find out more about Jeff Dolen, please call (209) 665-5598, email at JDolen@dcrealtorteam.com, or visit dcrealtorteam.com www.

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Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 24

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

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MONICA LUSSIER Monica Lussier began her real estate career in 2009, with the initial plan of using her license to invest. But, as Monica recalls, “My first sale was with some friends for a residential property. I really enjoyed it, and things took off from there.” Now Monica is known throughout her market as a compassionate, thoughtful real estate agent who is always working in her clients’ best interests and helping them achieve their real estate goals.

Monica covers from San Jose to Santa Cruz beach areas. About half of her business comes from repeat and referral clients, an impressive feat that speaks to the level of trust and confidence she inspires. “I pride myself on being a good listener,” Monica explains. “I get to know my clients really well in terms of what they’re looking for, and I structure my business around delivering to their expectations.”

Monica’s background in tech sales prepared her for her real estate career, and she has always distinguished herself by putting her clients first. “I’ve always been told that I’m different from other salespeople in that people don’t feel like I’m trying to sell to them,” she says. “I base it around trying to help them achieve their goals and dreams. It’s always about what’s best for them.”

When it comes to marketing listings, Monica takes a comprehensive approach that leverages all of the different tools and methods available to her. “We use a lot of social media in our marketing, including Instagram, Facebook, and LinkedIn,” Monica says.

“We also have tools within Compass that allow us to do worldwide marketing.” That’s in addition to reaching out via email and phone calls to get the word out about listings. And of course, Monica uses beautiful professional photography and videography to help a property stand out in listings. The results speak for themselves: Monica averages close to $20 million in sales per year.

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Community involvement is important to Monica, and she likes to give back in ways that include volunteering with Habitat for Humanity, holding a warm coat drive in the winter, and donating to families in need. Monica also produces an ongoing series of weekly social media posts providing information about local businesses, activities, and other facets of the local community. When she is not working, Monica enjoys playing beach volleyball, spending time with her kids, and being outdoors at the ocean or in the mountains hiking.

In the future, Monica plans to continue growing her team while keeping it small in order to maintain the same level of personal service she provides to her clients. Monica takes pride in being a trusted resource to her clients. “I love connecting people with the right house for them, and with people who will help them get what they need to get done,” she says. “Homes are more than just a building for most people, and when I get to be a part of achieving that dream of homeownership, I get a lot of joy out of that.”

To find out more about Monica Lussier, email monica.lussier@compass.com, visit monicalussier.com or call 408.472.2414.

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ANN MARIE NUGENT & JIM WALBERG – THE BAY AREA TEAM Ann Marie Nugent began her real estate career in 1997, and she joined forces professionally with her husband Jim Walberg to form The Bay Area Team in 2005.

Since then, they have cemented their reputation as one of the premier international real estate teams around, featuring an unparalleled global network. Working together closely with their team, Ann Marie and Jim provide personalized boutique service to their clients.

on track to close over 55 transactions, with a total volume of close to $75 million.

The Bay Area Team is located in the San Francisco Bay Area with expertise in the East Bay. Ann Marie has lived abroad in Canada and Europe, speaks fluent French, and she has been involved with transactions in Paris and other international locations. “We know agents all over the world,” she says, “and we implement international marketing, as well as co-market properties with our fellow agents internationally.”

They are very involved with invitation-only global real estate associations, including Who’s Who in Luxury Real Estate, and are founding members of a new global group called REALM.

In the future, Ann Marie and Jim plan to continue growing their business while also keeping the team small enough to retain the intimate feel. “We like having a team that is more like a family,” Ann Marie adds. “We are always looking for ways to improve our skills through education, technology, marketing and keeping up on latest techniques to be able to help our clients.”

Almost 100% of the team’s business comes from repeat and referral clients, a testament to the trust and confidence they inspire. “We stay in close contact with most all our clients,” Ann Marie explains. “Multiple clients have had six or more transactions with us, and the most transactions we’ve had with a single client is nine.” Specifically, clients value the team’s excellent communication, negotiation, and marketing skills.

When it comes to marketing their listings, The Bay Area Team provides a multi-tiered marketing package.

It includes pre-marketing via Compass Exclusives, which allows them to share upcoming listings privately among Compass agents all over the nation. All their listings are professionally staged and photographed to showcase a property’s unique features and charm, and from there the listings are promoted through extensive social media, and across a variety of networks and platforms to ensure maximum exposure, with a special focus on luxury and high-end publications. The results speak for themselves: this year The Bay Area Team is 26

When they’re not working, Ann Marie and Jim love to travel, whether internationally to Europe, Hawaii or the Caribbean, or just south to Santa Cruz for the weekend. They also enjoy hiking in the numerous East Bay trails, and snow and water skiing.

In summary, Ann Marie says, “I love our team, our company, and the clients we serve. When you enjoy what you do, it’s not work.” Her favorite things about having a real estate practice, she says, is “Finding the perfect match for both our sellers and buyers and creating a win-win experience for both parties. Exceeding our clients is what gives us joy and fulfillment.”

For more about Ann Marie Nugent, Jim Walberg and The Bay Area Team, call Ann Marie at (925) 260-8883, email nugentannmarie@gmail.com, or visit TheBayAreaTeam.com www.

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 28

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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ANGELICA SMITH-CASTRO Angelica Smith-Castro started out in real estate at seventeen years old. At the time, she was serving in accounting; then one day, a friend and colleague in the lending industry encouraged her to pursue her real estate license. Inspired, Angelica began looking into the business and wound up earning her license just two days after her eighteenth birthday. “I’ve been in real estate ever since,” she says.

Since then, Angelica has built an accomplished career in California—earning a Masters degree in business and even opening her own brokerage along the way. Today, she is the Broker and Owner of Amplify Real Estate and Properties, where she supervises an elite staff to assist clients all throughout Northern California.

When listing a home, Angelica personalizes her approach to the needs of her clients, providing them with a suite of professional photography, videography and virtual tours. Once their house is ready to go, she shares it over a variety of targeted digital and social media campaigns, all to ensure her clients have as long a reach as possible. Moreover, Angelica applies her in-depth knowledge of the market to maximize each client’s value. “Pricing is probably the most important aspect of listing a home,” she says. “If you price a home correctly, you can sell it within a few days.”

Elsewhere, Angelica is just as hands on with her buyers, providing them with comprehensive service at each step of the transaction. With her years of experience and MBA in Business, she has all the tools needed to educate her clients and help them make safe, informed decisions on their purchase. “I never try to sell my clients on a home,” she says. “Instead, I take the time

to find out what they want. I don’t care if we need to look at thirty different houses; I want my buyers to be happy above all else.”

Through the years, Angelica has earned a fantastic reputation throughout California, with the vast majority of her volume coming from repeat clients and referrals. The key to her success? “I strive to be as knowledgeable about my industry as humanly possible. Because of that, I can tell my clients what their value is, what top dollar might be, and what realistic outcomes to expect from their transaction.”

Outside her career, Angelica is tremendously involved with her community. Currently, she is an active member of the Bayside Church. Meanwhile, she teaches courses in real estate and accounting at William Jessup University, alongside mentoring up-andcoming professionals in the industry. When she’s not with clients or giving back, Angelica, the mother of four boys, can be found spending time outdoors with her beloved family and participating in various youth sports around town.

Going forward, Angelica has strong ambitions for the future of Amplify Real Estate and Properties. As her volume continues to grow, she intends on expanding into the Bay Area while building onto her team. But through it all, she remains focused on what matters most. “I love helping people,” Angelica says. “Real estate encompasses one of the biggest purchases of our lives, and nothing is more valuable than having access to someone who knows the market. My clients can trust that I’m looking out for their best interests—no matter what.”

To learn more about Angelica Smith-Castro call (530) 713-4051, email angelicansmith@icloud.com, or visit amplifyrealestate.com www.

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