NORTHERN CALIFORNIA 10-4-21

NORTHERN CALIFORNIA EDITION

7

REASONS WHY YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

CREATIVE

FEATURED AGENTS

EMILY MENESINI SULVA ZAHIR

WAYS TO SAY THANK YOU

8 TIPS ON USING

THE DAILY SCHEDULE OF

DISRUPTIVE THINKING

A SUCCESSFUL REAL ESTATE AGENT

TO IMPROVE INNOVATION

COVER STORY

MALIN P. KANSAL, MBA

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

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NORTHERN CALIFORNIA EDITION

EMILY MENES 7

MALIN P. KANSAL

EMILY MENESINI

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EMILY MENESINI

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SULVA ZAHIR

CONTENTS

4) 7 REASONS WHY 20) THE DAILY SCHEDULE In the mid 90s, Emily entered the realm ensure YOUR PROSPECTS AREN'T OF AMenesini SUCCESSFUL of real estate taking an ESTATE office manager TURNING INTO CLIENTS REAL AGENTposition ing so with a real estate appraisal office. Tasked with pre- what’s With a deep-rooted passion for a 14) 8 TIPS ON USINGparing the reports,22) CREATIVE WAYS accounting, and hand delivering is all a DISRUPTIVE THINKING entrepreneurship, TO SAY THANK YOUSulva the TO reports (pre-email), traveling between loan andZahir’s trustw IMPROVE INNOVATION real estate offices for her job, fell in loveKnown that.” estate wasEmily no accident. with the real estate office environment. The throug ing personality, herenergy attention to in the real estate offices she visited was contagious knows in-depth awareness of the local m and she felt that a career as a real estate agent was Phone 310-734-1440 | Fax 310-734-1440 toyears elevate buying or her calling. Now, 23 in theher real clients’ estate indusWhen mag@topagentmagazine.com | www.topagentmagazine.com andasarm them with the necess try, Emily has beenence working a full-time Realtor works No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine from the Northern Foothills is published by Feature Publications GA, Inc. Although precautions areCalifornia taken ensure the accuracy of published materials, Top to tomake the best decision.

Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. to the Bay Area, is a Top Producer To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. and Relocation Specialist, has certiMember of Westbrook Realty, Su fied training with Luxury Properties, throughout and specializes in ents dealing with high Silicon Valley—h Top Agent Magazine 3 end real estate listings. the biggest tech companies and

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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MALIN P. KANSAL, MBA Top Agent Magazine

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Leading the Malin Group, Top Agent Malin Kansal and his team work tirelessly to deliver a stress-free transaction to their clients across the Bay Area and the surrounding regions.

“The best agents in the world make the experience perfect and seamless for their clients,” Malin Kansal explains, while discussing his career in real estate. “But we all know what is going on behind the curtain.” Leading the Malin Group, he and his team members work tirelessly to deliver a stress-free transaction to their clients. Malin entered the field 20+ years ago, after getting involved in his family’s property management and real estate 8Copyright Top Agent Magazine

business. Serving the Bay Area and surrounding regions, he aims to build lasting relationships with all he serves. By providing superior service and paying attention to every detail, Malin has developed a reputation for making clients happy.

“The biggest thing we offer is a team environment,” he explains. “Real Estate is complex, and it takes a village to do right. So having Top Agent Magazine

all the resources under one roof, from property management to investment knowledge, sales strategy and interior design, is so worth it.” The team undergoes regular training to stay updated on real estate market trends and technology, helping them develop effective Top Agent Magazine

strategies. Malin Group is coached by the #1 Real Estate Coach in the world Craig Proctor.

“We stay sharp on everything, so our clients truly have a high level of trust with us and they appreciate our integrity.” Working with Vanguard Properties, they have access Copyright Top Agent Magazine9

to an endless supply of information, experts and resources. This includes state-of-the-art marketing. “We promote listings through all the traditional channels, as well as Google Ads and both domestic and international real estate websites.” Producing about $35 million in sales volume each year, it’s clear they are doing everything right.

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After working with the Malin Group, clients love spreading the word about their experience. One recently said, “I have been working with Malin since 2012 and have nothing but wonderful things to say about him and his working style. Not only is he very knowledgeable about real-estate in general but San Francisco, The Peninsula and Silicon Valley Top Agent Magazine

“We stay sharp on everything, so our clients truly have a high level of trust with us and they appreciate our integrity.”

Working with Vanguard Properties, they have access to an endless supply of information, experts and resources.” in particular. He is very thoughtful, thorough and proficient. His demeanor is calm/collected and handles the toughest issues with calm and ease. I would highly recommend him to anyone interested in learning the markets and/or buying and selling.”

Community is an integral part of the Malin Group’s work, so they always make sure to Top Agent Magazine

donate their time and money to causes they care about. “Each referral that comes to us from an agent or an existing client, we donate $50 in their honor to UCSF Benioff Children’s Hospital,” Malin says. “We also donate a portion of each commission to them as well.” Malin Group has a yearly goal of giving back at least $25K a year to the community. At least twice a year, Vanguard Copyright Top Agent Magazine 11

Properties hosts a volunteer event where they work to help those in need. “Most recently, we painted walls for a property that houses disadvantaged youth.” During any free time, Malin can be found enjoying nature, traveling or spending quality time with family.

As time goes on, Malin would like to see his business continue to grow and thrive. “We’re

also establishing Malin Group Estates, where we will specialize in properties worth $5 million or more,” he says. But whoever Malin and his team work with, from first time home buyers to seasoned investors, they truly enjoy the journey. “We love the fact that we are involved in a very intimate portion of someone’s life. It’s incredibly rewarding.”

For more about Malin P. Kansal, MBA and the Malin Group, call 650-219-4725, email malinrealtor@gmail.com America’s Top 100 Real Estate Agents® malingroupre.com | vanguardproperties.com www.

www.

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8 Tips on Using Disruptive Thinking to Improve Innovation You might be wondering what disruptive thinking is. How can anything disruptive be good? Well, if you’re caught in a stagnant place, shaking things up might be exactly what you need to gain some momentum in your personal or professional life.

the norms that keep you from being creative and implementing big ideas. Here are some simple things you can do to find opportunities that might be hidden if you stay stuck in the status quo.

Sometimes taking a step out of your bubble will give you a much needed perspective and allow you to achieve the breakthrough you need to take things to the next level. There is no more valuable commodity in today’s business world than innovative thinking, and the key to innovative thinking is breaking down

1. TAKE RISKS

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Without risks, there usually won’t be any major rewards. Sure being steady and careful might keep things going marginally well, but if you really want to go big, you need to go all in sometimes. If you go through the history of great innovations, none of them

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt.

2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition.

3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea.

4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out.

5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead Top Agent Magazine

to a million reasons why something won’t work. But there really is no harm in ignoring your initial impulse and thinking it though a bit more. If you or someone you work with has passion for an idea, it’s definitely worth pursuing.

6. CHANGE YOUR PERSPECTIVE We tend to look at things in a linear way.

If you feel like you’ve stalled out on something, literally flip the script. Re-imagine it from different perspectives, reverse engineer the process. Anything you can do to see it from all angles, might get the creative juices flowing again, and could even lead to a breakthrough.

7. VALUE CHAOS Yes, it’s great to be organized and have a plan, but sometimes a little randomness can be that added ingredient that makes it all work. One of the major keys to successful disruptive thinking is breaking up everyday patterns. Sometimes the path to rational solution is filled with chaotic moments.

8. BE WILLING TO LET GO Don’t be rigid. Even the best ideas can always be refined and improved. You’ve invested a lot of time in your idea and it can be hard not to cling to it, but input from other people will only strengthen what you want to do.

Having big ideas is great, but you also need to be pragmatic. Recognize changes you might need to make to get your big idea implemented. Disruptive thinking is all about flexibility.

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EMILY MENESINI Top Agent Magazine

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EMILY MENESINI

In the mid 90s, Emily Menesini entered the realm of real estate taking an office manager position with a real estate appraisal office. Tasked with preparing the reports, accounting, and hand delivering the reports (pre-email), traveling between loan and real estate offices for her job, Emily fell in love with the real estate office environment. The energy in the real estate offices she visited was contagious and she felt that a career as a real estate agent was her calling. Now, 23 years in the real estate industry, Emily has been working as a full-time Realtor from the Northern California Foothills to the Bay Area, is a Top Producer and Relocation Specialist, has certified training with Luxury Properties, and specializes in dealing with high end real estate listings.

ensure they find success at every step. “I love finding solutions for people and helping them discover what’s right for them. That’s really what this job is all about,” Emily says. “I pride myself on being trustworthy, and I believe my clients can attest to that.” Emily truly loves getting to know people through her work, and her dedication to her clients knows no bounds.

When it comes to interacting with clients, Emily works hard to keep herself responsive and avail-

As an elite agent in a competitive area, Emily sets herself apart through her passion and enthusiasm for her work. She is a comforting presence for her clients throughout the transaction process, and holds their hand to 18

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able to field any queries or problems her clients might have during the transaction.

Her hands-on, personal approach to business makes clients feel secure and confident while dealing with such a significant financial asset as a home. “I communicate heavily with my clients - I don’t want them to ever feel alone through the process, or beyond,” Emily says.

“I prioritize building relationships, and a lot of my clients become good friends!”

With a background in marketing, Emily takes her listings very seriously and does everything in her power to make sure they garner maximum exposure from prospective buyers.

She crafts an intimate narrative around each home through the use of staging, professional photography and a description tailored to the energy of the home. She makes sure that each listing reaches as many people as possible both locally and online. Over the last 12 months, Emily has closed more than $31M in total sales volume across 58 transactions, and she takes pride in her consistently high level of production as a solo agent. ”No assistants, no teams. You get ME.” This has resulted in a wealth of referral business from clients referring their loved ones.

In her free time, Emily loves spending time with her husband, Simon, and their three sons. Simon is a general contractor of 25 years and Emily has learned a great deal about home construction through helping him and collaborating on projects. Together, they purchase homes in their community to rent out at affordable prices in an effort to assuage the issue of low inventory in the area.

Additionally, Emily is heavily involved with her kids’ schools through various programs.

For the future, Emily hopes to continue providing phenomenal service to her community and helping people find their dream home, and growing her already thriving business in the process.

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You can contact Emily at (530) 263-4717 or emily@emilymenesini.com, and you can visit emilymenesini.com to learn more. www.

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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SULVA ZAHIR Top Agent Magazine

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SULVA ZAHIR

With a deep-rooted passion for architecture and entrepreneurship, Sulva Zahir’s journey to real estate was no accident. Known for her charming personality, her attention to detail, and her in-depth awareness of the local market, she aims to elevate her clients’ buying or selling experience and arm them with the necessary knowledge to make the best decision.

the home by just asking their Alexa about it. I also use various social media platforms like YouTube, TikTok, and Facebook. We have to be at the same pace as what our clients are expecting. They want high technology and I’m happy to provide that for them,” she explains. In the year and a half since she’s started, Sulva has sold over $17,000,000 in sales volume.

Member of Westbrook Realty, Sulva serves clients throughout Silicon Valley—home of some of the biggest tech companies and clients who expect an advanced approach when it comes to marketing. “Silicon Valley is a tech empire, so I leverage the use of technology to sell my listings for top price. Recently we’ve implemented using Alexa to talk about the properties, which is great for people that are living out of state or international clients. They can learn about

Acting as an advocate for her clients, Sulva is intentional about taking her time to figure out

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exactly what they are hoping to achieve.

“For me, one of the most crucial aspects of a real estate transaction is listening to my clients’ wants and needs. My clients come from different backgrounds and it’s so important to be an active listener and find out what they’re looking for in their new home and help them set realistic expectations.”

A people person, Sulva enjoys meeting new people and forming close friendships with her buyers and sellers. “I’m a very social person so I love interacting with people. My favorite part of the work that I do is really just talking to people, getting to know their stories, going through this journey with them and being a part of this exciting time in their lives.”

Outside of her dedication to her clients, Sulva is also passionate about giving back.

She is involved with Efforts Frontline Organization, a charity that helps impoverished families in remote areas of Pakistan gain access to clean drinking water as well as other opportunities. “We do everything from helping with food to assisting with employment.”

Seeing everyday as a new opportunity to help someone achieve their real estate dreams, Sulva plans to continue expanding her business and assisting more clients. “I would love to build my own team in the future. I think it’s important to surround yourself with people who have the same vision as you. Every entrepreneur looks for a chance to grow, and I would love to have that for myself and be able to reach out to more people and help them transition to the next stage of their life.”

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To learn more about Sulva Zahir call (650) 346–8855, email sulva@wbrea.com, or visit mlslistings.com/FindAnAgent/Profile/02103659 www.

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