NORTHERN CALIFORNIA 11-12-18

NORTHERN CALIFORNIA EDITION

CONCIERGE CARE: Services that Lure Clients and Transform Your Reputation

How to Get the Biggest Recharge Out of Your Lunch Hour

COVER STORY

FEATURED AGENTS

Mark DeGennaro Alex Min

Kenny Truong

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Kenny Truong KENNY TRUONG

ALEX MIN

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MARK DE

The tagline on h “When Quality Co DeGennaro has be greater Sacrament with quality serv Mark’s honest, h deeply personal ap with buyers and s MARK DeGENNARO in a business that cantly upon repeat business and referrals fro

Mark’s career in real estate seems almost pre of my family is in real estate,” he explains. “ Broker, and my uncle and my cousins are a CONTENTS well.” Initially, Mark’s plan was work parttry while still working his primary job. Th when the company went out of business, 17) 5 SIMPLE MINDSET SHIFTS 4) HOW TO GET THE for Mark to pursue real estate full-time. Hav THAT WILLthree HELP ACHIEVE BIGGEST RECHARGE OUT yearsYOU of his career at RE/MAX – wher the 2006 Quality Service Award – Mark no YOUR GOALS OF YOUR LUNCH HOUR Banker home.

13) CONCIERGE CARE: SERVICES THAT LURE CLIENTS AND TRANSFORM YOUR REPUTATION

21) HOW TO THROW A Servicing Sacramento, Placer, Yolo and S NETWORKING EVENT ties, nearly 85% ofTHAT his business is based on CAN PUT YOUR BUSINESS clients. The reasons for this, Mark believe pride myself on the quality of service I p ON THE MAP

ents,” he explains, “and I’m very good at co them.” Another reason is the emphasis he p ing relationships with his clients, and then “I make sure I stay in front of my clients, Phone 888-461-3930 | Fax 310-751-7068 with them on a regular basis,” says Mark. “ a client appreciation event, one in the spri mag@topagentmagazine.com | www.topagentmagazine.com fall. For the fall event, I do an open house No portion of this issue may be reproduced in any manner whatsoever without prior of get the apublisher.

Top Agent weconsent usually pretty good turnout for that Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published look forward to it.” materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S.

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How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 4

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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Kenny Truong Top Agent Magazine

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Kenny Truong In one of the country’s hottest real estate markets, pioneering REALTOR® Kenny Truong’s innovation, passion, enthusiasm and stamina are among his greatest attributes. He simply doesn’t stop until the job is done correctly.

He’s even got a hashtag and such strong SEO that the first several pages of an internet search 8

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for #FASTAGENT all point to Kenny Truong.

And along with a community presence, his savvy, integrated and creative brand marketing has helped Kenny secure become a top-producing agent in Oakland and vicinity since 2013.

“I started in real estate right out of college,” he says. “I had taken a job installing Auction.com Top Agent Magazine

signs when an agent recruited me as his assistant.” A year later, Kenny earned his license and by 2009 was building a book of business. “I like the freedom to brand-market myself, along with entrepreneurship, business development, being an influencer and helping people.”

At Climb Real Estate, which currently has three Bay Area locations, Kenny manages the Top Agent Magazine

Oakland office’s inside sales team. Approximately one-third of his business comes from referrals, a fact that reflects the his high quality service and his acute understanding that agents must remain visible in and beyond their sphere. Kenny, after all, entered real estate on the heels of the Great Recession. He knows what it feels like to work hard while maintaining client loyalty.

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“I’m actually less of what you might call a ‘personal touch’ agent and more of a systems and process guy,” Kenny adds. As a result, his client base is filled with people who want smooth and expedient transactions. “My clients come back to me because I have such good market knowledge as well as a great listings marketing plan and a proven track record.”

That marketing plan includes unique, creative and targeted social media exposure, including Instagram stories, which are well-received by his thousands of followers. “I post on social media about 20 to 30 times a day!” he says. “I also do email marketing and have been able to earn a lot of business through B2B marketing Copyright Top Agent Magazine 10

within the real estate industry.” In other words, Kenny’s real estate peers across his market and the country follow him for his tips, news and advice. He creates strong graphic banners for each article he shares in his newsletters, most gathered from credible news sources around the Internet. Topic might include how-to stories on keep your E-newsletter from ending up in the trash or hiring top talent; news about Bitcoin buying into US real estate; or information on driving forces behind Oakland’s gentrification.

Meanwhile, Kenny isn’t naïve enough to think that the Internet is the only place that people find real estate or agents. “I also have 100 bus benches in Oakland that I pay a monthly Top Agent Magazine

subscription for,� he says. For the first few years that he had the benches, they simply displayed his #FASTAGENT hashtag. But he has recently begun featuring the artwork of local Oakland high school and college-age students who compete in a graphic design contest sponsored by the nonprofit, Oakland Digital.

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With the philosophy that creativity can bridge the tech gab between communities, Oakland Digital provides under-resourced community members with essential career-related resources, mentorship, digital literacy education and networking. Kenny’s benches display the artwork of several annual contestants in Copyright Top Agent Magazine 11

the organization’s annual “Inspire Oakland” billboard design program.

By focusing on what matters locally and by nurturing relationships with local community members and global industry leaders, Kenny’s name recognition is growing. As an inspiring team leader, he truly enjoys helping other professionals build their real estate careers. “I’d like to grow more teams and

more offices,” he says, noting that Climb Real Estate will soon be expanding to other U.S. markets through its holding company, Realogy (Realogy Holdings Corp.). “And I‘d like to start creating my own real estate technology products that I can share with other agents to help them grow their own real estate businesses.” Given his dedication to real estate, the industry is only just beginning to see what Kenny will accomplish.

To learn more about Kenny Truong, visit kennytruong.com or climbeastbay.com, or visit his Facebook page, email kenny@climbsf.com or call 510.545.6932 www.

www.

https://www.facebook.com/FastAgent/

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 14

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back.

Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve.

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Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves.

If you want what someone else has, you should look to them as a role model. What

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are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

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Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day.

Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

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Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision.

If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic.

When you’re feeling emotional...wait.

It really is that simple. Wait it out until 18

you’re back in a rational state of mind and take it from there.

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Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success.

In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

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Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed.

People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t?

They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

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Alex Min Top Agent Magazine

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ALEX MIN the Bay Area to attract interest.” Alex takes a similarly proactive approach in marketing listings, beginning with pre-market preparations such as professional photography, drone footage, and video work. From there, he leverages listings across the leading online platforms to secure wide-ranging visibility online. From spearheading the sale of a rare vacant land parcel to multimillion-dollar luxury properties and smaller scale condos, Alex’s expertise runs the gamut. “My release is the outdoors, and it very much plays into my career and successes,” Alex says. “Tahoe is more than a place to buy a second home, it’s a lifestyle focused on spending time in nature and taking care of your family and community.”

Alex Min got his start in real estate more than twenty years ago, fresh out of college and paired up with a leading resort sales and marketing team in Breckenridge, Colorado. After a few years earning firsthand experience in largescale project development and high-end communities, Alex made the move to Lake Tahoe in 2001, beginning the next chapter of his real estate journey. Today, he has built an impressive reputation for his diverse expertise, personalized client care, and authentic embodiment of the Tahoe lifestyle.

With experience specializing in second homes, commercial spaces, redevelopment, lakefront property, and residential sales at large, Alex offers clients a multifaceted understanding of the Lake Tahoe’s region—from the North and South Shore communities, to the intersection of the California and Nevada borders. Licensed in both states and a member of the four Realtor boards that comprise the greater region, Alex offers unique value in that he’s able to broker deals from any spot on the 170-mile lakefront and its adjacent communities. What’s more, he has built a business largely driven by repeat and referral clientele, amounting to 80% of his clientele. To account for his success thus far, Alex cites a downto-earth demeanor, an intimate understanding of the region and its lifestyle, and a self-starter’s work ethic. “I tend to make friends with people naturally and I’m able to make them feel comfortable throughout the process,” Alex says. “I love the area and I’m avid in the outdoors—from mountain biking and climbing, to skiing and more. I take advantage of everything Tahoe has to offer and share it with my clients, who often become friends. I also cover the entire lake, which has a range of microclimates and price ranges. Oftentimes, people want to explore the whole lake and aren’t sure yet where they want to settle, and there aren’t many agents well-versed in the entirety of the Tahoe region. I also do commercial and redevelopment work, and I’ve got two kids in the local school system, so I’m very involved in the community here.”

As Tahoe is a major destination for travelers the world over, Alex hunts for prospective buyers beyond the immediate area, making inroads in the nearby Bay Area where interest is high. “I don’t wait for the buyers to come to me,” Alex says. “I spend a lot of time networking and participating in events, and visiting offices in 20

Beyond the office, Alex gives back through his participation in his children’s schooling and events, where he coaches soccer and t-ball teams and participates on the school board. He also gives back to his professional community through his service on the area’s Board of Realtors. In his free hours, he most enjoys time spent with his kids and loved ones, and indulging in Tahoe’s scenic splendor—from kiteboarding and boating to mountain biking and paddle-boarding.

As for the future of his business, Alex plans to continue on his steady trajectory, cementing the relationships he has developed over the years, while welcoming new faces and families to the Tahoe area. Finally, with twenty years of industry insight to his name, Alex Min considers what’s next. “I look back on my time in this business, and so much of it is about the people I’ve met,” he says. “The majority of my business remains referral-based, and I would love to keep that up and continue to nurture those relationships. I’d also love to keep growing that base and reach new people. To me, Tahoe is about the lifestyle here, and my work allows me to share that with others. It’s the lifestyle we chose, we love, and we live.”

To learn more about Alex Min email Alex@HomesAtLakeTahoe.com, call (530) 320–7232, or visit HomesAtLakeTahoe.com www.

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How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational.

Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

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Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 22

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way.

Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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MARK DEGENNARO The tagline on his website reads “When Quality Counts!” and Mark DeGennaro has been providing the greater Sacramento, California area with quality service since 2003.

Mark’s honest, highly-ethical and deeply personal approach to working with buyers and sellers has resulted in a business that is based significantly upon repeat business and referrals from satisfied clients.

Mark’s career in real estate seems almost pre-ordained. “Much of my family is in real estate,” he explains. “My dad is a retired Broker, and my uncle and my cousins are all in real estate as well.” Initially, Mark’s plan was work part-time in the industry while still working his primary job. That plan was foiled when the company went out of business, opening the door for Mark to pursue real estate full-time. Having spent the first three years of his career at RE/MAX – where he was awarded the 2006 Quality Service Award – Mark now calls Coldwell Banker home.

Servicing Sacramento, Placer, Yolo and San Joaquin Counties, nearly 85% of his business is based on repeat and referral clients. The reasons for this, Mark believes, are two-fold. “I pride myself on the quality of service I provide to my clients,” he explains, “and I’m very good at communicating with them.” Another reason is the emphasis he places on developing relationships with his clients, and then maintaining them.

“I make sure I stay in front of my clients, keeping in touch with them on a regular basis,” says Mark. “Twice a year I do a client appreciation event, one in the spring and one in the fall. For the fall event, I do an open house at my home, and we usually get a pretty good turnout for that. My clients really look forward to it.”

The appreciation Mark’s clients feel for him is best illustrated by the reviews he has received online for his services, including this one from Zillow.com that truly highlights how amazing the experience of working with him is: “Mark is one of the nicest and most knowledgeable people I’ve had the pleasure of doing business with. He was very insightful regarding current market conditions and trends, the pros and cons of a particular location, and the creative negotiating that can close the deal. Mark’s insight allowed us to make a well-informed decision and we are very happy with our purchase. He is very professional in the way he dresses and conducts business but at the same time he knows when to “loosen up the tie.” He has that rare personality that can mesh with everyone from the corporate boss to the blue-collar guy and he just makes you feel comfortable. Highly recommended!”

Another factor in Mark’s continuing success is his expert approach to marketing. Professional photography, including the occasional use of drones, are among the tools he utilizes.

He also works with a team of people who will assist his clients with staging or reorganization of their homes prior to them being put on the market, ensuring they are seen in their best light.

A resident of the local community of Elk Grove since 1991, Mark is deeply involved in his community, including the Chamber of Commerce. Additionally, his philanthropic efforts include a recent fundraiser to assist the pets of homeless people, and he is also very active with his homeowner’s association.

Mark’s plans for the future are fairly simple: to continue to grow his business, while sacrificing none of the exceptional client service that has become his calling card. “I am a fulltime agent committed to running a professional business where client satisfaction is number one,” he says.

For more information about Mark DeGennaro, please call 916-849-4810 or email Mark@MarkDRealty.com Top Agent Magazine

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