NORTHERN CALIFORNIA 11-14-22

NORTHERN CALIFORNIA EDITION

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Tips to Get New Clients

Uncommon Contact:

CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA

3 EASY AT-HOME

DIY PROJECTS TO INCREASE PROPERTY VALUE

FEATURED AGENT

MARC PALOS

COVER STORY

DEREK KIRK

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

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Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, Top Agent Magazine

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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

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

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

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Think vertically.

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

Soothing sounds set the mood.

Upgrade the look of structural components.

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

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

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

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Don’t compromise on your culinary dreams.

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

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

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

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DEREK KIRK

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Having been licensed for 28 years, Top Agent Derek Kirk serves all types of clients in Sacramento, Placer, El Dorado, and Yolo counties with much of his business consists of repeats and referrals, While working at a national bank, Derek Kirk had the idea to enter the real estate field. “I was working in the loss mitigation department, and short sales were really big at the time,” he explains. “We were putting together short sale packages with all the conventional lenders. And a couple of us said, ‘why don’t we go out, create our own company and specialize in short 10 Copyright Top Agent Magazine

sales?’” So that’s exactly what Derek did.

After creating a company with his business partners, they worked largely with short sales, and continued to grow. Today Derek serves all types of clients in Sacramento, Placer, El Dorado, and Yolo counties. He works with sellers, first time home buyers, new home clientele, investors, relocation clients, 1031 exchanges, bank owned Top Agent Magazine

clientele and shortsale clientele. Much of his business consists of repeats and referrals, having been licensed for 28 years.

He stays in touch with them even after the transaction, as they appreciate his extensive knowledge about this field.

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“I always try to make it a great experience for my clients,” Derek explains.

“Integrity is everything. And I’ve worked hard to keep my quality of service at the highest level possible, which has allowed me to keep growing.” Derek has a solid

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Having been named a Quality Service Producer and Quality Service Pinnacle Producer for several years, and earning the Sacramento Magazine 5 Star award every year since 2012, Derek’s clearly doing everything right. reputation in his region, as he returns calls, emails and texts promptly. His professionalism with other agents has earned him respect from his peers, and this helps each transaction run smoothly.

Derek also ensures each property is looking its best before they’re listed. He offers house cleanings, staging and links Copyright Top Agent Magazine 12

his clients to his wide network of tradespeople who can assist with home repairs.

“This goes for my buyers as well, if they wanted to get an estimate for certain types of repairs or upgrades, I have the right people to recommend them to.” When it comes to marketing his listings, he loves to promote them on social media. He takes professional photos of each home Top Agent Magazine

and creates a video using drone footage.

“This just really helps sell the home and sets it apart from other listings.” Having been named a Quality Service Producer and Quality Service Pinnacle Producer for several years, and earning the Sacramento Magazine 5 Star award every year since 2012, he’s clearly doing everything right.

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One recent client said, “Derek Kirk is a man of great integrity and endless positivity. He responds immediately...even when you ask him ridiculous amounts of questions. He knows so much about the industry and was helpful on our out-ofstate purchase even though he was not benefiting from that sale. In his tireless

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drive to sell our home, he was always honest and trustworthy.”

When Derek has free time, he can be found staying active through sports. Recently married, he loves taking walks with his wife and their dog. He also spends time with his two teenage and young adult daughters.

Derek hopes to keep increasing his business by 10 percent every year and expanding his reach. He can’t wait to see what the future holds. “I just love what I do. I thank God for all the blessings I have received over the years. Without my faith none of this would have been possible.”

For more information about Derek Kirk, call 916-213-5715 or email realestate@derekshomes.com

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3 Easy At-Home DIY Projects to Increase Property Value Most homeowners have a lengthy list of chores and bit projects they intend to accomplish around the house. Oftentimes, those to-do items are completed piecemeal over a long stretch of time, or else sometimes not at all. However, when it comes time to prepare a home for market, all those tasks begin to pile-up and overwhelm. The Top Agent Magazine

list of things to do before the photographer comes or the first open house is held might seem endless, but not if you tackle just a few things here and there as you go. These sorts of projects—easy, DIY, at-home tasks you can accomplish in a few hours or less, with tools you most likely have on hand— go a long way with marginal effort.

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Complete a quick rehab of closets and storage areas Many agents advise clients to declutter and depersonalize their spaces ahead of professional photography and home showings. The idea is to provide prospective buyers with a neutral palette. Not only does this allow them to imagine their own lives unfolding within those four walls, but it also helps make a home’s square footage stand out. One way to add visual space to your home without calling in the contractor is to declutter common storage areas and closets. When buyers can get a complete look at a closet’s capacity, or a pantry’s depth, or the garage’s full functional potential, they get a better sense of a home’s potential and thus, its value.

In that vein, consider decluttering and cleaning your high-traffic storage spaces: the garage, pantries, closets, attics, and basements. Besides, organizing and discarding unwanted items help you prep for a move anyway, while giving potential buyers a peak at how spacious your home really is.

Add easy curb appeal with a bit of sweat equity Sure, curb appeal can arrive in the form of a new mailbox, pathway lighting, or updated house numbers, but it can also come cheaper than that. Curb extends to the upkeep of your lawn, landscaping, and home’s façade, and there are plenty of ways 16

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you can give these zones a refresh without spending anything but time. Keeping your front and back yard green and uniform adds a lux layer to exterior square footage.

Likewise, polishing the outside of your windows, trimming hedges, and sweeping the walkway can make a tidy and wellcared for first impression. There are other measures you can take too. Planting wildflower seeds in empty beds, or collecting some landscaping rocks to frame mulched areas can add a bit of character to your residence. Repainting the front door, ensuring trees are trimmed, and keeping back patios Top Agent Magazine

neat and uncluttered also underscore a home at its finest, which is ripe for buyers to snatch up.

Transform tiled spaces into sparkling clean surfaces.

Bathrooms and kitchens are where sellers can stand to add plenty of value in the process of selling a home. While pricey renovations might be out of the question for some, there are still affordable and time-effective ways you can transform for these spaces for the better. Cleaning,

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bleaching, or redoing your tile grout—in either kitchens, bathrooms, or other tiled spaces—can give these high-trafficked areas a new lease on life. Ensuring windows, mirrors, stainless steel appliances and backsplashes are streak-free and polished also demonstrate to buyers that your home is well-cared for and practically move-in ready. Sometimes, the devil is in the details. You might consider relining drawers, changing out knobs and fixtures,

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or else decluttering cabinets and shelves for a fresher look.

No matter the challenges ahead as you prepare your home for sale, completing a few small tasks every weekend or so can put you miles ahead of the competition.

Without spending a dime, you can add serious value to your home’s bottom line, setting you up for success as you begin your own home-shopping adventure.

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 20

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much

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house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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MARC PALOS Marc Palos of Sacramento, California, grounds his successful real estate enterprise on a combination of robust marketing and financial expertise to serve the communities of El Dorado, Placer and Sacramento Counties. “I have a very strong financial background, and I find that to be enormously helpful. People today have a lot of questions, and they need resources – a lot of agents haven’t wandered into the lending field, but I have, so I can speak to all loan categories. It helps me with buyers and sellers because I can help them negotiate their program with lenders. I know what questions to ask, and I’ll make sure you get a fair deal on your services.”

Originally, Marc moved to Sacramento from San Jose to pursue a job in a different career. In 2005, after his client was purchased through a banking consolidation, he seized the opportunity to explore adjacent industries.

“I interviewed a loan officer and a real estate agent, and determined that getting a financial background in the lending world would be smart. I went to a company called Village Financial Group, and really focused on lending for the first three years.” After mastering his newly chosen field, Marc found himself in the middle of the economic recession in 2008, but he was determined to meet the challenges ahead with everything at his disposal. “I decided I would really begin to look for people from a marketing standpoint – find people who were ready to have a conversation, so I began online marketing back in 2009. I was an early proponent of Zillow, and I started small and just began to follow up on every lead that would come through, and over time I built my business.”

Today, in 2022, Marc’s systematic diligence has culminated in a database of over twenty-five thousand

contacts that he and his team leverage to best serve their clients. “Most people have contacts at other brokerages, but my marketing goes much further. I have the ability to go into my database and fine tune the parameters – I can go out and find a particular buyer that meets the expectations for a specific seller at any given location and price point and bring those buyers to my sellers. This approach, in addition to the expertise and support from his invaluable team members and top-tier administrative support staff, empowers Marc to boast a consistent annual volume between $90 and $100 million over the past several years. Marc’s day-to-day strategic partner and sonin-law Jeff Kobernus has been a tremendous asset to Marc as they continue to navigate the industry and grow their collective team of agents and partners.

“Nothing happens without a great team and I consider myself very fortunate for the organization we have built over the years.”

With his individual success cemented in the industry, Marc is looking forward to the continued growth of his team, and he is eager to impart his hard earned insights on up-and-coming agents. “I love the idea of being able to help somebody think through the biggest decision of their lives. I always tell my clients, ‘I don’t believe that we actually sell anything in real estate.’ What people really need is an advocate and a resource – someone who will listen and quickly answer the most important questions buyers and sellers have about our current market.” With the support and enthusiasm of his staff, Marc and The Palos Real Estate Team are poised to tackle the burgeoning markets all along US-50 and US-80 corridors, and beyond.

To learn more about Marc Palos, visit marcpalos.exprealty.com, email marc@thepalosteam.com, or call 916.284.1365. www.

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