NORTHERN CALIFORNIA 11-15-21

NORTHERN CALIFORNIA EDITION

FEATURED AGENT

SCOTT MOELLER

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THINGS THE BEST LEADERS

NEVER SAY

How to Incorporate Current Events to YOUR EMAIL BLASTS and Stay Relevant COVER STORY

What the FIRST THING You Do After Work SAYS ABOUT YOU Things You Can Do to Anticipate

YOUR CLIENT'S NEEDS

VLADIMIR WESTBROOK

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NORTHERN CALIFORNIA EDITION

SCOTT MOELLER

otivated and determined to exceed that met ou 16 ations, Scott Moeller has become 7a Since 2018, Top Agent long month Westbrook has nent agent in the greater El Dorado Vladimir THE house! been the Broker/Owner of y area. Leading the Moeller Piersol Westbrook Realty, where he negotiated e now has over 30 agents on with Greg Piersol, Scott consis- his team serving the entire was nice ha goes above and beyond to achieve Bay Area and beyond. pressured b ents’ goals. He got his start in real ing experien after working in the corporate VLADIMIR WESTBROOK SCOTT MOELLER Giving back “I had a sales job with a large corbusiness, as n,” he explains. “I was in the top ciations, ev in Western Canada, Washington, CONTENTS golf events n, Idaho and California. But evenI wanted4)toHOW pursue more TOsomething INCORPORATE 18) WHAT THE FIRST enforcemen eneurial.”

Knowing that real CURRENT EVENTS TO estate THING YOU DO AFTER “Last year YOUR EMAIL BLASTS AND WORK SAYS ABOUT YOU chased a can d limitless opportunities, he decided STAY RELEVANT Dorado County Sheriff’s rn to his roots in northern California and become 20) 9 THINGS appreciation events nt. Scott hitTHINGS the ground running straight THE away,BEST client 14) YOU CAN LEADERS ANTICIPATE any free time, he can be f a teamDO andTO then branching out on his own.NEVER SAY YOUR CLIENT'S NEEDS including his wife and the Scott’s team consists of several agents, includLooking towards the fu sister Cara Moeller, who first encouraged him Phone 310-734-1440 | Fax 310-734-1440 growing his team’s reven r the field.mag@topagentmagazine.com “We don’t run a traditional team,” he | www.topagentmagazine.com No portion of thispeople issue may be reproduced manner whatsoever without prior consent of the publisher. Top group, Agent Magazine investment which We like to help launchin anytheir real estate is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannotnames be held responsible opinions expressed or facts supplied by its authors.want to continue inv also by putting their on for their marketing To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. commission splits and just tion rentals across the cou als, offering higher newcomers about enterin ting and guiding them.” This also results in a would tell them to3 prior orkingTopand team who truly care about the Agent diligent Magazine agent is someone who is g experience.

Vladimir Westbrook began his real estate career 6 years ago. “I first got interested in real estate as a buyer,” Vladimir recalls. “I was thinking of buying a home, and I figured that the best way to find out more about the process would be from within by getting my license. One thing led to another, and I found my career in it!” Vladimir hasn’t looked back since.

At the beginning of his real estate journey, Vladimir wanted to find his niche and concentrated on building relationships with major new home developers, such as KB Home, Lennar, Pulte Homes, and others. “Typically, if you buy one of the first few homes in the community, you get the best price. So I found a way to get my clients in the first releases, and they paid less money than most of their neighbors.” This allowed Vladimir to get into 18 sales his first year on the job and eventually to become a new developments expert.

Since 2018, Vladimir has been the Broker/Owner of Westbrook Realty, where he now has over 30 agents on his team serving the entire Bay Area and beyond. A large share of Vladimir’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires.

“We are more concentrated on relationships than

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How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes4

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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VLADIMIR WESTBROOK

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Since 2018, Top Agent Vladimir Westbrook has been the Broker/Owner of Westbrook Realty, where he now has over 30 agents on his team serving the entire Bay Area and beyond.

Vladimir Westbrook began his real estate career 6 years ago. “I first got interested in real estate as a buyer,” Vladimir recalls. “I was thinking of buying a home, and I figured that the best way to find out more about the process would be from within by getting my license. One thing led to another, and I found my career in it!” Vladimir hasn’t looked back since.

At the beginning of his real estate journey, Vladimir wanted to find his niche and concentrated on building relationships with major new home developers, such as KB Home, Lennar, Pulte Homes, and others. “Typically, if you buy one of the first few homes in the community, you get the best price. So I found a way to get my clients in the first releases, and they paid less money than most of their neighbors.” This allowed Vladimir to get into 18 sales his first year on the job and eventually to become a new developments expert.

Since 2018, Vladimir has been the Broker/Owner of Westbrook Realty, where he now has over 30 agents on his team serving the entire Bay Area and beyond. A large share of Vladimir’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires.

“We are more concentrated on relationships than 8Copyright Top Agent Magazine

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just the transaction,” Vladimir says. “Statistically, most buyers who decide to sell their homes will typically hire a different agent because the first agent wasn’t staying in touch. We make sure that doesn’t happen by staying in touch as much as possible.

That’s the key for building relationships.” Vladimir says that a lot of his clients turned into friends while they worked together. “Finding a place for a family to live in is a significant and responsible task. And when you work together on such an important goal, it connects people.”

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When it comes to marketing their listings, Vladimir and his team take an innovative and unique approach.

“We are big on technology and media services,” Vladimir says. “We formed our in-house media department this year, and for every listing we write a script about how to show the property and information about the surrounding areas. We also shoot a professional video with drone footage and cinematic shots. Then we send the listing to over 10,000 agents through our newsletter, so we have a big reach that allows us to spread the word about our listings.”

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“We recently started investing in building opportunities in Oakland. I am passionate about new construction, and I can’t describe how great it feels to be developing it, rather than just selling it.”

One of the most exciting innovations Vladimir and his team have brought to their listings is the use of Amazon Alexa units to provide information about the property. “We put those at our listings and program them to answer questions about the property,” Vladimir explains. “We did that because often buyer’s agents come to the property and may not have a ready answer when the client is interested in knowing, for example, how old the roof is, or what is the material for the countertops or Copyright Top Agent Magazine 10

flooring, or what was remodeled in the home. We program Alexa to answer all of those questions from the buyer. It’s a really unique thing and we’re getting a lot of positive feedback from clients.”

Community involvement is important to Vladimir and his team. Vladimir’s favorite charity is Toys For Tots, and his drive-by pie event at Thanksgiving has been a great success. When he is not working or giving back, Vladimir enjoys Top Agent Magazine

spending time with his family, his little son William and his wife Liubov.

In the future, Vladimir plans to focus more on coaching and supporting his agents. “I want not just to grow my business, but to see the agents who work with me succeed,” he says. “It used to be that I wanted to see success in my own business, but now I feel like I’m only as successful as the agents on my team.” When Vladimir launched Westbrook Top Agent Magazine

Realty, he wanted to do things differently by creating value for his agents that is not common in traditional brokerages. “It is standard for agents to be paying a monthly “desk fee” to their company, whether they make money or not. This fee usually covers office usage and training resources. We started our company with absolutely no desk fees, while providing office space and ongoing weekly training to all our agents.” Vladimir recalls.

“Today, we are proud to be the only brokerage in Copyright Top Agent Magazine 11

the Bay Area, at least that I know, that provides their agents with full in-house marketing support, video production services, and lead generation.”

With his extensive background in new construction sales, Vladimir is interested in developing houses and creating investment opportunities for his clients and agents. “We recently started investing in building opportunities in Oakland. I am passionate about

new construction, and I can’t describe how great it feels to be developing it, rather than just selling it.”

Above all, Vladimir looks forward to continuing to help his clients. “I love building those connections.

That’s what has kept me in this business. Seeing someone move into their first home, seeing their family’s excitement, and knowing that you were part of finding their home, that’s what really gets us excited.”

To find out more about Vladimir Westbrook, please call +1 (408) 780- 8099, email v@wbrea.com.

You can find him on YouTube by looking up his name and online at linqapp.com/westbrook https://

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

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

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

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

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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

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

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

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

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

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

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

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

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

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

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

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

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SCOTT MOELLER Self-motivated and determined to exceed expectations, Scott Moeller has become a prominent agent in the greater El Dorado County area. Leading the Moeller Piersol Group with Greg Piersol, Scott consistently goes above and beyond to achieve his clients’ goals. He got his start in real estate after working in the corporate world. “I had a sales job with a large corporation,” he explains. “I was in the top three in Western Canada, Washington, Oregon, Idaho and California. But eventually I wanted to pursue something more entrepreneurial.” Knowing that real estate offered limitless opportunities, he decided to return to his roots in northern California and become an agent. Scott hit the ground running straight away, joining a team and then branching out on his own.

Today Scott’s team consists of several agents, including his sister Cara Moeller, who first encouraged him to enter the field. “We don’t run a traditional team,” he says. “We like to help people launch their real estate careers by putting their names on their marketing materials, offering higher commission splits and just supporting and guiding them.” This also results in a hardworking and diligent team who truly care about the client experience.

They get to know their buyers on a deeper level, and tirelessly search for their perfect property. When it comes to negotiation, they ensure the best deal possible is made.

At the same time, they utilize state-of-the-art marketing techniques to spread the word about their seller’s listings. “We advertise on Google and social media,” Scott says. “We specifically target neighborhoods via social media, Google and YouTube ads so we can be seen by those who are moving to the area.”

After working with the Moeller Piersol Group, clients love to spread the word about their experience. One recently said, “Scott was awesome to work with! We started looking for homes 4 months ago. The market was insane and Scott made sure to send us every listing 16

that met our criteria right away. After 4 long months of looking we finally found THE house! We put an offer in and Scott negotiated everything very well for us! It was nice having someone we didn’t feel pressured by and he made the home buying experience enjoyable!”

Giving back is an integral part of Scott’s business, as he is active in many associations, events and charities. “We do golf events and are heavily into the law enforcement community,” he explains.

“Last year we raised $10,000 and purchased a canine from Germany for the El Dorado County Sheriff’s Department.” He also hosts client appreciation events throughout the year. During any free time, he can be found hanging out with family, including his wife and their two sons.

Looking towards the future, he plans to continue growing his team’s revenue and volume. “I created an investment group, which consists of three partners, so I also want to continue investing there and buying vacation rentals across the country.” If he were to advise any newcomers about entering the real estate industry, he would tell them to prioritize communication. “A top agent is someone who is going to have integrity and not be afraid to negotiate.”

For more information about Scott Moeller, call 916-712-9118 or email scott@moellerpiersol.com Copyright Top Top Agent Agent Magazine Magazine

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an Top Agent Magazine

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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9

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

8

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

9

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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