NORTHERN CALIFORNIA 12-21-20

NORTHERN CALIFORNIA EDITION

SMALL YARD?

Is Finding a

BIG STATEMENT:

NICHE MARKET

How to Make the Most Out of Micro Outdoor Spaces

Right for You? FEATURED AGENTS

How to Incorporate Current Events to Your Email Blasts and Stay Relevant

MIKE D'AMBROSIO BARB BORBA DAVID HARGREAVES DEREK KIRK KATRINA SOUSA COVER STORY

SARA MIN ZHAO

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NORTHERN CALIFORNIA EDITION

Tim Denner is proud to congratulate

MIKE D’AMBROSIO 4

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BARB MIKE D'AMBROSIO

SARA MIN ZHAO

on being featured for the State of California in Top Agent Magazine!

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DAVID HARGREAVES

Barb Borba has always been drawn to a career path that enables her to help people. Professionally, she had a successful 20-year career in outside sales and sales management in the beauty industry before setTAPS Termite, Inc. | Lic. #PR227 tling down to raise a family on TIM DENNER a dairy farm in Escalon in the (408) 259-5900 | tapstermite.com heart of California’s Central 14436 Union Ave. San Jose, CA 95124 KATRINA SOUSA DEREK KIRK DEREK KIRK BARB Valley.

As BORBA a stay at home mom, she focused on her two children, the family business and her horses. “My children kept me pretty busy in sports and academics, CONTENTS as well as with the 4H and FFA,” she recalls. She also spent many years at BUSINESS the San Joaquin County fair sup6) SMALL YARD? BIG STATEMENT: 24) ARE YOU DOING porting her children showing dairy cattle, turkeys and HOW TO MAKE THE MOST OUT OF AS YOU ON FACEBOOK? art. “Because I was so involved with my community, MICRO OUTDOOR SPACES my transition to real estate was easy,” she exclaims. “I 28) 6 HABITS OF HIGHLY consider myself lucky to have so many friends from 15) IS FINDING A NICHE MARKET so many different walks of life.” She started her real PRODUCTIVE AGENTS RIGHT FOR YOU? estate career in 2014 and has never looked back.

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DAVID HARGREAVES

20) HOW TO INCORPORATE CURRENT EVENTS TO YOUR EMAIL BLASTS AND STAY RELEVANT

34) 5 THINGS YOU CAN DO TO Barb now works as an agent with REMAX Executive ACHIEVE YOUR BIGGEST GOALS in Modesto, California, serving clients from Merced

to Woodland and every place in between, specializing in residential, ranch and ag properties. “I love helping people and making new friends, and I get the best of both worlds, as so many of my clients have become Phone 310-734-1440 | Fax 310-734-1440 dear friends,” she says. Barb reports that almost all of her business comes from referrals from previous mag@topagentmagazine.com | www.topagentmagazine.com clients who have been happy with her service. “I’m No portion of this issue may be reproduced in any manner whatsoever without so prior consentand of the publisher. grateful honored for Top theirAgent confidence and trust Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published in me,” she says. “I take that trust very seriously and materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. always do my very best. I want everyone’s experience To subscribe or change address, send inquiry to mag@topagentmagazine.com. to be smooth and also enjoyable!

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“Communication is key, I think people really appreciate a direct and straight forward approach. There 3 are so many moving parts involved in a real estate transaction, and I like to help my clients understand each step

MIKE D'AMBROSIO Mike D’Ambrosio is a hardworking, dedicated real estate professional committed to helping all of his many clients in the Silicon Valley achieve their real estate goals, whether they be buying or selling residential, commercial or investing in development projects.

Working with the highly respected Intero Real Estate in San Jose, Mike has earned his stellar reputation as a Realtor with integrity who consistently provides his clients with the very best customer service available.

“I’ve been around real estate my whole life” says Mike, when asked about the origins of his current career, “my family has restaurant and manufacturing businesses but where they were able to truly diversify was real estate investments and development. When I was in college, I was searching for a major and I fell into real estate and land use.” In 2008, Mike decided to get his real estate license, entering the industry at one of its lowest ebbs during the economic downturn of the previous decade.

“I actually began working in the Sacramento area, one of the hardest-hit markets,” says Mike. Tenacious and talented, Mike persevered and found success relatively quickly, based on his honesty, his impressive work ethic, and a deep well of industry knowledge.

Currently, the bulk of Mike’s business is based upon returning clients, referrals and positive word of mouth, an impressive achievement by any measure, one that clearly demonstrates that he is providing top-of-the-line customer service. “I think my clients like me, and they trust me,” says Mike, explaining the loyalty and trust he inspires amongst those he works with. “Also, I think that my expertise in the industry goes a long way. I’ve been doing this for a long time; I literally train other agents how to sell real estate. I think those are two of the primary reasons my clients continue to return and to refer their friends and family to me.”

There are other factors that have played a role in Mike’s ever-growing success story, and chief among them would be his fierce negotiation skills and his comprehensive, 4

leave-no-stone unturned approach to marketing his listings. These almost always lead to a fast sale for top dollar, not to mention happy clients.

Mike also works hard to maintain long term relationships with his buyers and sellers, and does so through a variety of ways, most notably the four client appreciation events he holds each year. One of these is a pet project of his that he is justifiably proud of, a golf tournament that raises money for scholarship-based charitable organizations. Begun six years ago, the tournament has raised over $200,000.

When he’s not working – which is rare, he admits - Mike enjoys spending time with his wife and their two young children. This downtime is incredibly valuable to Mike, who strives to find a healthy work/life balance. “I think that all real estate agents should band together and take a Sunday or Saturday off communally, because this job can be 24/7 grind at times,” says Mike.

Mike’s plans for the future are fairly straightforward: to continue growing his business and build a team to help support that growth. Above all, however, is his overarching, primary objective: to continue to provide the unparalleled customer service that has become synonymous with his name.

For more about Mike D’Ambrosio, please call 408-630-0101 or email MDambrosio@InteroRealEstate.com Copyright Top Top Agent Agent Magazine Magazine

Tim Denner is proud to congratulate

MIKE D’AMBROSIO

on being featured for the State of California in Top Agent Magazine!

TAPS Termite, Inc. | Lic. #PR227 TIM DENNER (408) 259-5900 | tapstermite.com www.

14436 Union Ave. San Jose, CA 95124 Top Agent Magazine

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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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SARA MIN ZHAO Top Agent Magazine

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SARA MIN ZHAO Top Agent Sara Min Zhao of Keller Williams, serves the East Bay of San Francisco areas –Richmond, El Cerrito, Berkeley, Oakland, and Albany.

Sara Min Zhao has been working in real estate since earning her license in 2004. She started out as a land developer, and has been a full-time Realtor® since 2011. While working as a solo agent with a team of 3 administrative assistants, Sara has established herself as a trusted 10Copyright Top Agent Magazine

and expert Realtor® serving her community and always putting her clients’ best interests first.

As a Realtor® with Keller Williams, Sara serves the East Bay of San Francisco areas – Richmond, El Cerrito, Berkeley, Oakland, and Top Agent Magazine

Albany. A significant portion of Sara’s business comes from repeat and referral clients, with the majority coming from the outreach she does in her community.

“I’m always in the neighborhood,” Sara says, “doing open houses and providing updates to neighbors.” Even when Sara is just on a walk with family, she stops and says hi to everyone. Besides her great marketing and Top Agent Magazine

negotiating skills, one of the things that makes her successful is her genuine friendly personality. Sara and her assistants also send out newsletters every month, and holiday cards to neighbors and past clients every year. She is proud of her team’s bilingual skills. Sara speaks English, Mandarin and Cantonese and she mentions that she has assistants on her team that are also bilingual in Spanish and Tagalog.

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Sara notes that almost every month this year she is the #1 listing agent across her Keller Williams Realty Region which includes all of Northern California and Hawaii.

She is also #1 Agent in Richmond for 4 years in a row.

When it comes to marketing her listings, Sara takes a comprehensive approach focused primarily online. In addition to the MLS, she also uses the KW platform to automatically sync her listings to all the major real estate websites. She produces video tours for her YouTube channel and 3D walkthroughs. “Every property gets its own website with SEO,” she says, “as well as international marketing in about 30 different countries and in 25 languages. Social media marketing is big for us as well.”

The results speak for themselves: Sara closed about 50 transactions last year, with a volume 12Copyright Top Agent Magazine

of around $40 million. “This year is busier than ever,” she says, and she has already exceeded last year’s sales production. Sara notes that almost every month this year she is the #1 listing agent across her Keller Williams Realty Region which includes all of Northern California and Hawaii. She is also #1 Agent in Richmond for 4 years in a row.

Community involvement is very important to Sara. She is heavily involved with her kids’ school, which she helped found 10 years ago and which is now one of the top public schools in the country. She serves on the school Top Agent Magazine

fundraising committee to bring in more funds to further improve the school curriculum and hire new teachers. Sara also serves as the Chair of the Richmond and Zhoushan sister city commission, connecting the City of Richmond and the City of Zhoushan, China for “cultural, student, business, and tourist exchange.� In Top Agent Magazine

her role as a City-appointed commissioner, Sara has been instrumental in raising funds for scholarships that enabled Richmond youth to travel to China for cultural exchange. Many of these student scholarship recipients had never been out of the U.S. before and had lifetime experiences.

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When she is not working, Sara enjoys playing is different and everyone has their own story. tennis, and she often volunteers as a youth tennis My job is not only to sell their house, it’s also coach. to make sure the whole process is seamless and stress-free for my clients, and get them to where In the future, Sara plans to continue growing her they need to be. When I meet with a client, my business, with a goal of increasing her sales vol- first questions are always why are they selling ume by 50% each year. Above all, she wants to and what are they trying to achieve in this transcontinue serving her clients and her community. action? Serving the client’s needs is the number “I love helping people,” she says. “Everybody one priority, and that’s what I enjoy the most.”

To find out more about Sara Min Zhao, call 510.435.7329, visit AskPonytail.com, www.

or email AskPonytail@gmail.com

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 15

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 16

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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DAVID HARGREAVES

David Hargreaves began his real estate career after running a digital marketing agency in San Francisco. “My wife and I wanted to move to wine country,” he recalls. “My skills are in sales and marketing, and this is a great place to do real estate, so I switched careers and it was a great decision.” In his second year in the business, David has already made a name for himself based on his digital marketing expertise and the high level of service he provides for his clients.

David serves northern Sonoma County.

About 25% of his business now comes from repeat and referral clients, a truly impressive feat. David attributes his growing reputation in part because he has gone out of his way to become an expert in a number of specialized topics. This is reflected in his successful blog. “Because of my background in digital marketing, I’ve put a lot of effort into building a blog which has now got a pretty good readership,” David explains. “I’ve built up a whole bank of content around that, and I get a lot of business through my website, ranking on the first page of Google for topics such as Sonoma County vacation rentals.”

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David has also been able to draw on his pre-existing network in San Francisco. “Because my network is the Bay Area, I’ve made myself an expert in some specific areas. Vacation rentals, second homes, buying land to build a dream home and people who are relocating to the area because of the life stage they’re in, or now Covid” are all in his wheelhouse, David says. “That is my sweet spot in terms of client base.”

It’s this specialized expertise that puts David’s clients at ease when he assists them with complex

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transactions. “Vacation rentals are super complex, and I have a lot of expertise in that area,” he says. “I’ve also been through the process of doing my own major remodels, as well as designing a home of my own to be built.”

David’s responsiveness to his clients goes a long way, too. “My business background has been around client service, working for people like Google and Facebook, and they expect the best when it comes to client service. So I’m very client-service-centric.”

David’s background in digital marketing proves valuable when it comes time to market his listings. “The listings I get are increasingly because of some of the ideas I bring to the table with regard to digital marketing,” he says. “I know how to find buyers by using Facebook advertising and how to set up custom audiences. I have expertise in setting up those digital campaigns and thinking creatively, rather than just putting it on the MLS.” Outside of work, David likes to be active in his community. He is passionate about the climate and climate change, and is currently in the process of becoming a Climate Reality Leader in order to educate people in the community about climate and its connection to housing sustainability. When he is not working or giving back, David enjoys getting outdoors, whether it’s hiking, backcountry camping, running, or cycling. He also loves photography and, of course, wine.

In the future, David is looking at building out a team to help with his growing business. He looks forward to continuing to serve his clients and his community in the coming years.

“I love being able to use my skill set and do things a little differently, in a way that resonates with people,” he says. “With a home’s online presence now more important than curb appeal in attracting buyers, it’s incredibly satisfying creating content that makes a home stand out online that results in a transaction and a happy client.”

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To find out more about David Hargreaves, please call 707 238 2112, email david@modernlivingsonoma.com, or visit his blog at modernlivingsonoma.com/blog or online at zillow.com/profile/davidchargreaves www.

www.

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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 profes20

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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Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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DEREK KIRK Top Agent Magazine

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DEREK KIRK

Top Agent Derek Kirk is with Century 21 Select Real Estate, serving buyers and sellers in Sacramento, Placer, Yolo, and El Dorado Counties.

Derek Kirk’s catch phrase is: Driven by Honesty, Integrity and Results. He began his professional career in the banking industry before turning to real estate.

“Short sales were very big at that time, so I figured with that kind of experience, it was a natural transition,” he says. He’s been in the business for 26 years and has never looked back.

El Dorado Counties. With an annual sales volume of $8M to 12M per year, Derek reports that his business is 75% repeat and referral clientele. “I believe people keep coming back because of my integrity,” he notes.

“I’m honest, and I genuinely care about my clients.

I’m there for them long after escrow closes and that pays off in dividends.”

Derek is with Century 21 Select Real Estate, serving buyers and sellers in Sacramento, Placer, Yolo, and

It’s not surprising that Derek receives stellar reviews for his esteemed work ethic. Client Dan Richardson

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recently wrote: “Derek Kirk was awesome to work with. He made my wife and I feel very comfortable and confident throughout the process. His attention to detail and professional experience put us at ease. We can’t say enough about how happy we are with Derek’s work.”

Derek believes the most important characteristics to look for in a reputable agent are his/her values and ethics. “My parents taught me a long time ago to ‘treat others the way you expect to be treated yourself,’ and that is the way I run my life,” he expresses. I bring to the table top-notch personal service and attention to every detail.” He also prides himself on his ability to work well with other agents. “They know I’ll make their jobs much easier in the end,” he says.

To market his listings, Derek relies primarily on social media. “It has had a huge impact on the real estate business over the last five years,” he explains. “As the market and the world around us changes, so, too, must our methods of promotion. It’s very important to keep up with the times, and social media has really paid off for me.”

In addition to helping his clients realize their real estate dreams, Derek loves the daily challenges his job presents. “No two transactions are ever the same,” he notes. “Every client, every transaction provides a new learning experience, which then translates to making me a better agent.”

Derek has two daughters and is actively involved in his community. “My girls are my pride and joy, and I have volunteered at their school every Thursday during the school year as well as participate in their sporting events (softball, volleyball, basketball) after school,” he says. He also volunteers at his church, Destiny Christian Church, where he reaches out to those in need. When not working, Derek enjoys spending quality time with his family. He also loves playing softball, hiking, and participating in outdoor activities.

Looking forward, Derek wants to grow his business.

“It’s my goal to continue to work smarter, not harder, to better serve my clients and my community,” he says.

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To learn more about Derek Kirk email realestate@derekshomes.com or call (916) 213-5715.

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 28

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova29

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 30

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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KATRINA SOUSA

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KATRINA SOUSA

After beginning her real estate career with part-time clerical work, Katrina Sousa quickly grew into a local real estate expert in the Merced County area.

In 2007, an agent from the brokerage PMZ offered Katrina a job while she was looking for work, and by 2018, she was ready to get licensed and go out on her own. Today, Katrina is a solo agent and manages all aspects of her business serving several counties within a two-hour radius that includes Merced, Stanislaus, San Joaquin, Santa Clara and Fresno Counties. Within her first year, Katrina received the ‘multi-million dollar’ sales award at her brokerage. She prides herself on providing great service while also keeping a steady balance in her life, as she is very present in her family life but is also incredibly dedicated to her career. “I really just want to do the right thing for my clients,” she says.

and more to provide a more seamless transaction for every client. “I just try to offer as much as I can,” she says, and she appreciates that this entire network can count on each other for any project. Over half of her business is made up of repeats and referrals, which is a result of Katrina’s focus on forming relationships and connections with her clients as well as professionals. “I really try to keep in-person contact with as many people as I can,” she says, as learning more about each person allows her to more easily add value to their lives. “It’s really about going above and beyond for every client I serve.”

One way in which Katrina has set herself apart from other agents is that she has created a network of other professionals, including lenders, title companies, cleaning companies, handymen, photographers, home inspectors, 32

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In addition to typical methods of communication like phone calls, greeting cards, and social media, Katrina has also branched out to expand her web of connections. For example, she hosts a pie drive each year, which consists of delivering a pie to every client in her database. These clients notice that Katrina goes the extra mile, and as one former client shared in a review, “I could not have asked for a better person to sell my house. Katrina is knowledgeable, professional, a problem solver, and a tireless worker. Her communication is great.

There are so many things involved in selling a house and Katrina is there to take you through the entire process. Thank you Katrina!!!!”

When it comes to her personal life, Katrina says, “My family is my joy.” She often spends her time with her husband and two daughters, whether that means weekends at the race track watching her youngest race, or weeknights at sporting events watching her oldest daughter from the stands. Additionally, Katrina volunteers when she can and is involved in her daughter’s schools, serves as a leader for her children’s 4-H group, the treasurer for the LB Ag Boosters, and manages the rentals for the American Legion Hall in Gustine, CA. Regarding her family and clients alike, Katrina says, “I love the people.” Her favorite part about her job as a realtor “being able to interact with everyone and help people out,” and she truly wants to help people feel more secure and make the process more manageable for them. In the future, Katrina wants to improve her work/life balance through growing a team and having an assistant. She hopes that this will allow her more flexibility to spend time with her family and work in the community, and ultimately, she sees this as an opportunity to give back and be able to help more people.

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For more information about Katrina Sousa, please call (209) 769-1418 or checkout her website at KatrinaSousa.com www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 34

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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BARB BORBA Barb Borba has always been drawn to a career path that enables her to help people. Professionally, she had a successful 20-year career in outside sales and sales management in the beauty industry before settling down to raise a family on a dairy farm in Escalon in the heart of California’s Central Valley. As a stay at home mom, she focused on her two children, the family business and her horses. “My children kept me pretty busy in sports and academics, as well as with the 4H and FFA,” she recalls. She also spent many years at the San Joaquin County fair supporting her children showing dairy cattle, turkeys and art. “Because I was so involved with my community, my transition to real estate was easy,” she exclaims. “I consider myself lucky to have so many friends from so many different walks of life.” She started her real estate career in 2014 and has never looked back.

When marketing her listings, Barb feels it’s important to tell a home’s story and what sets it apart and makes it special. She does that by using a professional photographer and videographer on all her properties. She takes meticulous care in choosing the photos and creating just the right text to give the home a warm narrative. “To me, home is a safe and cozy haven where you can escape the chaos and frenetic activity of the outside world, relax, make memories, and share laughter and love with friends and family,” she asserts. “I always feel privileged to be chosen to sell someone’s home, because it’s the place where life was lived, and memories were made, and I want to convey those ‘fabric of life’ stories to anyone looking for their own special place to call home.”

Barb now works as an agent with REMAX Executive in Modesto, California, serving clients from Merced to Woodland and every place in between, specializing in residential, ranch and ag properties. “I love helping people and making new friends, and I get the best of both worlds, as so many of my clients have become dear friends,” she says. Barb reports that almost all of her business comes from referrals from previous clients who have been happy with her service. “I’m so grateful and honored for their confidence and trust in me,” she says. “I take that trust very seriously and always do my very best. I want everyone’s experience to be smooth and also enjoyable!

Moving forward, Barb wants to maintain her current successful career path and would like to continue to grow both professionally and personally. She says, “As long as I’m able to help my clients find their happiness through real estate, I’m happy, too!”

“Communication is key, I think people really appreciate a direct and straight forward approach. There are so many moving parts involved in a real estate transaction, and I like to help my clients understand each step of the process. I also want them to understand my role and how I facilitate that process for them. “ Top Agent Magazine

Barb stays involved in her community, attends local real estate meetings, goes to trainings and events, and keeps up on current market trends. When not working she enjoys horseback riding, working on her house, and celebrating life with family and friends.

To learn more about Barb Borba, call (209) 604-6001, email BBorba@mycvre.com or visit barbborba.metrolistpro.com.

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