NORTHERN CALIFORNIA 12-7-20

NORTHERN CALIFORNIA EDITION

Easy Blog Topics for Your Real Estate Blog COVER STORY

SUZANNE ROCHA

GOOGLE ADWORDS:

HOW TO MAKE GOOGLE DO THE WORK FOR YOU Uncommon Contact:

FEATURED AGENTS

CHRISTOPHER BROWN TAMMY DE LONG JASON PUGAO RICHARD VAN OVER

CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA

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NORTHERN CALIFORNIA EDITION

JASON PUGAO RICHARD VAN OVER

Schoo Richard Van Over is in the habit of going is even the chair of the culture After working in property management c 15 22 25 27 based above decided and beyond from 2004-2011, Jason Pugao to for his clients. “I defi- This year, his goal is to focus schoo put agent. forth the time and effort in health awareness and having step out on his own as a nitely real estate c Real estate runs in Christopher Another interes buildinghe’s andever creating relationships and for others. Additionally, raiser It was one of the best decisions as an Brown’s blood.

The native son ofanda Oakland says, isHigh they bu office keeping going long made. By dedicating himself to histhose clientsrelationships Sch enfors he grew up in the busiof handmade afterhe thehas transaction’s done,” Richard says. and putting their needs first, made developer, Jason mentors several current polic entered estateand game a give great strides as an agentHe in the Eastthe Bayrealness, backinand help themthey reach by nearly the time he was reports wt decade ago when he started buying and Area of California. Though Jason initially college in the mid ‘90s, In his some into of first Jason he free wastime,going nex hedre sa houses. earnedcondominium his real estate conversions started as a solo agent, flipping today, he has aHeselling things to do are playing golf, tink fulfill their after license about four years ago and has been team of seven licensed agents, as well as his classic cars, and spending TAMMY CHRISTOPHER to Hollywood executivesRICHARD seeking VANthe community SUZANNE ROCHA TAMMY DE LONG JASON PUGAO OVER UZANNE cially working as asales REALTOR® full-time for the his 3 year old son, Jacob and a full-timeDE virtual assistant, inside 8 LONG BROWN a vacation spot on the beach in ROCHA past two years. agent, listing coordinator, and executive daughter, Jordan.

Santa Barbara. From there, he Building also p Richa assistant. They provide the East Bay Area with great backservicing to Sacramento, took ment to giving his Richard works in moved California, San Joaquin customer service and optimal results.

“While working in the expands corporateinto world, a jobcounty. for a He homebuilder and steadily moved up into North State BI working with kid hasn’t been in the game long, and but already locked-in tied to a job,” Jason explai senior management.

Things were swimmingly building indus help third of started his totalto business comes frommore referrals and and According to Jason, “I aactually see my hegoing has flexibility cantrain workteenag from weightlifting,” Ri repeat customers.

“I’m very forthcoming with everyuntil the recession hit and, like many people in the Having served business turn in 2015, where the bulk of my business thanks to his team’s help. “What I like abou time as possible thing.

I tell them straightforward if there’s any issues.

Christopher find something new. the awl is coming from myindustry, sphere of influence.”had Hetoattrido is the fact that there is so BIA muchover freedom sporting events to When there are issues, I come to the table with two or butes his high rate of repeat and referral business to he says. In the future, Jason to Boa kee sitswants on the three options to sort them out,” Richard explains.

“My customer service and “There is a and helping more families in the area. Addi Heclient did relationships. just that, founding NEXT Real Estate Group, Associates Co Looking to the f clients really like that I come with solutions and not just true connection with my clients,” he explains.

“We are is working on a new property 5) EASY BLOG TOPICS FOR 18) GOOGLE ADWORDS: Inc., a boutique real estate company based in Sacramento statemanagement and local team.Inc., “I currently to tell them aboutJason a problem.” not here just to sell athat property them.” under- Jorcob Property Management andSacr wan servesfor homebuyers throughout Northern California.

HomeAid YOUR REAL ESTATE BLOG HOW TO MAKE GOOGLE DO team around my “c stands that real estate is a relationship-based business 100 units under the company by next year.

During the markets recession, the firm handled subdivision BIA, He whose m great.” also loo his listings mostly online THE WORK FOR and makes every decisionRichard based on his clients’ needs.usingessential toYOU life,”strateJason says, and “We have closeouts, and they’ve builtsuch from there ever since. nity network, put th work.

Mostly gies, utilizing social asclients Facebook, Instagram, He has a database of over 6,000 people andmedia believes nurture their investments as well.”

Though primarily centered on new home sales for small the homeless. agent or in his life LinkedIn, and Homesnap.

His average price range 13) UNCOMMON that working your database and keeping in touch with lands around $285,000, but in 2020 has 9-1-1 worked with helping people as builders, NEXT hashe several offshoots, clients is integral to to themedium-sized success of any23) agent.

CONTACT: CONNECTING COACHING properties from $45,000 to $780,000. including an ranging in-house advertising agency, aRichard home Though Christo WITH CLIENTELE THROUGH helps his clients as best he can no matter their price company, andbest a small had an experie Clients can tell that building Jason always does his to getboutique, concierge-conrange.

Finding them focused the best fit is his favorite part of SOCIAL MEDIA to know them and help meet their goals.

As one ceptthem resale business on adding value by stop.” He expl 26)hunt ARE YOU DOING the job. for the right property,” he says. former client shared, “Jason was“Ialove realthe joy to work

CHRISTOPHER BROWN

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CONTENTS

updating homes to match current trends without nega-

ago and, after h

ASis YOU ON with. He was very responsive, took myBUSINESS needs seriously tivelyRichard impacting sellers’ ROI. This an area where attack. Inspired stays in contact and builds lasting relationand quickly got meChristopher into the home I wanted.

Jason FACEBOOK? potential growth for NEXT. lifesaboutexper bysees staying in touch.

“I make phone calls, send represented both me and ships the seller and throughout the lifesaboutexper text messages.

I bring process he balanced his duties in an ethical and them effi- holiday baskets around Currently, however, is new construction sales that other people to Thanksgiving anditto Christmas cient manner. I would recommend Jason anyone time. I contact them for drive NEXT’s business model.

With annual sales volume their birthdays and anniversaries,” says Richard.

He looking to buy or sell real estate in the East Bay.” Phone 310-734-1440 | Fax 310-734-1440 makes a point to reach outreports and helpthat, his clients of $60 million, Christopher whilecelebrate the bulk bigteam’s eventshome in theirsales lives.are in the “sweet spot” from of his In addition to forming personal connections with his mag@topagentmagazine.com | www.topagentmagazine.com To learn mo For more about Jason $500-600K, they’ve alsowith hadthe entry-level projects in the clients, Jason also seeks to involve himself plea call When he isn’t at work, is the deeply involved in510.472.6916 or em No portion of this issue may be reproduced in any manner whatsoever without prior Richard consent of Top Agent mid $300s projects in the lowpublisher. $1,000,000’s. larger East Bay community.

He isand a partluxury of the local ALC email Richard. his community. as a the defensive Magazine is published by Feature Publications GA, Inc. Although precautionsHe arevolunteers taken to ensure accuracycoordiof published jason@thejpregroup.c (Agent Leadership Committee) forexplains Keller Williams and entry-level projects Christopher thatorthe are homesnap.c materials, Top Agent Magazine cannot be held responsiblenator for opinions expressed factsteam supplied by its authors. on the varsity football at local Linden High “basic homes with features To subscribe or change address, send inquiry to mag@topagentmagazine.com. also a lot of fun. “You get a Published in the U.S.

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buyers value,” but they are chance to meet the buyers,” he says, and see the recognition dawn—“They are going to own this. They get to paint the walls.” And when you hand them the keys, ”the glow that comes off of someone buying their first home is just the coolest thing you’ll ever experience in your life.”

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please ca or em

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again.

Real estate bloggers should be less concerned with whether the same post already exists (it does) Top Agent Magazine

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine.

Pillar content refers to those evergreen posts that never get old because they are always timely.

Think about those questions that you’ve had to

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answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby?

What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming.

Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined.

You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal.

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Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in.

Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful.

The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression.

If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

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SUZANNE ROCHA

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SUZANNE ROCHA Hundreds of thousands of people watch Top Agent Suzanne Rocha regularly and rely on the advice she shares on Bay Area Television programs such as “Everything 4 Real Estate” and “The Real Estate Minute.”

As the broker and owner of Cal Home Real Estate Services, Suzanne Rocha is known and beloved for her expertise about the entire San Francisco Bay Area. In fact, hundreds of thousands of people watch her regularly and rely on the advice she shares on Bay Area 8 Copyright Top Agent Magazine

Television programs such as “Everything 4 Real Estate” and “The Real Estate Minute.”

As an undergraduate, Suzanne Rocha received her degree in Psychology. “I really enjoy helping people at pivotal parts of their Top Agent Magazine

lives,” she says. But after graduation, she started working in marketing. “The lightbulb really went on for me then,” she says.

After a successful career owning a Marketing Consulting firm, in 2005, she decided to pursue real estate and became a licensed real estate broker. “I really felt I could make a difference for people, especially because buying Top Agent Magazine

or selling a house is often the biggest transaction people make in their lives. People need someone who can come at it from a different perspective.” She soon found that real estate allowed her to use both her innovative marketing expertise and her ability to provide support to people going through sometimes challenging transitions.

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“Most of my sales exceed the market strategy pricing,” she says. Suzanne closes $50 to $80 million annually. She is also been the recipient of numerous awards and accolades.

When it comes to marketing properties, Suzanne deeply understands the needs of her clients. “In the Bay Area, I offer a new age of marketing. People like to sell discretely, yet have exposure to qualified buyers. They don’t necessarily want to put a sign in the yard and then have neighbors ask questions or feel vulnerable to those who may want to check to see if the home is vacant. My clients want privacy and I can provide that.” Suzanne has strategic marketing tools that allow her to digitally market locally as well nationally. She goes the extra mile to screen qualified buyers to make a good match. This allows for discretion, while yielding fantastic results.

“Most of my sales exceed the market strategy pricing,” she says. Suzanne closes $50 to $80 million annually. She is also been the recipient of numerous awards and accolades.

Suzanne’s clients rave that she takes the time to get to know them and to understand their goals and family structure; and 10Copyright Top Agent Magazine

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she maintains a great connection with them long after the transaction is over. “I keep in touch with them by knowing what their life story is,” she says. “I deliver an experience to people, and then follow up on that experience as my clients go through their lives.

People want an agent who cares about their memories, their future, and helps them in the decision-making process.” She also adjusts Top Agent Magazine

the tools she uses according to her individual client’s situation and preference.

Suzanne’s favorite part of the job is living out her dream of helping people. “I work closely with clients who are sometimes going through a difficult period in their lives. It means the world to be to be able to guide them,” she says. She also enjoys working with investors Copyright Top Agent Magazine11

who are upgrading properties and revitalizing communities.

Suzanne has three beagles and supports various animal rescue efforts. She also contributes to several homeless coalitions supporting housing for families. In her cherished free time, she enjoys watching Bay Area sports with her family.

For the future she plans to continue her longtime track record of serving clients well throughout the Bay Area. “It’s important to me that I stay informed of the market on a continual basis, deliver real-time information to help my clients make good decisions, and strategize with them so they can meet their goals,” she says.

To find out more about Suzanne Rocha, please call (925) 858-9358 or email suzanne@calhomeinfo.com

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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, 14

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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TAMMY DE LONG

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TAMMY DE LONG, DRE# 01951588

Tammy De Long took a winding road to her career in real estate. Growing up with limited opportunities, she had to break the mold to succeed. She graduated high school as an accomplished student athlete and attended college to pursue a higher education; however, a knee injury would sideline her academic career. Afterwards, Tammy spent some time adrift, searching for a clear path in life. “Growing up, I encountered a lot of challenges, and I made plenty of mistakes along the way,” she says. “But those struggles made me who I am now.”

In her years after college, Tammy served in the offices of several prominent real estate companies around California. Through all her time assisting agents and working for county boards of directors, she came to take an interest in the industry. At the encouragement of Harold Fishler, a broker, longtime mentor and friend, she finally decided to take the plunge and earn her license. She hasn’t looked back since.

California’s Central Valley and Foothills. Certified as a First-Time Buyer Specialist and Transaction Coordinator, she applies her compassion and lifetime of professional experience to empower all of her clients.

Throughout the transaction, Tammy prioritizes attentiveness and open communication, giving her clients the resources needed to make informed decisions.

“Education is the key to success,” she says. “I don’t care where you came from or what your background might be; if you don’t have an education, then you

Currently, Tammy is a Realtor for the REeBroker Group, where she assists clients throughout 16

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have no way of knowing exactly what you can accomplish.”

Once the deals are done, Tammy provides her buyers with a photo shoot, forever preserving the memory of their first home purchase.

“Those are the moments that make my career,” she says. “I’ve had clients who never imagined they could own a house, but I’m there to show them that they can do it—just like I did.”

Tammy also teaches classes to give first-time home buyers a leg up in the market. Moreover, she serves as a mentor to up-and-coming agents and runs a transaction management site, where she handles investment properties. For her lifelong commitment to service, she has won a terrific reputation around California, with the entirety of her volume coming from either repeat clients or referrals.

Outside of her career, Tammy is tremendously active in her community, having volunteered for the Make a Wish Foundation, Big Brothers and Sisters, Americorp and the America Reads Program. Elsewhere, she carries a plethora of degrees and certifications in a range of fields, from Child Development to Family and Consumer Science to Organizational Behavior. She also is certified in the diagnosis and treatment of Attachment Disorder in Children. “I never give up on people, including myself,” Tammy says. “Throughout my life, I’ve been a Phoenix, always rising out of the ashes.”

Tammy has a strong vision for her future at the REeBroker Group. Going forward, she is looking to extend her service-oriented attitude to the lending side of the business. Meanwhile, she will continue doing what she loves most: coaching others to reach their fullest potential.

“You can never become complacent,” Tammy says. “In real estate, it’s not about the deal; it’s about helping others reach their goals. And my clients know I’m with them 100%.”

Photos by Krista Cagle Photography.

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For more about Tammy De Long visit http://bit.ly/TammyDeLong_Realtor, email tammydelong.realtor@gmail.com, or call (209) 639-3652 DRE#01951588 | REeBroker DRE# 01522411 Copyright Top Agent Magazine 17

Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers.

Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you.

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

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BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

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MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

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LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic.

You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns.

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CHRISTOPHER BROWN Real estate runs in Christopher Brown’s blood. The son of a developer, he grew up in the business, and by the time he was in college in the mid ‘90s, he was selling condominium conversions to Hollywood executives seeking a vacation spot on the beach in Santa Barbara. From there, he moved back to Sacramento, took a job for a homebuilder and steadily moved up into senior management. Things were going swimmingly until the recession hit and, like many people in the industry, Christopher had to find something new.

He did just that, founding NEXT Real Estate Group, Inc., a boutique real estate company based in Sacramento that serves homebuyers throughout Northern California.

During the recession, the firm handled subdivision closeouts, and they’ve built from there ever since.

Though primarily centered on new home sales for small to medium-sized builders, NEXT has several offshoots, including an in-house advertising agency, a home building company, and a small boutique, concierge-concept resale business focused on adding value by updating homes to match current trends without negatively impacting sellers’ ROI. This is an area where Christopher sees potential growth for NEXT. Currently, however, it is new construction sales that drive NEXT’s business model. With annual sales volume of $60 million, Christopher reports that, while the bulk of his team’s home sales are in the “sweet spot” from $500-600K, they’ve also had entry-level projects in the mid $300s and luxury projects in the low $1,000,000’s.

Christopher explains that the entry-level projects are “basic homes with features buyers value,” but they are also a lot of fun. “You get a chance to meet the buyers,” he says, and see the recognition dawn—“They are going to own this. They get to paint the walls.” And when you hand them the keys, ”the glow that comes off of someone buying their first home is just the coolest thing you’ll ever experience in your life.”

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Another interesting aspect of what they do is, Christopher says, is they build shelter, adding, “this is the last bastion of handmade products, handmade in America.” He reports they will almost double new home production going into next year; it’s a win-win, watching people fulfill their dreams in homes that have created jobs in the community.

Building also plays large part in Christopher’s commitment to giving back. The NEXT team is a member of North State BIA, the “leading advocate for the homebuilding industry in the greater Sacramento region.”

Having served in a number of roles within North State BIA over the last twenty years; Christopher currently sits on the Board of Directors and is the chair for the Associates Council, helping to “direct policy on the state and local level.” He also serves on the Board of HomeAid Sacramento, the charitable arm of North State BIA, whose members raise funds and, leveraging their network, put those funds to work building housing for the homeless.

Though Christopher loves what he does, he also recently had an experience that made him realize “it’s okay to stop.” He explains he caught the travel bug four years ago and, after his first trip, came home and had a heart attack. Inspired to fully embrace life, he created a blog lifesaboutexperiences.com, and Instagram account (@ lifesaboutexperiencesnotthings) he hopes will “inspire other people to take a breath and go do something.”

For more information, please call 916-300-0159; visit next.cool; or email christopher@next.cool http://

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Coaching 9-1-1

By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services.

Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate.

Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with Copyright©, Walter Sanford. All rights reserved. us online at www.waltersanford.com.

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JASON PUGAO After working in property management from 2004-2011, Jason Pugao decided to step out on his own as a real estate agent.

It was one of the best decisions he’s ever made. By dedicating himself to his clients and putting their needs first, he has made great strides as an agent in the East Bay Area of California. Though Jason initially started as a solo agent, today, he has a team of seven licensed agents, as well as a full-time virtual assistant, inside sales agent, listing coordinator, and executive assistant. They provide the East Bay Area with great customer service and optimal results.

According to Jason, “I actually started to see my business turn in 2015, where the bulk of my business is coming from my sphere of influence.” He attributes his high rate of repeat and referral business to customer service and client relationships. “There is a true connection with my clients,” he explains. “We are not here just to sell a property for them.” Jason understands that real estate is a relationship-based business and makes every decision based on his clients’ needs.

He has a database of over 6,000 people and believes that working your database and keeping in touch with clients is integral to the success of any agent.

is even the chair of the culture committee.

This year, his goal is to focus on mental health awareness and having compassion for others. Additionally, as an Oakland native and Oakland High School alum, Jason mentors several current students to give back and help them reach their goals.

In his free time, some of Jason’s favorite things to do are playing golf, tinkering with his classic cars, and spending time with his 3 year old son, Jacob and 8 month old daughter, Jordan.

“While working in the corporate world, I felt so locked-in and tied to a job,” Jason explains. Today, he has more flexibility and can work from anywhere thanks to his team’s help. “What I like about what we do is the fact that there is so much freedom and liberty,” he says. In the future, Jason wants to keep growing and helping more families in the area. Additionally, he is working on a new property management company, Jorcob Property Management Inc., and wants to have 100 units under the company by next year. “Housing is essential to life,” Jason says, and “We have to help our clients nurture their investments as well.”

Clients can tell that Jason always does his best to get to know them and help them meet their goals. As one former client shared, “Jason was a real joy to work with. He was very responsive, took my needs seriously and quickly got me into the home I wanted. Jason represented both me and the seller and throughout the process he balanced his duties in an ethical and efficient manner. I would recommend Jason to anyone looking to buy or sell real estate in the East Bay.” In addition to forming personal connections with his clients, Jason also seeks to involve himself with the larger East Bay community. He is a part of the local ALC (Agent Leadership Committee) for Keller Williams and Top Agent Magazine

For more about Jason Pugao, call 510.472.6916 or email jason@thejpregroup.com 25 Copyright Top Agent Magazine

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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Top Agent Magazine

RICHARD VAN OVER Richard Van Over is in the habit of going above and beyond for his clients. “I definitely put forth the time and effort in building and creating relationships and keeping those relationships going long after the transaction’s done,” Richard says.

He entered the real estate game nearly a decade ago when he started buying and flipping houses. He earned his real estate license about four years ago and has been working as a REALTOR® full-time for the past two years.

Richard works in California, servicing San Joaquin county. He hasn’t been in the game long, but already a third of his total business comes from referrals and repeat customers. “I’m very forthcoming with everything. I tell them straightforward if there’s any issues.

When there are issues, I come to the table with two or three options to sort them out,” Richard explains. “My clients really like that I come with solutions and not just to tell them about a problem.”

Richard markets his listings using mostly online strategies, utilizing social media such as Facebook, Instagram, LinkedIn, and Homesnap. His average price range lands around $285,000, but in 2020 he has worked with properties ranging from $45,000 to $780,000. Richard helps his clients as best he can no matter their price range. Finding them the best fit is his favorite part of the job. “I love the hunt for the right property,” he says.

Richard stays in contact and builds lasting relationships by staying in touch. “I make phone calls, send text messages. I bring them holiday baskets around Thanksgiving and Christmas time. I contact them for their birthdays and anniversaries,” says Richard. He makes a point to reach out and help his clients celebrate big events in their lives.

When he isn’t at work, Richard is deeply involved in his community. He volunteers as a defensive coordinator on the varsity football team at local Linden High Top Agent Magazine

School. He also donates to a lot of sportsbased charities and helps Linden and other schools in the area with various fundraisers. Additionally, as a retired police officer, Richard donates to local law enforcement to support dispatchers and police officers. “That’s how I give back to first responders and military personnel,” he says. Richard, who uses a wheelchair after being injured on the job, feels especially close to this cause.

Richard’s love of sports and athletics also expands into his leisure time. He absolutely loves working with kids, and he used to coach CrossFit. “I help train teenagers and elementary school kids in weightlifting,” Richard says. He also spends as much time as possible with his family, and they often attend sporting events together.

Looking to the future, Richard plans on building a team. “I currently work solo,” he says. “Building a team around my core values and expanding would be great.” He also looks forward to continuing his community work. Mostly, whether in his work as a real estate agent or in his life in general, Richard plans to continue helping people as best he can.

To learn more about Richard Van Over, please call 209-684-2320, email Richard.vanover@exprealty.com, or visit homesnap.com/Richard-Van-Over/gmb2

www.

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