NORTHERN CALIFORNIA 3-8-21

NORTHERN CALIFORNIA EDITION

MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS

24-HOUR TOUCH-UPS to Maximize Your Price List

6 HABITS OF HIGHLY PRODUCTIVE AGENTS FEATURED AGENT

JORDAN TRIVERI

COVER STORY

KEITH WALKER

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Call 1-800-771-5971 or visit us at www.lgscompliance.com email info@iusecompliance.com Top Agent Magazine

NORTHERN CALIFORNIA EDITION

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KEITH WALKER

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JORDAN TRIVERI

CONTENTS

KEITH 15) MODERN EMAIL ETIQUETTE FOR TODAY’S WALKER AGENTS

4) A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES 6) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS

20) 24-HOUR TOUCH-UPS TO MAXIMIZE YOUR PRICE LIST

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Published in the U.S.

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A Step-by-Step Guide to Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online. Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter sign-ups. Don’t let an online lead go to waste by taking too long to engage and follow-up. Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam.

Other ideas to consider when adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture.

The internet plays a powerful role in funneling When online back-and-forth goes stale, commumodern clientele your way, but in order to take nication drops off quickly. If you’re following full advantage of the web’s reach, you’ll need up via e-mail, social media, or text, be sure to to tailor your follow-up technique. Mastering keep topics focused squarely on the potential the fundamentals of digital communication is client. Ask open-ended questions to give your the first step to converting digital interest into lead the opportunity to loosen up and engage concrete business. Keep these tips top-of-mind on a personal level. There’s no better way to as you build your online presence and mine the cement a digital lead than to take a pointed vast world wide web for an endless wealth of interest in the specifics of their situation. Doing clientele. Earning a command of digital lead so transforms the impersonal invisibility of the conversion is the surest way to bolster your internet into a true connection. business in the ever-evolving digital era.

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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 6

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 innova7

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 8

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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KEITH WALKER Top Agent Magazine

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Keith is the founder of The Walker Team, brokered

by Intero Real Estate Services. His strong focus on white-glove service and his attention to detail have helped solidify his reputation as one of the go-to agents in the Silicon Valley real estate market.

Anyone familiar with the Silicon Valley real estate market has most likely heard Keith Walker’s name. An established professional known for his integrity, passion, and charismatic personality, Keith is the founder of The Walker Team, brokered by Intero Real Estate Services. His strong focus on white-glove service and his attention to detail have helped solidify his reputation as one of the go-to agents in the area.

KEITH WALKER 10Copyright Top Agent Magazine

When Keith started The Walker Team it was crucial to him that his agents operate as a family. “I believe the majority of our success comes from our team dynamic. We know everyone’s strengths and are comfortable delegating certain tasks to the people who are best for the job. I put a lot of Top Agent Magazine

individual effort and attention into helping my agents become successful in their own right, while also making sure that our brand is really strong.” Last year the team was able to close 66 transactions, for close to a $100,000,000 in sales volume.

With a majority of their business coming from repeat and referral sources, Keith Top Agent Magazine

believes it’s their ethics and diligent work that keep clients coming back. “We go to bat for our clients. We are honest, genuine, and we stay away from putting on a stuffy appearance to convey our professionalism.

We prefer to prove it to our clients through our actions and results.” Keith adds that the team’s motivation is helping people. “It sounds cliché but it’s not the paycheck that’s Copyright Top Agent Magazine11

With a majority of their business coming from repeat and referral sources, Keith believes it’s their ethics and diligent work that keep clients coming back. “We go to bat for our clients.” important. The paycheck is a result of great service. We handle every single aspect of the transaction for our clients.”

Because of COVID-19 the team had to take a step back from their quarterly client events, 12Copyright Top Agent Magazine

but they have managed to find new ways of staying connected. This year they are sending out bottles of wine to clients and hosting a virtual wine tasting. Technology also plays a big role in their marketing strategy.

They stream live virtual open houses where Top Agent Magazine

potential buyers can get their questions answered in real time. “We strive to show not only the property, but also the lifestyle associated with it.”

Keith believes it’s important to give back to the community and donates to Top Agent Magazine

various children’s charities. During the pandemic The Walker Team also picked up essentials and meals for clients who didn’t want to leave their house. When he’s not working or giving back, he is an avid live music fan and enjoys going to concerts.

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As a REALTOR® with a proven track record of success, Keith is keen on passing his strategies to the new generation of agents.

“A good real estate agent needs to possess thick skin and resilience, because you will encounter a lot of rejection. You also have

to be open to learning and evolving. Most importantly, remember that you’re in competition with yourself. As one of my favorite artists, Aaron Lee Tasjan, once said in a song, ‘Success isn’t about being better than anyone else. It’s about being better than yourself.’”

To learn more about Keith Walker call 408–314–4747, visit thewalkerteam.com www.

or email keith@thewalkerteam.com 14Copyright Top Agent Magazine

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 16

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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JORDAN TRIVERI

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JORDAN TRIVERI

Jordan Triveri began her real estate career in 2014, coming from a background in nonprofit events. She started out as an Operations and Team Manager, a position that allowed her to approach real estate from a different angle. “I fell in love with getting to know our clients and their families,” Jordan recalls, “it’s an amazing experience to walk people through one of the biggest moments of their lives.” Since her start in the industry, real estate has become a calling and a passion for Jordan, and she is dedicated to helping her clients achieve their real estate goals.

we have a wealth of resources to help them,” Jordan says. “I have an in-house designer I’ve worked with for years – Shelley Martell, as well as a number of local architects and builders we partner with. Our goal is to take the intimidation factor out of the new build process, walking them through each step from the very beginning of the land acquisition and funding to the design and build of their home.”

Serving primarily the greater Sacramento area, the entirety of her business comes from repeat and referral

As the Vice President of Real Estate at One Source Capital Group, Jordan has helped launch a game-changing platform within her brokerage known as LUX ONE. This full-service division has quickly become Northern California’s premier luxury building concierge program. One key area in which Jordan sets herself apart is her emphasis on guiding clients through the complex process of new builds and custom homes. “When working with clients who are interested in building, 18

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clients, an incredible feat that speaks to the trust and confidence she inspires. “My clients become my family,” Jordan explains. “It’s my passion and privilege to get to know them on a personal level, not necessarily just their objective of buying or selling. These relationships we form continue on.”

When it comes to marketing listings, Jordan draws on her experience and her degree in marketing to ensure maximum exposure. She employs a range of techniques including property videos, drone videos, property walkthroughs, virtual tours, and area tours.

All of her listings are promoted across various social media platforms and Jordan uses her network of other agents and partnered vendors to maximize her reach far and wide. This is useful considering the influx of buyers from elsewhere, especially the Bay Area and other neighboring regions, who may be unfamiliar with the area.

With her background in nonprofit events, community involvement remains very important to Jordan. She is active with the local Chambers of Commerce and volunteers for two local nonprofits, the Sweet Dreams Foundation and Folsom’s Hope where she has raised upwards of fifty-thousand dollars for her community.

When she is not working or giving back, Jordan loves going out and supporting local businesses in downtown Folsom and Town Center, spending time with those close to her.

Presently, Jordan plans to continue immersing herself into the home development side of her business and “working with local builders to create micro subdivisions, luxury estates, and showcase homes,” she says.

“I love being able to intertwine the design and build aspects of the real estate industry to create one-of-akind properties for my clients.”

Above all, Jordan wants to keep building strong relationships and serving her clients. “The real estate industry is not for the faint of heart, and there are many challenges with it, however with great challenge comes great reward and that reward is well worth it. Being able to give my clients the keys to their new home is a feeling like no other and ensuring my clients have a positive and memorable experience is essential.”

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To find out more about Jordan Triveri, please call (530) 391-9535, email Jordan@OneSourceCapitalGroup.com, or visit OneSourceCapitalGroupre.com www.

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24-Hour Touch-ups to Maximize Your List Price Sometimes it takes a full-scale overhaul to prepare a house for market. Other times, only a series of small adjustments are required to make a listing’s true potential shine. Whether you’re gearing up for an open house, assessing a list price, or maximizing a property’s appearance prior to photography—the devil is in the details. However, touch-ups and refreshes don’t have to dominate your schedule or break the bank. For a few ideas of where 20

to begin, consider our handy check-list below for quick home projects that will fortify your bottom line.

Refresh grout for a sparkling clean look.

Perhaps the quickest and most cost-effective way to make bathrooms, kitchens, and other tiled areas shine is to refresh grout until it looks

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good as new. Specialty grout stain removers and cleaners are inexpensive and sold at most home improvement stores. Plus, the project only takes a bit of elbow grease and an hour or two for a major makeover effect. Suddenly, dark, stained, and worn-down bathrooms gleam as if tile has just been placed.

Create mood lighting with soothing bulbs and fixtures.

A warm white light from specially chosen LED bulbs creates a welcoming environment when potential buyers come calling.

If outdated fixtures are bringing down a home’s otherwise modern styling, consider more design-neutral replacements that won’t

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detract from the property’s charms. These are inexpensive but highly noticeable and impactful upgrades that shift a home’s ambiance for the better.

Repaint doors for an updated and inviting entryway.

It may sound like a hassle, but repainting doorways with a fresh coat signals a wellkept property—and that’s before prospective buyers even pass through the threshold. You can also change out generic doorknobs and switch-plates to add an updated flare while on a budget. Color-of-the-year trend choices can turn heads, while neutral paint choices signal less hassle for future homeowners.

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scrub, or with the addition of new shelves or styled bulbs.

Make windows shine— both inside and out.

Cleanliness goes a long way in communicating a well-cared for home in which buyers can imagine themselves. Cleaning the inside and outside of windows not only refreshes a room, but it allows light to infuse the space while appealing to the move-in ready crowd.

Closet spaces are not an afterthought.

Every prospective buyer wants storage options, and you’ve surely led a home tour where guests inspect closets and pantries.

Don’t let these hidden spaces go overlooked. Make sure they’re clean, cleared as much as possible, and you can even touch them up with fresh paint, a good

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Remove tough appliance stains with a bit of elbow grease.

If you’re packaging appliances with the sale of a property, you’ll want to make sure those big-ticket items are also in top shape to showcase their value. Stainless steel polish, electric cooktop polish, and stain removing pads for the kitchen sink can make your appliances look five years younger with nothing more than an hour or two’s labor.

Organize garage and basement areas to maximize storage and hint at bonus space.

It may take a labor of love, but organizing and decluttering these special storage spaces

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can add significant value to a property. Instead of telling prospective buyers how much storage space there is—let these areas speak for themselves by giving them a neutral, airy bout of cleansing. That way, craft-lovers, car aficionados, and buyers with interest in renovating basement areas can witness the potential immediately.

Individually, these bit to-do list items might seem like extra work without the promise of Top Agent Magazine

a major return. But combined? These small tasks go a long way in crafting a home’s image and projecting pure potential. After all, prospective buyers imagine their lives unfolding inside those walls. That’s why cobbling together these small-scale projects can have a big payoff in the end. Not only will a home present itself in a cohesive, attractively-packaged form, but it can also translate to higher interest and a significant pay-off—in more ways than one.

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