NORTHERN CALIFORNIA 4-13-20

NORTHERN CALIFORNIA EDITION

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TIPS TO GET NEW CLIENTS

A STEP-BY-STEP GUIDE TO

CONVERTING INTERNET LEADS TO REAL LIFE SALES 3 BEYOND-THEOFFICE ACTIVITIES TO INSPIRE A CREATIVE BUSINESS BOOM

FEATURED AGENTS

SERGIO CEJA TRISH HEINZER GINA MARCIANO COVER STORY

JOSEPH SABEH, JR.

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NORTHERN CALIFORNIA EDITION

GINA MARCIANO

If you live in San Jose, most specifically in Willow Glen, you may 7 know the name Gina 16 Marciano 19 TRISH HEINZER 25 SERGIO as a CEJA local realtor with Coldwell Banker.

Heinzer child of immigrants, Back Sergioin 1992, those Trish keys. He keeps inho t She has been a solo agentThe for the past was working a chemist at a ni Ceja took an interest in real to make sure that they ar 29 years–working with an assistant blood bank and on a estate at a young age. As heSacramento grew new investment. she’s known since high school– theouts hunt for her next challenge. se up, he learned the ins and and covers the Silicon Valley/ When a Realtor came doorof the business, first starting as Outside of his career, PS Willow Glen region. Or an perhaps the then growingknocking onetheafternoon, she arou assistant, into a to communities and Trish of gotthree to talking, B name is familiar because fullyou timesaw agent. infants,and he know the agent encouraged Trish to as CEJA you grabbed aTRISH wipeHEINZER JOSEPH SABEH JR. her signs SERGIO GINA MARCIANO support; therefore, whenco earn herSergio licenseisand in touch. first, Trish before entering your neighborhood Today, a get Realtor for At back to thebroached local schoolind on the industry part-time while she learned the ropes, it grocery store from a kiosk with her Property Experts, Along with hisbut RE/MAX coworker se didn’t take long before she was ready to become a fullhttp://www.ginamarciano.com/ where he has happily served sum to a needy school in signature photo.

en time agent in her own right. “It took off quite quickly, clients throughout Monterey County for the past 13 shopping for supplies. “ ru and I just decided to dive in,” she remembers.

Nearly CONTENTS years.

In that the time, has earned himself an excelhe says. “When we inves Prior to joining realheestate field, ga twenty-eight years later, Trish is in command of a lentMarciano reputation,spent withmany 80% of his business coming from future.”

Gina years in st thriving career as an agent serving El Dorado County either repeat clients referrals.

On topSacramento of that, Sergio corporate sales.

“Myor background in and the greater area, complete with a repu4) 5 TIPS TO GET NEW CLIENTS 20) 3 area BEYOND-THE-OFFICE is the only RE/MAX Realtor in his to have made As Sergio looks ahead to has allowed me to become one sh tation for communication, and incisive work ethic, and it to the Hall of Fame,a personal and lasttouch. year he joined the the A growth of his busin ACTIVITIES TO INSPIRE se of the leading sales associates at Platinum Club. he hopes to build out a t 13) 4 WAYS TO WIN THEBanker,” BATTLE CREATIVE BUSINESS BOOM Coldwell she states.

“I starting with aNm Today,Glen.

Trish spearheads her workvolume, under the banner AGAINST PROCRASTINATION was born and raised in Willow What’s the secret to all of this success?

“Service,” Sergio Above ofall, wants be to Real Estate.

From the foothills thehe Sierra She says, “Iattentive never pos Living and working theLyon area where I grew upthey gives 24) HOW TO OVERCOME says. “My clients areinfront and center.

Not only do supplying the Nevada Mountains, she has cultivated a business largely m about the business, c sellers and hard buyers the expertise they need when choosing 17) A STEP-BY-STEP TO YOUR WORKPLACE FEARS see GUIDE how I work, but they also know I’m availfixture in Monterey Coun driven by repeat and referral clientele who trust her re a realtor,” states.

Butto itensure doesn’t stop Willow Glen. says. able late she into the night they getinthe best business extensive experience and deal proven track“This record.

With allow ho CONVERTING INTERNET LEADS Gina is a big believ I have helped buyers all around the Bay Area for over possible.” Exemplifying this three client-first someone’s life—that’s almost decadesphilosophy, in business, she is well-versed in a be hi TO REAL LIFE SALES nity.

She recently two decades wherewilling I have achieved Coldwell Banker’s Sergio is always to reduce his commission for range of transaction types, including those particular to ev International Elite Top 1%getting and have been Wish her home region—from horse properties, bigFoundation, ranches, w the good of aPresident’s sale. “I care most about the deal to estates, residential resale, in between. done,” he says. involved with the lo recognized with the Five Star Professional Awardand as everything a “I love what I do,” Trish says.

“I know that this is her church.what When n real estate agent in the South Bay area.”

Phone 310-734-1440 | When Fax 310-734-1440 I wasoffers supposed to doofall along. I’m alove big believer listing a house, Sergio a variety options to travel.in“I lov steady communication from start and even ranging from social90% media to email blasts mag@topagentmagazine.com | www.topagentmagazine.com With approximately ofmarketing her business consisting of to finish, other cultures and m after closing.

I don’t go away just because a transaction and open houses.

Throughout the whirlwind process, repeat andin referral what prior setsconsent her apart from Topcially enjoy warm cl No portion of this issue may be reproduced any mannerclientele, whatsoever without ofto theserve publisher.

Agentmy is his over.

I’m always here and assist clients, he is careful not to lose compassionate approach, Magazine is published by Feature GA, Inc. precautions are taken to ensure the accuracy of published the Publications competition isAlthough her unique ability to customize her andfrom they know they always count on me.” oftentimes fronting money his own pocket to raise materials, Top Agent Magazine cannot be held responsible for opinions expressed or factscan supplied by its authors.

Gina loves what she services.“ Everyone has a different situation, whether To subscribe or change address, send inquiry to mag@topagentmagazine.com. a property’s value. “Little things count,” he says. “If a makes a difference in they are buyers, sellers orWhen investors,” she notes. “I’m able marketing Published in the U.S. house needs a new paint job, I’ll take carelistings, of it toTrish makeaccounts for the uniqueofdocumentation the biggest purch to sure listen to what each client needs and offer market.” themisthose of every property. readied for the property fetchesness what it’s worth in theEach through and staging.

From there, she notes.

“I want to specific products. I work with cleaning, top-notchdecluttering professionals properties are equipped with professional thisphotography, with as little str specializing in everything from estate sales light As for buyers, Sergio loves collaborating withto his drone footage that showcases expansive plots, postTop Agent Magazine 3 remodeling for your to sale andall, everything them informed, calm clients to find theirhome dreamprior house.

Above he finds in cards, broker opens and open houses, and wide-ranging plans to retire and i between.

I have muchintoassisting provide.” tremendous reward first time homebuyers.

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

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

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

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

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

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

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

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

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

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

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

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

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

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

This can be a real score for any Realtor®.

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

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

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

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

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Create a Website that Offers Real Value to Potential Clients

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

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

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

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JOSEPH SABEH, JR. Top Agent Magazine

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Sotheby’s agent, Joseph Sabeh, Jr. leads a close-knit team that includes a buyers’ agent and an assistant who together close on $50 to $75 million dollars in transactions a year, primarily in the East Bay. Joseph Sabeh, Jr. grew up in the real estate business—his late father was a top agent who focused on luxury properties for over forty years. “I watched him closely and was always very drawn to the industry,” Joseph explains.

Twenty years ago, Joseph joined his father 8 Copyright Top Agent Magazine

in the business, taking over when his father retired. He’s now a Sotheby’s agent leading a close-knit team that includes a buyers’ agent and an assistant who together close on $50 to $75 million dollars in transactions a year, primarily in the East Bay. Top Agent Magazine

Joseph offers exceptional, boutique service to his clients. He always responds promptly and his luxury clients appreciate his white glove approach, expertise, and knowledge of both the Bay Area and the current market. “I work extremely hard for my clients. I go the Top Agent Magazine

extra mile to ensure that they get the results they are hoping for. Whether my clients are at a lower or higher price point, I represent them to the highest standard,� he says. His clients rave about his honesty, integrity, and straightforward approach, and they are eager Copyright Top Agent Magazine 9

“I work extremely hard for my clients. I go the extra mile to ensure that they get the results they are hoping for.

Whether my clients are at a lower or higher price point, I represent them to the highest standard,� to spread the word about him among their sphere of influence. As a result, over sixty percent of his business comes from repeat and referral clients. To stay in touch with past clients, he prefers a personal approach, sending handwritten notes, reaching out by phone, meeting past clients for lunch, and hosting fun holiday gatherings.

When it comes times to market listings, Joseph uses a thorough approach to ensure his sellers receive the best possible price. He shares information about each listing on all 10Copyright Top Agent Magazine

the major real estate websites and uses all the marketing possibilities available to him through Sotheby’s. He runs a thorough ad campaign on social media, including video ads; and sends an email blast to over 2,000 contacts. For higher end homes, he posts luxury home ads and hosts twilight tours. Data shows the properties he sells are on market for fewer days than average and sell for a higher than average price. He has a strong track record of quickly closing transactions on high price point homes that other agents have struggled to sell. Two years ago he sold Top Agent Magazine

a record-high property in Freemont for $12 million. His listings often range in price from $900K to $7 million.

Joseph’s favorite part of the job is helping people accomplish their goals. “Whether it’s Top Agent Magazine

selling for the best price or finding their dream home, I love being effective for my clients,” he says. He particularly enjoys arriving as a second agent on a home that hasn’t sold, and then moving it in a short amount of time—he’s been able to do that recently on two different Copyright Top Agent Magazine11

$7 million properties. “Helping my clients to remove that stress from their lives is incredible,” he says. “Giving them peace of mind means the world to me.” To give back to the community, Joseph donates to the local high school and to charities such as STAND, a nonprofit committed to supporting survivors

of domestic violence. In his free time, he enjoys golfing, watching movies, hiking, and traveling to new places. For the future, he’d love to continue growing his team while continuing to provide the same high quality, boutique service his clients have come to expect.

To find out more about Joseph Sabeh, Jr., you can contact him by email at joseph@venturesir.com or by phone at (415) 385-6442. You can also check him out online at ExecutiveHomesBayArea.com www.

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 14

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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SERGIO CEJA The child of immigrants, Sergio Ceja took an interest in real estate at a young age. As he grew up, he learned the ins and outs of the business, first starting as an assistant, then growing into a full time agent.

Today, Sergio is a Realtor for RE/MAX Property Experts, where he has happily served clients throughout Monterey County for the past 13 years. In that time, he has earned himself an excellent reputation, with 80% of his business coming from either repeat clients or referrals. On top of that, Sergio is the only RE/MAX Realtor in his area to have made it to the Hall of Fame, and last year he joined the Platinum Club.

What’s the secret to all this success? “Service,” Sergio says. “My clients are front and center. Not only do they see how hard I work, but they also know I’m available late into the night to ensure they get the best deal possible.” Exemplifying this client-first philosophy, Sergio is always willing to reduce his commission for the good of a sale. “I care most about getting the deal done,” he says.

those keys. He keeps in touch throughout the year, just to make sure that they are secure and happy with their new investment.

Outside of his career, Sergio is a driven contributor to the communities around Salinas. The proud father of three infants, he knows the value of education and support; therefore, when he had an opportunity to give back to the local school district, he didn’t think twice.

Along with his coworkers, Sergio donated a handsome sum to a needy school in the area and took its students shopping for supplies. “It’s important to give back,” he says. “When we invest in schools, we invest in our future.”

As Sergio looks ahead to his own future, he envisions the growth of his business. In the coming months, he hopes to build out a team to support his increased volume, starting with a marketer and a buyer’s agent.

Above all, he wants to maintain efficiency while supplying the attentive service that has made him a fixture in Monterey County. “I love helping people,” he says. “This business allows you to make a difference in someone’s life—that’s been my mission for 13 years.”

When listing a house, Sergio offers a variety of options ranging from social media marketing to email blasts and open houses. Throughout the whirlwind process, he is careful not to lose his compassionate approach, oftentimes fronting money from his own pocket to raise a property’s value. “Little things count,” he says. “If a house needs a new paint job, I’ll take care of it to make sure the property fetches what it’s worth in the market.”

As for buyers, Sergio loves collaborating with his clients to find their dream house. Above all, he finds tremendous reward in assisting first time homebuyers.

“There’s no better moment than giving somebody the keys to their first house,” he says. Moreover, Sergio remains invested in his clients long after handing off 16

To learn more about Sergio Ceja email homesold81@gmail.com, visit Sergioceja.com or call (831)801-9878 www.

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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.

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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 signups. 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

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

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 18

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 modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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TRISH HEINZER Back in 1992, Trish Heinzer was working a chemist at a Sacramento blood bank and on the hunt for her next challenge.

When a Realtor came doorknocking one afternoon, she and Trish got to talking, and the agent encouraged Trish to earn her license and get in touch. At first, Trish broached the industry part-time while she learned the ropes, but it didn’t take long before she was ready to become a fulltime agent in her own right. “It took off quite quickly, and I just decided to dive in,” she remembers. Nearly twenty-eight years later, Trish is in command of a thriving career as an agent serving El Dorado County and the greater Sacramento area, complete with a reputation for communication, and incisive work ethic, and a personal touch.

however, Trish prioritizes professionalism and recognizes the responsibility inherent in her role. “This is not a hobby to me,” she explains. “I take my position very seriously, and I’m out there to get people from Point A to Point B with the least amount of stress possible.”

Today, Trish spearheads her work under the banner of Lyon Real Estate. From the foothills of the Sierra Nevada Mountains, she has cultivated a business largely driven by repeat and referral clientele who trust her extensive experience and proven track record. With almost three decades in business, she is well-versed in a range of transaction types, including those particular to her home region—from horse properties, big ranches, to estates, residential resale, and everything in between.

“I love what I do,” Trish says. “I know that this is what I was supposed to do all along. I’m a big believer in steady communication from start to finish, and even after closing. I don’t go away just because a transaction is over. I’m always here to serve and assist my clients, and they know they can always count on me.”

Now, with nearly three decades of experience and insight behind her, Trish Heinzer considers what she enjoys most about her chosen field. “My territory isn’t a typical residential area,” she says. “There’s all different people, houses, land, and a lot of it is custom, with plenty of history. Every day is different and that keeps it exciting, even after twenty-eight years.”

When marketing listings, Trish accounts for the uniqueness of every property. Each is readied for documentation through cleaning, decluttering and staging. From there, properties are equipped with professional photography, drone footage that showcases expansive plots, postcards, broker opens and open houses, and wide-ranging exposure across the leading online listing platforms and social media outlets. On average, Trish closes roughly forty to fifty properties, with a typical price-point of $510,000. Whether pairing alongside buyers or sellers Top Agent Magazine

Beyond the office, Trish is an active member of her community and gives back through animal rescue efforts, including the rescue of abandoned livestock rehomed on her personal acreage. She also enjoys working with seniors as they manage the major real estate transitions encountered later in life. In her free hours, she enjoys running, hiking, skiing, and tending to her year-round garden. As for the future, Trish intends to keep progress steady as she continues to grow her business organically in the years to come. As a self-described empty nester, she happily devotes her time to her business in the service of aspiring buyers and sellers in her community.

To learn more about Trish Heinzer email pheinzer@golyon.com, visit her websites at pheinzer.golyon.com, or call (530) 903–0705 www.

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3 Beyond-the-Office Activities to Inspire a Creative Business Boom Maintaining motivation year-round is a challenge, especially for those who are several years into a demanding real estate career. It’s easy to burn out, get stuck in a rut, or cycle blindly through a well-worn routine. But those that leave an impact on their industry understand that creativity holds the key to innovation and longevity. To stay ahead of 20

the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin?

To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make-

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To stay ahead of the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.

Expand your mind through meditation.

You’ve likely heard all about the supposed powers of meditation, and perhaps you’ve long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.

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Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime.

Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you’ll be thanking yourself later.

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Learn something new.

If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is.

However, learning a new skill can reinvigorate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins, 22

too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimulating new activity will light up long-dormant parts of your brain, and your clients and colleagues will surely notice the influx of energy to your outlook. Still don’t think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that’s unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.

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See new sights.

If you can, there’s no better way to break from routine than to physically separate yourself from your surroundings. There’s nothing more inspiring than traveling to new destinations, experiencing new cultures, and getting a sense of the world’s true vastness. If a trip abroad isn’t in the cards, don’t fret. There are bound to be plenty of places relatively close by that you’ve never seen. And these trips don’t have to break the bank, either. Devote just one or two days to visiting a place you’ve never gone before, like a state park, protected forest, or a small seaside village. Perhaps you’re only a few hours from a National Park you’ve been meaning to visit but have never made time for. Or, there’s a lively city one state over that you’ve always wanted to try. Whatever the destination, near or far, you’ll refresh

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your perspective entirely when removed from all your usual routines. New restaurants, traffic patterns, storefronts, weather—whatever the change may be, you’ll be experiencing everything brand new all around you. Taking the time for trips like these isn’t easy. In fact, making yourself devote those free days may be a difficult task itself. But it’s the most direct way to get a breath of truly fresh air, and when you return home you’ll be able to assess familiar surroundings in a totally new light.

However you decide to add creativity to your professional life, don’t wait. Once you take the plunge, you’ll be regretting you hadn’t done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

1

ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

2

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

3

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 24

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world.

Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

4

COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

5

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence.

A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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GINA MARCIANO If you live in San Jose, most specifically in Willow Glen, you may know the name Gina Marciano as a local realtor with Coldwell Banker.

She has been a solo agent for the past 29 years–working with an assistant she’s known since high school– and covers the Silicon Valley/ Willow Glen region. Or perhaps the name is familiar because you saw her signs as you grabbed a wipe before entering your neighborhood grocery store from a kiosk with her signature photo.

knowledge and expertise to counsel clients age 50+ through major financial and lifestyle transitions in relocating, refinancing, or selling the family home,” she says.

Such a distinction is owed in part to Gina’s adamance to continuously educate herself on the latest real estate and marketing trends and how to best effectively balance communication with her clients.

While she does provide a monthly http://www.ginamarciano.com/ newsletter, annual calendar, and mailers, Gina is conscientious in Prior to joining the real estate field, her outreach so as not to overwhelm Gina Marciano spent many years in her clients with materials. “I tend to corporate sales. “My background reach out more often to people who has allowed me to become one are actively in the market than to of the leading sales associates at those who are not,” she says. Even Coldwell Banker,” she states. “I her social media is curated with her was born and raised in Willow Glen. clients and local network in mind.

Living and working in the area where I grew up gives She says, “I never post about personal things. It’s always sellers and buyers the expertise they need when choosing about the business, community, and relationships.” a realtor,” she states. But it doesn’t stop in Willow Glen.

I have helped buyers all around the Bay Area for over Gina is a big believer in volunteering for her commutwo decades where I have achieved Coldwell Banker’s nity. She recently started working with the Make a International President’s Elite Top 1% and have been Wish Foundation, works for the local Thrift Box, and is recognized with the Five Star Professional Award as a involved with the local schools. She also volunteers at real estate agent in the South Bay area.” her church. When not working, Gina and her husband love to travel. “I love to see the world and learn about With approximately 90% of her business consisting of other cultures and meet new people,” she says. “We esperepeat and referral clientele, what sets her apart from cially enjoy warm climates, but we’ll go anywhere.” the competition is her unique ability to customize her services.“ Everyone has a different situation, whether Gina loves what she does because she believes she truly they are buyers, sellers or investors,” she notes. “I’m able makes a difference in the lives of her clients. “This is one to listen to what each client needs and offer them those of the biggest purchases most people will ever make,” specific products. I work with top-notch professionals she notes. “I want to help my client’s transition through specializing in everything from estate sales to light this with as little stress as possible. It’s my job to keep remodeling for your home prior to sale and everything in them informed, calm and happy.” She currently has no between. I have much to provide.” plans to retire and is happy with the way her business is being run. She hopes to continue to help clients, meet Perhaps the best proof of this is Gina’s SRES® designanew people, and help them achieve their individual real tion. “This means that I have demonstrated the necessary estate goals.

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