NORTHERN CALIFORNIA 6-1-20

NORTHERN CALIFORNIA EDITION

Why Delegating is the Key to

LONG-LASTING SUCCESS

WELCOME HOME: WORKING WITH RELOCATORS IN TRANSITION

5 STEPS

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

COVER STORY

CHRISTINE KINSLEY

FEATURED AGENTS

AMBER MELENUDO DONNY PIWOWARSKI CATHY ROJAS

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NORTHERN CALIFORNIA EDITION

AMBER MELENUDO

er Melenudo began her professional career 7 it. elementary school teacher and she loved Amber’s family background in construcher husband suggested she try working in state during the summer months when she not teaching. Amber always had a strong st in real estate, “I liked the idea but t feel it was fair to my clients to only put t time, so I worked as a Realtor’s assistant ng the ropes instead,” she says.KINSLEY CHRISTINE

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challenges head on, and focuses on the posi18 21 tive, providing tailored, hands-on support.

Her success is not accidental, it is a result of In truly the remarkable heavily competitive her dedication to delivering For Top real Agent service. estate market, an agenthas hascome to work from

DONNY PIWOWARSK CATHY R hard to find ways to differentiate

formula: work Amber takes pride in her marketing tactics. himself from the competition.

“We always bring in professional photograingful connect Donny Piwowarski’s dedication to phers and shoot drone video to let buyers know and communit his clients and innovative marketing how close we are to the beach,” she says. She that the trans AMBER MELENUDO also DONNY PIWOWARSKI CATHYhave ROJAS techniques allowed him to do employs out of the box techniques, like her me,of but rathe “Neighborhood Espresso Bars.” just that. After 16 years tireless

ended her teaching career when her first was born, but instead of becoming a at-home mom, she decided to pursue real full time. “I believe that my former years as a school er served as a great foundation for the industry, cultig the skills and characteristics that now serve me ” she states. Her boundless energy, enthusiasm, and communication afford her the ability to be an increddvocate for her clients.

I want effort, Donny is nowsides. the owner

“Usually the first weekend of satisfied a listing,with I the result when and and founder of Hero hold an open house and invite the neighbor- Real Estate, a thetoclosing table,” explain brokerage serving the mailer Bay Area Cathy and Central hood–sendingresidential out anywhere from 200 1000 trustthe mehome because them Valley.

Donny’stime inspiration for the company stems fromfeel invitations– with an exclusive to view and I make hisespresso admiration responders, and it is their his mission know I always best inte enjoy a private bar,”for shefirst says.

“Neighbors arehave CONTENTS often the best to source for buyer leads.” provide clients with award-winning more than just anattitude agent, but andrather the exp

their own hero.

over 16volunteers years of experience, it’s Amber is very involved with herDELEGATING kids’ schools, 4) WELCOME HOME: 19) WHY IS has stellar on her local Little League Board as well as built havinga been a reputation for her sed since 2012, Amber works solo for David Lying WORKING WITH RELOCATORS THE KEY TO LONG-LASTING Like many agents, Donny did not start off in real board member with the local Women’s Council of Realtors real estate expertsworking in her communi Estate out of Santa Cruz, California. As a Monterey Insteadin he began his career running a computer TRANSITION SUCCESS for which she estate. was President 2019.

Area resident forIN over 18 years, and SF Bay Area support company in San Jose. One day a friend of his

e, Amber understands and is able to meet the needs Like many didn’t star Her family time is invaluable beachagents, time forCathy asked him to to sether. upShe theenjoys infrastructure a new mortiverse group of clientele.

She reports that her volume 13) 8 THINGS SUCCESSFUL 5 real STEPS TO with her husband22) sons, searching theestate. shoreline in ACHIEVE real Forstarting. many years she gageand andtwo estate company he was When proximately 20-25 sales per year which translates into for sea glass, ocean fishing, and boating with family and manager theinfrastructure, PEOPLE NEVER DO LONG TERM SUCCESS AS Alocal Raley’shisin V Donny finished building out theattech $28 million. friends.

had alwaysinnurtured interest friend asked if he wasAGENT interested learning an more aboutin REAL ESTATE

er attributes her 75% repeat and referral clientele 2004 she As for her future plans, Amber to maintain herchallenge,ofDonny the industry.

Eagerwants to Finally take onata the newbeginning 16) ARE YOU DOING BUSINESS r esteemed work ethic. “I’m very honest, almost to forward momentum success.

“I want to continue torealtor estate license givebyitday a try. quicklyofagreed.

Soon enough, he was aand andFor AStellYOU ONthe FACEBOOK? lt, and will always my clients truth about a offer fantasticcomputer service for my clients which help them genius by night, he eventually to a she until continued to workdecided full-time sale, even if it means losing the transaction,” she attain their real estate dreams,” she says. jump in full-time. care of her two little kids, but by “For me, it’s about helping my clients reach their real goals.” She maintains contact with her clientele via take the plunge and become a fullDonny credits his diligence and client-centric mentality s, phone calls, texts and special occasion cards.

as being the primary drivers of his success. “My tagline

Today Cathy is one of the top age Phone business 310-734-1440 | Fax 310-734-1440 cornerstone to Amber’s is her commitment is a play on my last name: I make sure that every client I Vallejo, where she runs a thriving egrity and operating under the “Golden Rule,” which mag@topagentmagazine.com | www.topagentmagazine.com work with has a ‘WOW’ experience,” Donny enthusiastirought her tremendous success and a professionally stretches from Sacramento in the cally explains. is the thatpublisher. if you take care of your No portion thisquickly issue may be reproduced without“My priorattitude consent of Top Agent nized reputation.

Amberofhas become one of in any manner whatsoever in the south.

Diligent and to trustwor clients and do are thetaken righttothing, will come back you.

Magazine is published

by Feature GA, Inc. Although precautions ensurethey the accuracy of published most sought after and successful Realtors in thePublications area is such that over 95% of her busin materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

My business is wholly structured around the client expes in the Top 1% of Producing Agents in the county.

andmile referrals. go clients the extra to satisfy all their To learn more about Amber Melenudo, needs and place their interests above mine.” These stancall 831-661-5591, email amber@davidlyng.com, Cathy credits deep in th dards have proven successful, as overher 80% of roots Donny’s or visit ambermelenudo.com business comes from repeat clients and referrals. among the primary drivers of her su

To subscribe or change address, send inquiry to mag@topagentmagazine.com. rience, so I always

er’s passion lies in meeting needs of her clients Published in thethe U.S. surpassing their expectations. She makes deals en, is always trying to be a part of the solution, faces Top Agent Magazine

https://

riences in my community Copyright Top Agent Magazine

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make m Another key competitive advantage clients enjoy when and my success and achievements

Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 4

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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CHRISTINE KINSLEY Top Agent Magazine

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Top Agent Christine Kinsley serves the west side of Merced County and Los Banos, California. The vast majority of their business consists of repeat clients and referrals, a testament to their superior service.

For Christine Kinsley, hard work is second nature. “I grew up on a dairy farm and often woke up at 4 AM to milk cows,” Christine says. It’s this dedication that led to her success in the real estate industry. Christine has been a Realtor® since 2001 under the banner of Berkshire Hathaway Home Services Drysdale Services. She has received multiple 8 Copyright Top Agent Magazine

awards Chairman’s Circle and Drysdale of the Year to name a few. Married for over 31 years to Mike Kinsley, she and her husband have three grown sons, Matt, Kyle and Sean, who are also licensed real estate agents. Kyle opened his own brokerage in Turlock, where Matt also works. Sean works with Christine, serving the west Top Agent Magazine

side of Merced County and Los Banos, California. The vast majority of their business consists of repeat clients and referrals, a testament to their superior service.

Whether she’s helping buyers or sellers, Christine is determined to help them reach Top Agent Magazine

their goals. Understanding this is the largest purchase many people will ever make, she helps clients make the most educated decisions possible. “They can trust me, and I’m always available for them,” she explains. Keeping communication open is one way she has been able to grow so Copyright Top Agent Magazine 9

“I would recommend Christine to anyone who is serious about wanting to find the house for them. Christine is dedicated to finding what you want. She has a LOT of knowledge on the process, including loans and banking, which she isn’t even expected to know.”

-Testimonial

much over the years. Christine updates her clients constantly, and answers phone calls and emails as soon as possible.

Another way Christine stands out is with her involvement in the community. “I’m really involved with everything going on locally,” she says. Christine helps with the Merced County Spring Fair and is on the Sutter Health Hospital Board. She initially grew her business by meeting people 10Copyright Top Agent Magazine

through her kids’ sports games (4-H, FFA, and school). “We didn’t know anyone in town, but just by getting involved in the kids’ activities I was able to meet a lot of clients.”

After the transaction, buyers/sellers love to leave glowing reviews about Christine and spread the word about her work. One buyer recently said, “I bought a house from Christine in 2010. She was listing Top Agent Magazine

the house as well as serving as my agent.

I would recommend Christine to anyone who is serious about wanting to find the house for them. Christine is dedicated to finding what you want. She has a LOT Top Agent Magazine

of knowledge on the process, including loans and banking, which she isn’t even expected to know. I called her at 8am and at 9pm, and she always answered and helped me. She was able to offer ideas and Copyright Top Agent Magazine11

properties that I never would have thought of. I found the perfect house for me, and I have Christine to thank. You couldn’t find a better real estate agent.”

Looking ahead, she hopes to continue selling real estate in the west side of Merced

County and keep growing her business as she’s enjoying every minute of her work.

“I try hard for everyone and treat them like they want to be treated. What I enjoy most is helping people and seeing them achieve their goals. It’s a great feeling.”

For more information about Christine Kinsley, please call 209-631-4049, email christine.kinsley@yahoo.com, or visit christinekinsleyrealestateservices.com www.

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

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THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

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THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 14

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

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GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

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PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

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THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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Are You Doing Business As YOU On Facebook?

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

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

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

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

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

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

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

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

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

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

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AMBER MELENUDO Amber Melenudo began her professional career as an elementary school teacher and she loved it.

With Amber’s family background in construction, her husband suggested she try working in real estate during the summer months when she was not teaching. Amber always had a strong interest in real estate, “I liked the idea but didn’t feel it was fair to my clients to only put in part time, so I worked as a Realtor’s assistant learning the ropes instead,” she says.

She ended her teaching career when her first child was born, but instead of becoming a stay-at-home mom, she decided to pursue real estate full time. “I believe that my former years as a school teacher served as a great foundation for the industry, cultivating the skills and characteristics that now serve me well,” she states. Her boundless energy, enthusiasm, and great communication afford her the ability to be an incredible advocate for her clients.

Licensed since 2012, Amber works solo for David Lying Real Estate out of Santa Cruz, California. As a Monterey Bay Area resident for over 18 years, and SF Bay Area native, Amber understands and is able to meet the needs of a diverse group of clientele. She reports that her volume is approximately 20-25 sales per year which translates into $25-$28 million.

Amber attributes her 75% repeat and referral clientele to her esteemed work ethic. “I’m very honest, almost to a fault, and will always tell my clients the truth about a home sale, even if it means losing the transaction,” she says. “For me, it’s about helping my clients reach their real estate goals.” She maintains contact with her clientele via emails, phone calls, texts and special occasion cards.

challenges head on, and focuses on the positive, providing tailored, hands-on support.

Her success is not accidental, it is a result of her dedication to delivering truly remarkable service.

Amber takes pride in her marketing tactics.

“We always bring in professional photographers and shoot drone video to let buyers know how close we are to the beach,” she says. She also employs out of the box techniques, like her “Neighborhood Espresso Bars.”

“Usually the first weekend of a listing, I hold an open house and invite the neighborhood–sending out anywhere from 200 to 1000 mailer invitations– with an exclusive time to view the home and enjoy a private espresso bar,” she says. “Neighbors are often the best source for buyer leads.”

Amber is very involved with her kids’ schools, volunteers on her local Little League Board as well as having been a board member with the local Women’s Council of Realtors for which she was President in 2019.

Her family time is invaluable to her. She enjoys beach time with her husband and two sons, searching the shoreline for sea glass, ocean fishing, and boating with family and friends.

As for her future plans, Amber wants to maintain her forward momentum of success. “I want to continue to offer fantastic service for my clients which help them attain their real estate dreams,” she says.

The cornerstone to Amber’s business is her commitment to integrity and operating under the “Golden Rule,” which has brought her tremendous success and a professionally recognized reputation. Amber has quickly become one of the most sought after and successful Realtors in the area and is in the Top 1% of Producing Agents in the county.

Amber’s passion lies in meeting the needs of her clients and surpassing their expectations. She makes deals happen, is always trying to be a part of the solution, faces Top Agent Magazine

To learn more about Amber Melenudo, call 831-661-5591, email amber@davidlyng.com, or visit ambermelenudo.com https://

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DONNY PIWOWARSKI In the heavily competitive real estate market, an agent has to work hard to find ways to differentiate himself from the competition.

Donny Piwowarski’s dedication to his clients and innovative marketing techniques have allowed him to do just that. After 16 years of tireless effort, Donny is now the owner and founder of Hero Real Estate, a residential brokerage serving the Bay Area and Central Valley. Donny’s inspiration for the company stems from his admiration for first responders, and it is his mission to provide clients with more than just an agent, but rather their own hero.

Like many agents, Donny did not start off working in real estate. Instead he began his career running a computer support company in San Jose. One day a friend of his asked him to set up the infrastructure for a new mortgage and real estate company he was starting. When Donny finished building out the tech infrastructure, his friend asked if he was interested in learning more about the industry. Eager to take on a new challenge, Donny quickly agreed. Soon enough, he was a realtor by day and computer genius by night, until he eventually decided to jump in full-time.

Donny credits his diligence and client-centric mentality as being the primary drivers of his success. “My tagline is a play on my last name: I make sure that every client I work with has a ‘WOW’ experience,” Donny enthusiastically explains. “My attitude is that if you take care of your clients and do the right thing, they will come back to you.

My business is wholly structured around the client experience, so I always go the extra mile to satisfy all their needs and place their interests above mine.” These standards have proven successful, as over 80% of Donny’s business comes from repeat clients and referrals.

Another key competitive advantage clients enjoy when working with Hero Real Estate is their innovative marketing plan. “Each plan is customized to the specifics of the property, and I structure everything so that every week we are leveraging a different promotional tool,” 18

Donny tells Top Agent. “We start off pushing out promotions to the 11,000 people in our database. Then we target demographics of likely buyers with ads across various websites and social media. In addition, we also use retargeting campaigns so that the minute someone clicks on one of my email campaigns or social media ads, my ads will follow them for the next six months as they traverse across the Internet.” This marketing expertise coupled with his extensive mortgage background, has continuously allowed Donny to see transactions through to a successful close.

Outside of work, Donny loves to play racquetball and spend time with his family, including his three dogs.

Looking to the future, Donny is excited to grow his business while continuing to refine strategies to assist first responders successfully buy homes. “We help all types of clients, but we would like to fine tune our focus to helping first responders. A typical first responder will take out a loan that is very similar to a VA loan, and it can be difficult for an offer with this kind of financing to compete with others. My company’s focus is to develop strategies that can help us improve the rate that first responders have their offers accepted.”

Continuing on to this next challenge, Donny never forgets what got him to this point. He is extremely appreciative for all his clients, friends, and families. Optimistic for the future, Donny is ready to serve you... because you need more than just an agent.

For more information about Donny Piwowarski, visit dpiwow.com, call 209-740-1004 or email donny@dpiwow.com www.

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Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 20

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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CATHY ROJAS For Top Agent Cathy Rojas, success has come from a simple yet effective formula: work hard and build meaningful connections with your clients and community. “I always make sure that the transaction is never about me, but rather the clients on both sides. I want everyone to be happy and satisfied with the result when we walk away from the closing table,” Cathy explains. “I think my clients trust me because I make them feel comfortable and they know I always have their best interests at heart.” With an award-winning attitude and the expertise that comes with over 16 years of experience, it’s no surprise that Cathy has built a stellar reputation for herself as one of the go-to real estate experts in her community.

Like many agents, Cathy didn’t start off her career working in real estate. For many years she worked as an assistant manager at the local Raley’s in Vallejo, California, but had always nurtured an interest in the real estate industry.

Finally at the beginning of 2004 she decided to get her real estate license and give it a try. For most of the first year she continued to work full-time at Raley’s while taking care of her two little kids, but by November decided to take the plunge and become a full-time agent.

Today Cathy is one of the top agents at RE/MAX Gold Vallejo, where she runs a thriving book of business that stretches from Sacramento in the north to Contra Costa in the south. Diligent and trustworthy, Cathy’s reputation is such that over 95% of her business comes from repeat clients and referrals.

Cathy credits her deep roots in the community as being among the primary drivers of her success. “Positive experiences in my community make me feel more connected, and my success and achievements depend on a community working together and giving back,” she tells Top Agent. Cathy is currently the president of the Solano Association of Realtors, and sits on both the Land Use and Environmental Committee and the MLS Policy Committee for the California Association of Realtors. In addition she is a member of Soroptimists International Top Agent Magazine

and will take on the role of Vice President in 2021.

Soroptimist is an international organization of business and professional women who work to improve the lives of women and girls in their local communities and across the world. Every year the Soroptimists organize a number of fundraisers in Cathy’s community to raise money for scholarships that help support young women pursuing degrees in higher education. “Every year we raise anywhere between $80,000 and $90,000, and then distribute that money as $5,000 scholarships to girls in our community that will be attending college or graduate schools,” Cathy says.

When it comes to listing a property, Cathy uses RE/MAX’s great marketing tools to create a comprehensive online marketing campaign that leverages Instagram, Facebook, and numerous websites to drive attention to her listings. In the future she plans to expand her business by hiring a marketing team that will help her build out her brand and further increase the sophistication of her marketing efforts.

Outside of work she loves gardening, hiking and spending time with her friends and family. Ultimately, Cathy loves working as a real estate agent because she loves helping people achieve their real estate goals. “I love helping people. For me, the reward is not the paycheck. It’s getting to see the look on your clients face when you find them that perfect home.”

For more information about Cathy Rojas, visit zillow.com/profile/Cathy-Rojas call 707-853-0066 or email cathyleerojas@gmail.com www.

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

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FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

2

CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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3

BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

4

BUILD A SOLID FOUNDATION

5

SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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