NORTHERN CALIFORNIA 6-14-21

NORTHERN CALIFORNIA EDITION

BY THE NUMBERS: UNDERSTANDING THE TRUE VALUE OF SQUARE FOOTAGE FEATURED AGENTS

CARLA EVANS KEN SCHRIER TROY KHUU JAYSON MADANI KENNY GONG & CONNIE CHUNG

CREATIVE WAYS TO SAY THANK YOU

THE DAILY SCHEDULE OF A SUCCESSFUL

REAL ESTATE AGENT CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS COVER STORY

DAVID AZIMI

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NORTHERN CALIFORNIA EDITION

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JAYSON MADANI

DAVID AZIMI

CARLA EVANS KENNY

KEN& SCHRIER GONG CONNIE CHUNG

Madani, founder of RoomBefore Real they teamed up to build a When he isn’t approach working hard that honors e 32 27 31 Santa Cruz, California,thriving, was values-driven real estate clients, Jayson and his team wo advertising is not sale business, Connie Chung and Kenny “That makes it stand -school student when he first A San CARLAfor the local community.

Gong were close friends. Their journey worked with clients w EVANS native, Jayson understands o get involved in real estate.

“I estate has not only brought in real home for thirty the years.a incredible success, but has also marketing highlighted ob fair when I was really, them really and enjoys giving back.

Roo drawn them closer. For Connie, design integrity of the home e says, recalling when he first fell Estate has recently started their o and architecture were her entry points features, while our t ith the business, “and TROY I thought in order to supportbrought neighbors KHUU MADANI KENNY GONG into the industry, JAYSON while Kenny found it up to imp its m & CONNIE CHUNG his way into the business through With their authentic be neat to sell people homes the terrible fires that ravaged Cb his family. “My Dad was part of that ern approach, clients r e sure that they’re homeowners in the past year aslowmar wellstrategy. as foodba first generation of Chinese American Last Realtors® in San Francisco,” Kenny says. “He worked yet, and this year is on to be eve renters. I wanted to help people other organizations.

Atrack portion CONTENTS with people, sometimes helping them break the cycles heir houses. I got started with transaction is donated to a charity of poverty and begin building generational wealth. Connie and Kenny are passionate ab 4) BY THE NUMBERS: 18) CONNECTandBEYOND set.”

Those values continue to guide us today.” committed to engaging with thei TROY KHUU UNDERSTANDING THE TRUE REALhisESTATE TOFrancisco ATTRACT San Association of Realtor During downtime, you can usually fin Alongside their business partner, Cliff Tsang, Connie a Diversity, Equity, and Inclusion VALUEjourney OF SQUARE FOOTAGE FUTURE his professional helping his parents, hanging out CLIENTS with his two kids, ages five and Kenny now run Willowmar, their team with Kenny is serving as the Chair. “So m ed a few rental properties,Compass with various odd “Our andjourney the family’s a nine-year-old in San Francisco. has really two uity isdogs, tied to real estate,” Kenny say 14) CREATIVE defined WAYS 24) THE DAILY SCHEDULE ourrose practice,” Connie says.

“We wereand hesitant now having critical conversations an nd the houses.

Jayson has since in the Shepherd an energetic Maltese.

Jayson TO SAY THANK YOU OF AweSUCCESSFUL at first to go into business together because thought a shift is happening. It is important runs the team of Room Real Estate, the No. 1 getting and the staying active, andin he is it might jeopardize our friendship.

We madeoutside it ESTATE a priority much-needed reforms housing REAL AGENT put our friendship first. We had tough conversations. industry There is amoun lack o eam in Santa Cruz County. toHis team includes take better advantage of practices.

Santa Cruz’s been the foundation for our partnership, and how the business. Locally, we’ve started uyers’ agents, seven listingThat’s agents, a listing mountain bike riding as often as possible. we run our team. We are open, communicative, and mentorship program for BIPOC (B Phone 310-734-1440 | Fax 310-734-1440 two full-time transaction coordinators, transparent, both with each other and with clients.”

People of Color) folks within our As mag@topagentmagazine.com | www.topagentmagazine.com ral other members.

“We’ve been growing Looking to the future, Jayson is excited t With dedication, a personable and compassionate With their phenomenal growth, Co No portion of this issue be busiest reproduced inquarter any manner whatsoever prior consent of theof publisher.

Top Agent Magazine ” Jayson says.

“This is may the into without the next phase Room Real approach, and strong precautions ethical foundation, and plan to continue toTopEstate. do what Th ha is published by Feature Publications GA, Inc.aAlthough are taken toConnie ensure the accuracy of published materials, Kenny have built a loyal clientele.

Nearly all of their success, while also focusing on the had, so it’s Agent beenMagazine a little crazy.” recently purchased a new building, expandi cannot be held responsible for opinions expressed or facts supplied by its authors. business from repeat clients and referrals. “I their business. “We’re thinking abo To subscribe or change address, sendstems inquiry to mag@topagentmagazine.com. a 900 square foot office to approximately 4,0 Published in the U.S. think our hustle, empathy, and expertise in the market systems to serve more clients but ll of Santa Cruz county from North excited,” he says.

The Connie new home keeps folks Monterey coming back and“We’re referring very us,” Connie hands-on approach,” says. “W says.

“We’re constantly out in the field, interacting ness by providing amazing service, SouthTopSanta Clara county, the majority of the group will allow them to expand and beta Agent Magazine 3 with colleagues, listening deeply to our clients’ needs. our best, most vibrant selves,” Kenn business comes from repeat referral Jaysonforsay We haveand the skill and intuition their to meetclients. those needs.” our clients and authenticity is fo

DAVID AZIMI

By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of 4

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n

Called “below grade spaces,” basements and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n

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Did you know the space inside closets and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

When recording square footage, ANSI actually suggests performing measurements from a property’s exterior—though this method does not account for the

thickness of exterior walls, which could skew square footage numbers. n

Just like below grade spaces, a garage, a pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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DAVID AZIMI Top Agent Magazine

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DAVID AZIMI Top Agent David Azimi’s primary focus is to provide his many grateful clients with the very best customer service available in his market.

Top Agent David Azimi – Vice President/ Sales Manager at Intero, a Berkshire Hathaway Affiliate – is a hardworking, intelligent and truly dedicated Realtor® whose primary focus is to provide his many grateful clients with the very best 8

customer service available in his market.

Serving the California markets of Milipitas, Pleasanton, Livermore, Union City and Fremont, David has more than earned his widespread reputation as a trusted real estate advocate for both Top Agent Magazine

buyers and sellers alike.

Prior to beginning his journey in real estate, David worked in the mortgage industry until the economic downturn of the previous decade forced him to reconsider what he was doing for a living. Opting to obtain his real estate license, David began working with short sales and became incredibly successful very quickly. “Then, from there, I got my first REO account. Once I finished

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my REO’s, I got a big account with Wells Fargo, JP Morgan Chase back in the day was called Washington Mutual Bank Operation. From there, my career simply took off and I’ve never looked back.” Even during 2020, a year during which many Realtors® felt the negative financial impact of the Covid crisis, David managed to have one of his most successful years to date, selling over fifty homes and achieving 45 million in sales volume. That feat put him squarely in

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Intero’s Chairman’s Circle, besting more than 3,000 of his fellow agents.

Having been with the reputable Intero for almost seven years, he has built an incredible business that is based significantly upon repeat clients and referrals, an impressive accomplishment but more so in the highly competitive world of real estate. “I think it’s because I’m personable and I’m family-oriented,” says David, when asked to account for the amazing loyalty he generates amongst all

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those he works with. “If I can’t see myself living on a certain property, I don’t push them to buy it. So, I give them great advice, but eventually I’m going to sell them a property. Because I’m primarily a seller’s agent, I have recently adapted a buyer hub with a signed agreement with me as their exclusive agent. I’m different because I negotiate very well for the buyers. I connect the dots and I built rapport with them.”

There are many other factors that come

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into play when assessing David’s incredible ascension to the top of his chosen industry, and chief among them would be his aforementioned excellent negotiation skills and his thorough, intelligent approach to marketing his listings that include deft utilization of multiple social media platforms to ensure maximum exposure for his many properties.

Combined, this translates into fast sales for top dollar, not to mention happy client who continue to refer family and friends. Perhaps the most notable to date of all these sales would be that of a historic property that once served as a playground for the rich and famous and Top Agent Magazine

has been dubbed “Hearst Castle meets Disneyland.”

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Currently – as excellent evidence of the superior customer service he is providing, one needs to look no further than Zillow.com, on which site he holds a perfect five-star overall rating comprised of scores of glowing testimonials.

When David isn’t busy making clients happy, he loves nothing more than spending time with his wife, two daughters and son. He is also an avid

philanthropist who gives back to his community in a variety of ways.

As for the future of his business, David’s plans are fairly straightforward: to continue growing it. “My daughter got her broker’s license, and my son is getting his real estate license I like keeping the business in the family because eventually I’d like to retire and hand it down to the family.”

For more information about David Azimi, please call 510-386-4844 or email Info@davidazimigroup.com

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

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rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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CARLA EVANS Top Agent Magazine

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CARLA EVANS

Carla Evans began her journey in real estate sixteen years ago when she discovered her love and passion for the industry. “I started as an assistant to a Realtor®,” Carla says.

“Real estate gave me the flexibility and fulfillment I was looking for. Right away, I loved getting to meet people and helping people. I decided quickly to make the leap.

Since then, it’s been so gratifying. I’ve helped thousands of families. I love my career to the fullest. You never know where life will take you, and I’m so happy I made the decision to become a Realtor®.”

Now a Realtor® with Exit Realty, Carla heads a team of three women, a role she finds as fulfilling as helping clients. “It is very gratifying to share my knowledge with new agents, to guide and mentor them,” Carla says. “It makes me happy to be able to help not only buyers 16

and sellers, but also coworkers.” Fluent in Spanish, Carla serves a diverse range of clients throughout the Bay Area and California’s Central Valley, and she has plans to expand her services to Las Vegas. Originally from San Jose, Carla has an on-the-ground knowledge of the California market and a passion for the areas she serves.

With her integrity, expertise, and her love of people, it is no surprise that Carla’ business is 100% referral-based, and that she serves many repeat clients. “I still work with my very first client from sixteen years ago!”

Carla says. Her honesty, professionalism, and attentive customer service keeps her clients coming back and referring her to their own friends and family. “It’s the most gratifying feeling when, after all these years, I still have my earliest clients calling me and wanting Top Agent Magazine

to do business,” Carla says. “I treat every client with that goal in mind, to inspire them to want to seek me out again.”

Carla keeps in excellent touch with her past clients through emails and phone calls, preferring a personal touch. “No matter how many years have gone by, I’m always there for them,” Carla says. “I keep them informed about the market. They know they can always reach out to me.” To market her clients’ listings, Carla and her team focus on social media and digital marketing, employing cutting-edge strategies to secure competitive offers. “I love to innovate and to try something new,” Carla says. “I’m always trying to be better and find new ways to market my clients’ listings.”

Dedicated to the communities she serves, Carla is passionate about giving back her time. She is involved with the VFW, the Rotary Club, and the Community Assistance Program. She is also a member of the Hispanic Association of Realtors® and serves as an ambassador for the Central Valley Hispanic Chamber of Commerce.

When Carla is not busy helping clients or volunteering, she loves to read, visit the beach, and spend time with her family.

“They are the energy of my life,” Carla says.

“They are always there supporting me, and I’m so grateful for them.”

Proud of the business she has built, Carla has exciting plans to grow and expand, and she has set her sights on creating a franchise in Las Vegas. “It will be a new adventure,” Carla says. “I have loved every minute of the past sixteen years, and I cannot wait to help more people.”

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For more about Carla Evans, call 209-485-3923, email trustedrealtors4ucarla@gmail.com or visit houseswithcarlaevans.com www.

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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KEN SCHRIER Top Agent Magazine

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KEN SCHRIER

Remember that combination of anxiety and excitement you had when you were trying to purchase your first home, wondering if you were making the right decision? Ken Schrier remembers and recommends that his agents do so too!

“When you’ve conducted enough real estate business, the process can become so routine that many Realtors lose sight of what it’s like for someone who’s going through it for the first time.

For some clients, it can be an emotional rollercoaster ride from start to finish. I never forgot that, and I train my agents to be constantly mindful of that fact. Maintaining that level of empathy is one of the most important keys to being a successful agent.”

Ken has done well, eventually partnering with two friends to open their own brokerage in 2016, and growing that company to more than 40 agents.

RE/MAX Marketplace serves all of Sonoma and Marin Counties, as well as parts of Napa, Solano, and Mendocino, with 50 percent of its business coming from repeat clients and referrals. “It’s the personal service we give our clients,” Ken explains.

“My wife and I made it a point not to have assistants.

When a client calls, it will always be us answering the phone. I have a background in the hospitality

Licensed since 2003, Ken became an agent himself a few years after moving to Sonoma County in Northern California to help when his mother became sick. “My wife and I opened a coffee shop there, and became friends with a lot of Realtors who came in with their clients.

Eventually, they talked me into the industry.”

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industry, and I’ve never lost that passion for working with clients and customers directly.

That builds trust. And people will only refer you when they trust you enough to recommend you to someone who trusts them. This business isn’t about making a dollar today; it’s about making a client for life.”

When it comes to marketing, Ken has employed a successful direct mail campaign for over 15 years, sending mailers to 9600 homes every month.

It’s been very successful. “People regard us as the local experts in Real Estate because they’ve seen our face once a month for over a decade. We do open houses personally so they can continue putting a name and face to the mailer. We also have a great social media presence.”

Both Ken and his wife are strong contributors to their community as well, and were even presented with the Sonoma County Spirit Award for their work. Ken served on the board of the Education Foundation, and the couple sponsor many of the area’s academic and art programs.

“We’re also extremely active with the Children’s Miracle Network, donating a percentage of every deal we close in our client’s name.”

When he’s not working, Ken likes to organize a little friendly competition with local agents and lenders. “We have a weekly tennis club, which builds a good sense of camaraderie. After that, my biggest personal hobby is actually Halloween. We build elaborate sets and props, which draws hundreds every year. We have quite the following and make the local papers year after year.

Going forward, Ken and his partners will continue to grow their business. “We want to expand slowly and smartly into new areas, growing organically the way we always have, so we can keep that small boutique office feel. We want agents who will embrace our philosophy and culture of putting ourselves in our clients’ shoes.”

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Contact Ken at 707-529-4819, his website at TheSchrierTeam.com, or email at KennethSchrier@gmail.com www.

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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TROY KHUU Top Agent Magazine

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TROY KHUU

Troy Khuu began his real estate career over 8 years ago, coming from a background in marketing and advertising from various big companies. “I loved houses from the beginning.”

Troy recalls. He had been working in the management team of an advertising consulting firm for many years. With his extensive experience, Troy later got an offer from a real estate company in Silicon Valley to come work as a marketing lead. His main role was to build the company brand, design the marketing support system, recruit and retain the agents, drive sales.

With Troy’s contribution, the company grew sevenfold in both number of agents and revenue after just a couple of years. “During that time, I learned a lot from real estate sales, got inspired that I could do it too, and maybe even do it better,” said Troy.

The rest is history, and ever since he started as 28

an agent, Troy has taken pride in helping clients achieve their real estate goals. He has consistently won many Top Producer awards and been recognized as a certified member of Top Agent Network nationwide.

As an agent with INTERO, Troy primarily serves the Silicon Valley area, but has been known to travel throughout the Bay Area for his clients, sometimes even going as far as Sacramento.

About 70% of Troy’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and loyalty he inspires. “To me, trust is everything,” Troy says. “My clients know I always put them first and fight very hard for them.”

Troy’s straightforwardness, great negotiation and communication skills also set him apart.

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“My clients always know what is going on in the transaction,” Troy explains. “I always tell my clients, there will be no surprises when you work with me. Surprises are only good for your birthday! In business, especially real estate, there should not be any surprises. I want them to know what’s going on even before they ask me. Plus, I always negotiate with clients’ best benefits in mind, either buying or selling. As a result, clients feel very comfortable working with me, and many of my clients have become my friends.”

When it comes to marketing, Troy uses his marketing background to ensure optimum exposure for his listings. His comprehensive approach includes marketing online and on social media, as well as virtual tours, brochures, email blasts, and just about everything else. Through his company, INTERO, Troy also has access to their global network, which allows him to gain exposure to international buyers as well.

Community involvement is important to Troy, and he enjoys being active in Morgan Hill, where he and his family live. Troy and his family volunteer at local public events, and Troy also sometimes sponsors events through his business as well. They consistently donate to various charity organizations during a year as believers in paying it forward. When he is not working or giving back, Troy loves spending time with his wife and two kids (ages 2 and 4).

They enjoy hiking, travelling, and getting outdoors together.

In the future, Troy says, “My plan is very simple: I want to help as many clients as possible achieve their goals in real estate, and I want to do it one happy client at a time. I don’t set my goals by volume, I focus on how many happy clients I’m able to help each year. I strongly believe that when you work genuinely from your heart, your business will grow tremendously on its own.”

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To find out more about Troy Khuu, please call (408) 531-7496, email troy@usahappyhomes.com or visit usahappyhomes.com www.

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JAYSON MADANI Jayson Madani, founder of Room Real Estate in Santa Cruz, California, was a middle-school student when he first decided to get involved in real estate. “I was at a job fair when I was really, really young,” he says, recalling when he first fell in love with the business, “and I thought it would be neat to sell people homes and make sure that they’re homeowners instead of renters. I wanted to help people to buy their houses. I got started with that mindset.”

He began his professional journey helping his parents, who owned a few rental properties, with various odd jobs around the houses. Jayson has since rose in the ranks. He runs the team of Room Real Estate, the No. 1 Selling Team in Santa Cruz County. His team includes twenty buyers’ agents, seven listing agents, a listing manager, two full-time transaction coordinators, and several other members. “We’ve been growing naturally,” Jayson says. “This is the busiest quarter I’ve ever had, so it’s been a little crazy.”

Serving all of Santa Cruz county from North Monterey county to South Santa Clara county, the majority of Jayson’s business comes from repeat and referral business. “A lot of it is notoriety,” he explains. “People know our name, our sign, and see our marketing.

They’re in our small geographic area where we have about 33% of the market share. We’ve been in business for seventeen years. It’s a small town—if you don’t do a good job, people know!”

Jayson and the team at Room Real Estate pride themselves on their commitment to providing high quality customer service. “We have an in-house photographer.

We have an in-house stager,” says Jayson. “We care about doing a good job and making sure that everything is done right from the flyers to the website.”

Doing things right includes keeping communication open and flowing throughout the transaction.

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When he isn’t working hard for his clients, Jayson and his team work hard for the local community. A Santa Cruz native, Jayson understands the area well and enjoys giving back. Room Real Estate has recently started their own fund in order to support neighbors impacted by the terrible fires that ravaged California in the past year as well as foodbanks and other organizations. A portion of every transaction is donated to a charity.

During his downtime, you can usually find Jason hanging out with his two kids, ages five and ten, and the family’s two dogs, a nine-year-old German Shepherd and an energetic Maltese. Jayson enjoys getting outside and staying active, and he is trying to take better advantage of Santa Cruz’s mountains by mountain bike riding as often as possible.

Looking to the future, Jayson is excited to move into the next phase of Room Real Estate. The group recently purchased a new building, expanding from a 900 square foot office to approximately 4,000 feet.

“We’re very excited,” he says. The new home-base for the group will allow them to expand and better serve their clients. Jayson say

For more about Jayson Madani, call 831-234-6683, visit roomsantacruz.com. www.realtor.ca/agent/1671979/stacey-campbell-15-scurfield-boulevard-winnipeg-manitoba-r3y1g3 or email jayson@roomsantacruz.com www.

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KENNY GONG & CONNIE CHUNG Before they teamed up to build a thriving, values-driven real estate business, Connie Chung and Kenny Gong were close friends. Their journey in real estate has not only brought them incredible success, but has also drawn them closer. For Connie, design and architecture were her entry points into the industry, while Kenny found his way into the business through his family. “My Dad was part of that first generation of Chinese American Realtors® in San Francisco,” Kenny says. “He worked with people, sometimes helping them break the cycles of poverty and begin building generational wealth.

Those values continue to guide us today.”

Alongside their business partner, Cliff Tsang, Connie and Kenny now run Willowmar, their team with Compass in San Francisco. “Our journey has really defined our practice,” Connie says. “We were hesitant at first to go into business together because we thought it might jeopardize our friendship. We made it a priority to put our friendship first. We had tough conversations.

That’s been the foundation for our partnership, and how we run our team. We are open, communicative, and transparent, both with each other and with clients.”

With dedication, a personable and compassionate approach, and a strong ethical foundation, Connie and Kenny have built a loyal clientele. Nearly all of their business stems from repeat clients and referrals. “I think our hustle, empathy, and expertise in the market keeps folks coming back and referring us,” Connie says. “We’re constantly out in the field, interacting with colleagues, listening deeply to our clients’ needs.

We have the skill and intuition to meet those needs.”

To market their clients’ listings, Connie and Kenny leverage their strong branding and use a story-based

approach that honors each property. “Our advertising is not sales-y,” Connie says.

“That makes it stand out. We recently worked with clients who had lived in a home for thirty years. We made sure our marketing highlighted their story, the integrity of the home and its historical features, while our team of designers brought it up to its modern-day glory.”

With their authentic branding and modern approach, clients respond to the Willowmar strategy. Last year was their best yet, and this year is on track to be even better.

Connie and Kenny are passionate about social justice and committed to engaging with their community. The San Francisco Association of Realtors recently created a Diversity, Equity, and Inclusion Committee, and Kenny is serving as the Chair. “So much of racial inequity is tied to real estate,” Kenny says. “Our industry is now having critical conversations and it does feel like a shift is happening. It is important to us to be part of the much-needed reforms in housing policy, as well as industry practices. There is a lack of diversity within the business. Locally, we’ve started a scholarship and mentorship program for BIPOC (Black, Indigenous, People of Color) folks within our Association.”

With their phenomenal growth, Connie and Kenny plan to continue to do what has brought them success, while also focusing on the sustainability of their business. “We’re thinking about structures and systems to serve more clients but still maintain our hands-on approach,” Connie says. “We built our business by providing amazing service, and showing up as our best, most vibrant selves,” Kenny says. “That care for our clients and authenticity is foundational to our team. No matter how much we grow, it’s important that our clients always feel fully taken care of. That’s the Willowmar experience.”

To find out more about Connie Chung and Kenny Gong, please call 415.323.9000, email connie@willowmar.com or kenny@willowmar.com or visit willowmar.com www.

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