SOUTHERN CALIFORNIA 1-25-21

SOUTHERN CALIFORNIA EDITION

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Fresh New Approaches to Content Marketing

Is Starting a Team the Right Solution for Your Business?

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

FEATURED AGENTS

CLAY BAHAM LINDSAY DUNLAP DARLENE MAES NANCY MOELLER

COVER STORY

JEFF ANDERSON & TOREY CARRICK

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SOUTHERN CALIFORNIA EDITION

TODD AND NA LINDSAY DUNLAP 7

JEFF ANDERSON & TOREY CARRICK

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CLAY BAHAM

CLAY BAHAM

Lindsay Dunlap is a San Diego native 23 28 and Cal State San Marcos Alumni who began her real estate career in 2007 with a top producing team in Mission Hills. With aspirations to sell extraordinary luxury and coastal homes, she relocated her business to Del Mar in 2015. Lindsay partnered with Compass in April of 2018 and leads a team of seasoned agents in DARLENE MAES NANCY MOELLER Del Mar, where she thrives on professional ethics and integrity. Lindsay is on the Compass Agent Advisory Council and attributes recent success to utilizing the technology and tools at Compass such as Compass Concierge.

during as smo feeling

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LINDSAY DUNLAP

Lindsa San D For years, Todd and Nancy Moeller operated in Racetrack.

Her love a CONTENTS the training industry, where they built an expertise When working with Lindsay her clients can count with her since child helping sales professionals soccertheir and business. participat on a hands-on approach.

“If you’re working with develop After having their daughter, the couple sought a tive soccer teams.

Go me, you’re not working with my team members or 4) 5 FRESH NEW APPROACHES 20)career WELCOME HOME: balanced their family withhertheir engrowing business assistant. Everything goes that through me. I really TO CONTENT MARKETING my WORKING WITH RELOCATORS trepreneurial ambitions.

Sure enough, real estate feel that building strong relationships with my I’m excited to keep TRANSITION was the later, better andNancy better.and My clients is what hasINhelped me perfect succeedfit. in Sixteen the real years Todd lead The Moeller Team within Seven Gables estate market,” she says. Her relentless dedication starting out is to sta 13) WHY EMPLOYEE always work as i ensure that her clients get STARTING high-quality service, as Estate, where they serveand clients throughout APPRECIATION MATTERS &toCAN 26)Real IS A TEAM THE well as her savvy marketing techniques—including all of Orange County and the surrounding areas.

BOOST YOUR BOTTOM LINE RIGHT SOLUTION FOR YOUR magazines, digital campaigns, emails campaigns, As a licensed CPA with close to thirty years of exBUSINESS? high-end photography, and videos—have brought in offers a unique perperience, Nancy, in particular, $58,000,000 in sales volume thisfor pasther year.

Lindsay 16) ARE YOU DOING BUSINESS spective clients, helping them understand ® of the Year by was also awarded 2019 REALTOR AS YOU ON FACEBOOK? 30)the 3 tax MENTAL TRICKS THAT ramifications of buying or selling while ® and the the San Diego Association of REALTORS standing as aYOUR knowledgeable guide to the market.

WILL TAKE BUSINESS Top 40 Under 40.

TO THE NEXT LEVEL

When it comes to listing a home, the Moellers

As much as Lindsay appreciates her success, what engage the strongest media teams in really drives her to work hardone is of knowing that Orange County.

After overseeing all inspections she’s making a difference in people’s lives. “I love Phone 310-734-1440 | Fax 310-734-1440 and rehab work Sometimes to a property, they provide stagTo learn helping people and making an impact. ing, custom signage and a suite of professional please c a home is a very exciting time, but mag@topagentmagazine.com | purchasing www.topagentmagazine.com email lin other times it’s prompted by a divorce or a death in No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent the soprecautions being able be there for the theaccuracy client of published or visit th Magazine is published by Feature Publications GA, Inc.family, Although aretotaken to ensure www.

materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S.

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

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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JEFF ANDERSON & TOREY CARRICK Top Agent Magazine

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Overseeing a hardworking team of twenty-one agents, Jeff Anderson and Torey Carrick’s Anderson Real Estate Group work tirelessly to provide their many grateful clients in the Los Angeles area with top-of-the-line customer service.

Married Realtors Jeff Anderson and Torey Carrick – respectively CEO and President of Anderson Real Estate Group in Southern California – are a dynamic duo who work hard to ensure positive and lucrative outcomes for every buyer and seller they work with.

Overseeing an equally dedicated and hardworking team of twenty-one other agents, Jeff 8 Copyright Top Agent Magazine

and Torey – who together have nearly thirty years of experience in the industry – work tirelessly to provide their many grateful clients in the Los Angeles area with top-of-the-line customer service.

Jeff began his real estate career in 2003, and he was joined by Torey in 2010. Since then, the Top Agent Magazine

pair have built a thriving business on a foundation of honesty, integrity and best business practices. In 2020 alone, the Anderson Real Estate Group is on track to close nearly $150 million in transactions, comprised of over two hundred units sold.

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Currently, more than two-thirds of Torey and Jeff’s business is based on repeat clients and referrals, a sure indicator of the impressive service they provide their buyers and sellers. “For us,� says Torey, when asked how they manage to inspire such impressive levels of Copyright Top Agent Magazine 9

“For us, the transaction begins the moment the phone rings. We then do a deep analysis of what their needs are, and we stay incredibly focused on helping them create a strategy to meet those needs.” loyalty amongst those they work with, “it’s about the fact that we take our responsibility to our clients very seriously. We proactively communicate all aspects of the transaction, and we drive every single interaction, rather than having it driven by them. Not only do we outline for them what we’re doing, we also give them a roadmap forward about where the transaction is going.” Jeff concurs: “For 10Copyright Top Agent Magazine

us, the transaction begins the moment the phone rings. We then do a deep analysis of what their needs are, and we stay incredibly focused on helping them create a strategy to meet those needs.”

There are many other reasons for Jeff and Torey’s astounding success story, and chief among them would be their expert negotiation Top Agent Magazine

skills and thorough, intelligent and cutting-edge marketing techniques. Combined, this almost always translates into fast sales for top dollar, and in turn, happy clients who continue to return and refer family and friends. “All of our listings receive not just professional photos, but also video and Matterport 3D tours,” says Jeff.

“I love being a problem solver for people in bad situations,” says Jeff, who prior to becoming an agent worked as a 911 dispatcher, “and real estate is no different. Says Torey, “I also Top Agent Magazine

love helping people problem solve, and I find it gratifying to help people through any challenges they might have – both our clients and our employees – and I take so much joy in managing the situation for them and helping them reach the finish line successfully.”

When they’re not working, the couple enjoy spending time outdoors with their two young children, camping, riding bikes, and going to the beach. The pair are also ardent philanthropists who have created their own non-profit Copyright Top Agent Magazine11

organization that provides funds for multiple community projects.

Looking to the future, Torey and Jeff’s plans include venturing out into other facets of the

real estate industry, continuing to grow their already-flourishing business, and above all: to never cease providing their clients with the incredible customer service that has become synonymous with the name Anderson Real Estate Group.

For more information about Jeff Anderson or Torey Carrick, please call 800-784-2616 or email Jeff@AndersonREG.com

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 14

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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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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CLAY BAHAM Top Agent Magazine

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CLAY BAHAM

Clay Baham chalks up his easy going, lighthearted disposition to his upbringing in New Orleans. There, his father was a successful judge and criminal and civil defense attorney who also conducted real estate deals all around the city. As a child, Clay was able to learn the business from the ground up. “I get my personality from Dad,” he says, before adding with a smile, “and I get my looks from my Mom.” While in college, Clay realized that he also had a passion for real estate—in particular for the ways it complimented his grit and tireless work ethic. From there, he kicked off a decades long career that has since spanned from Louisiana all the way to California.

carried throughout my career: ‘Why wait, do it now,’ and ‘What would you like for me to do?’” he says. “In my twenty years in the business, I haven’t changed a bit; I’m frank, honest and open with all my buyers and sellers.”

When listing a home, Clay provides his clients with a diversified approach. After helping them prepare their property, he proceeds to share it over a variety of

Today, Clay is a Realtor for the Paul Kaplan Group/Bennion Deville Homes, where he services clients throughout Palm Springs and the surrounding areas. Across his twenty years of professional experience, he has truly seen it all, having gone from managing teams to renovating and flipping more than sixty investment properties for investors throughout the region. “There are two quotes that I’ve 18

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targeted social and digital media campaigns. Elsewhere, he leans on the extensive resources at his brokerage to spread his listings to thousands of websites, targeting not only Palm Springs, but also major cities like New York and San Francisco.

Elsewhere, Clay is there for his buyers as a knowing guide, leaning on his wealth of experience to ensure they find the right home for their needs. Above all, he values education and open communication over the course of his transactions. “I always let my clients make the decision,” he says. “I’m never going to make them decide on a house, and I won’t let them sign if they’re nervous—that’s not the right thing to do.”

Through the years, Clay has earned a terrific reputation for his integrity and elite negotiation skills, with the vast majority of his volume coming from repeat clients or referrals. Believing that it’s better to be proactive than reactive, he is unafraid to go the extra mile for his clients. “I always tell younger agents not to be afraid to make mistakes. If you don’t get out there and take some risks, you’re not going to make it in this business.”

Currently, Clay owns several properties in Palm Springs and New Orleans, most notably a wildly popular Mid Century Modern vacation rental. Having recently been completed, the home sports high ceilings and a remarkable view of the trees and lush sunsets of Palm Springs.

Outside his career, Clay believes in maintaining an active role in his community, volunteering for the Desert AIDS project and walk, as well as contributing to area food banks. But he also stays centered, taking frequent trips back to his hometown in New Orleans or traveling around the world. “I work hard and play hard,” he says.

“My belief in life is to achieve balance. You can have it all, if you understand how the business works.”

Going forward, Clay has strong plans for the future.

In the coming months, he will continue his work with investment properties while serving clients with his winning blend of humor, compassion and expertise.

“You have to enjoy your career—I don’t care what it is,” he says. “If you have a passion for it, you’re going to be a success, and you’re going to make a lot of people very happy.”

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To learn more about Clay Baham email claybaham1@gmail.com, visit thedesertlifestylerealtor.com or call (760) 408-4563 www.

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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 20

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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DARLENE MAES

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DARLENE MAES

With over 30 years of experience in real estate, and a background in the mortgage industry, Darlene Maes provides knowledge and expert guidance to clients looking to buy or sell a home. Her love for real estate inspired her to get licensed in 1990, and despite the tricky market she was facing at the time, thanks to her dedication and hard work she quickly managed to create long-term connections and client referrals and build a successful business. Darlene currently works with First Team Real Estate and serves clients throughout Southern California.

she takes the time to sit down and listen to what their real estate goals are, and works hard to find the perfect solution to their situation. “I’m genuinely interested in the people I work with, and I like to listen to them and hear their story. Taking the time to do that really helps me narrow down what they’re hoping to accomplish with the transaction, and what I think is in their best interest,”

Having owned a mortgage company, Darlene is able to guide her clients throughout the transaction process from start to finish making it a stress-free experience. As an agent who prides herself on being detail oriented and patient, she ensures that all of her clients are given personal attention and service that is catered to their own unique needs. Working with many senior clients, 24

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she says. It’s this caring approach, and the fact that most of her clients become her personal friends, that has allowed her to build such a strong network of repeat and referral business.

Whether she’s working with buyers or sellers, Darlene always ensures that her clients get the highest level of service.

From the beginning of the process down to the closing table, she doesn’t let anything fall through the cracks. Part of her success comes from her creative marketing techniques. Aside from doing online marketing and open houses, one of her old-school tactics is creating distinctive brochures that include a lot of helpful and unconventional knowledge about the local community. People tend to hold on to the brochures and thus always keep her in mind for their real estate needs. Thanks to her hard work Darlene closes about 20 transactions per year.

Outside of real estate Darlene always finds time to be involved in her Orange County community. Whether it’s through community events, or donating to various foundations, she believes it’s important to always give back. In her spare time, she enjoys surrounding herself with family and friends, and loves taking her dog, Remy, on long walks, or hiking in the local mountains. As an avid reader, she also belongs to two book clubs.

In the future, Darlene is excited about bringing her daughter on the team. Her main priority is to continue giving clients the best possible service. “I love real estate and I love working with my clients.

I want to continue making each transaction as stress-free and simple for them as possible.”

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To learn more about Darlene Maes please call (714) 225 – 6387, email darlenemaes@firstteam.com, or visit DarleneMaes.firstteam.com http://

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Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in 26

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

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The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless transTop Agent Magazine

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

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TODD AND NANCY MOELLER

For years, Todd and Nancy Moeller operated in the training industry, where they built an expertise helping sales professionals develop their business.

After having their daughter, the couple sought a career that balanced their family with their entrepreneurial ambitions. Sure enough, real estate was the perfect fit. Sixteen years later, Nancy and Todd lead The Moeller Team within Seven Gables Real Estate, where they serve clients throughout all of Orange County and the surrounding areas.

As a licensed CPA with close to thirty years of experience, Nancy, in particular, offers a unique perspective for her clients, helping them understand the tax ramifications of buying or selling while standing as a knowledgeable guide to the market.

When it comes to listing a home, the Moellers engage one of the strongest media teams in Orange County. After overseeing all inspections and rehab work to a property, they provide staging, custom signage and a suite of professional 28

photography, including drone photography and 3D virtual and video tours, all to ensure a home sparkles in its marketing materials. Afterwards, they share it over a variety of targeted digital and social media campaigns. Importantly and unique in the industry, a Moeller team member is physically present for every property showing. “We go to a painstaking effort to drive traffic to our listings,” Nancy says. “We believe we need to be physically present at every showing opportunity to sell the features, lifestyle and benefits of owning the property—whether it’s a one bedroom condo or a million dollar property.”

Always looking to raise the bar of service, the Moellers keep their buyers informed through two apps they co-created. TransactionBoard.com provides a snapshot view of every task, showing, escrow deadline and document involved in the deal. EveryOffer.com is an offer presentation and negotiation tool that provides their clients complete Copyright Top Agent Magazine Magazine

transparency and clarity in understanding the offers they receive. “In the transaction, we pride ourselves on our communication and hand holding,” Nancy says. “We make sure our clients don’t get lost in the process.”

Through it all, the Moellers maintain a high standard of integrity, rarely representing both sides of the same transaction. Over the years, they have earned a tremendous reputation throughout Orange County, with the vast majority of their volume coming from repeat clients and referrals.

“Above all, we appreciate the consultative element of our business,” Nancy says. “For us, it’s not about the commission; it’s about helping people make really good real estate decisions.”

Outside her career, Nancy is active within the real estate community, where she currently serves on the Grievance Committee for the Pacific West Association of Realtors. Outside of real estate, Todd and Nancy enjoy traveling, hiking and spending quality time with family and friends.

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Elsewhere, the Moellers have strong plans for the future of their business. They most look forward to mentoring the up-and-coming members of their team. “Todd and I believe it’s important that we strive to make our industry better,” she says.

“We’re always looking for new ways to make the transaction more seamless and more professional for our buyers and sellers.”

For more on Todd and Nancy Moeller, email nancy@themoellerteam.com, call (714) 276-7006, or visit www.themoellerteam.com.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic.

Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique.

Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead.

Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

2

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibil30

ities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your complete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

3

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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LINDSAY DUNLAP Lindsay Dunlap is a San Diego native and Cal State San Marcos Alumni who began her real estate career in 2007 with a top producing team in Mission Hills. With aspirations to sell extraordinary luxury and coastal homes, she relocated her business to Del Mar in 2015. Lindsay partnered with Compass in April of 2018 and leads a team of seasoned agents in Del Mar, where she thrives on professional ethics and integrity. Lindsay is on the Compass Agent Advisory Council and attributes recent success to utilizing the technology and tools at Compass such as Compass Concierge.

When working with Lindsay her clients can count on a hands-on approach. “If you’re working with me, you’re not working with my team members or my assistant. Everything goes through me. I really feel that building strong relationships with my clients is what has helped me succeed in the real estate market,” she says. Her relentless dedication to ensure that her clients get high-quality service, as well as her savvy marketing techniques—including magazines, digital campaigns, emails campaigns, high-end photography, and videos—have brought in $58,000,000 in sales volume this past year. Lindsay was also awarded 2019 REALTOR® of the Year by the San Diego Association of REALTORS® and the Top 40 Under 40.

As much as Lindsay appreciates her success, what really drives her to work hard is knowing that she’s making a difference in people’s lives. “I love helping people and making an impact. Sometimes purchasing a home is a very exciting time, but other times it’s prompted by a divorce or a death in the family, so being able to be there for the client Top Agent Magazine

during that time to make the process as smooth as possible is a special feeling,” she says.

Outside of work Lindsay is very involved in her local community. One of her favorite foundations to work with is the Tim Tebow Foundation, and an event called “Night To Shine”— dedicated to helping the special needs community. “I am always looking to support local communities and organizations in any way I can.”

Lindsay is a proud sponsor of the San Diego Padres and The Del Mar Racetrack. Her love and passion for sports has been with her since childhood. Lindsay enjoys playing soccer and participating in her daughter’s competitive soccer teams. Going forward she wants to keep growing her business. “I really enjoy what I do and I’m excited to keep going. Each year I strive to do better and better. My advice to agents who are just starting out is to stay ethical, continue education, and always work as if everyone is watching.”

To learn more about Lindsay Dunlap please call (760) 533–2326 email lindsay@thedunlapteam.com, or visit thedunlapteam.com www.

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