SOUTHERN CALIFORNIA 10-4-21

SOUTHERN CALIFORNIA EDITION

FEATURED AGENTS

LAURA HOLBERT & CHERYL SHADDEN BEVERLY COTA CARLOS PAIZ RIA SCOMA

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SIMPLE TIPS THAT ARE PROVEN TO HELP YOU STAY AHEAD OF THE COMPETITION COVER STORY

5 FRESH NEW APPROACHES TO CONTENT MARKETING HOW TO OVERCOME YOUR WORKPLACE FEARS 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS

SAM & ELIZA OTHMAN

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SOUTHERN CALIFORNIA EDITION

egacy Group is proud to congratulate

& ELIZA OTHMAN

CARLOS PAIZ RIA SCOMA BEVERLY COTA

Originally from the East Coast, Ria Scoma

wh

With a strong determination to succeed, After working with moved to San Diego in the 70s with her 7 17 20 25 26 the husband, courtesy of the Navy.

They Ag nothing gets in Carlos Paiz’s way. From buyers and sellers lov didn’t expect to stay, but ended up falling Int serving in the Navy to being diagnosed their experiences. On in love with it, and have been living in the em with fibrosis, surviving a double lung are investors and area ever since. Ria worked as marketing aha t director transplant, and remaining a top real estatefor one of the County’s largest agents. Carlos willtog producer through it all, Carlos is residential unstop- Real Estate firms in La Jolla to help you get top for 14 years, then started her own marketRia pable. “I was bedridden for 8 months and geared towards real estate bottom price as a gro bu ing company still selling and listing homes,” he says. and knows his mark agents, which she ran for 11 years before art her know fascination with real estate got the beteac “Many of my clients didn’t even that extra mile for his ter of her, and she obtained her Realtor’s po SAM & ELIZAI wasLAURA & and BEVERLY COTA CARLOS PAIZ RIA sick.”HOLBERT Recovered ready to to doSCOMA favors beyond license.

For more than 20 years now, Riaknowledge, dedication, and integrity, pre service, is Beverly Cota’s clients appreciate the dedication OTHMAN SHADDEN makeofCHERYL new moves, he plansandon expanding has an excellent team g featured for the State California theakey to my of success.” experience she brings exceptional to every transaction. has provided service to variety clients gain the attentio is known providing clientsmaintained with across San Diegoher County, her status asother a Top companies nent of opentha hou his reach from his currentShemarket inforthe in Top Agent Magazine! an unparalleled level of service and over three While always providing clients with the best Producing Agent throughout her career and at Pacific the home to peo Antelope Valley/Santa Clarita area, to estate San knowledge, as well as service during ahighly recommend transaction, Beverly alsoth decades of real Sotheby’sasInternational Realty.

She has found her work focuses on forming long-lasting bonds with cliher prior experience a loan officer.

Working Diego, and possibly Mexico. and fulfilling. enthusiastic after escrow has with First incredibly Team Real rewarding Estate, Beverly serves ents and supporting them evenAn important part closed. “I usuallyis callan or email them. out buyers and sellers throughout Orange County, Community job, andI send devotes an email market update twice a month.

I also try California. her work in marketing, has moretothan limited free CONTENTS His start in the industry began 23Including years ago, when he heto Ria has plans start her a foundation reach out on a quarterly basis just to see how four decades’ worth of experience in the world of real was working in construction.

“I worked with a general patients.

“There are awith lother offamily. peop they’re doing.”

A recipient of numerous top sales awards, estate she has stuck with a rapidly evolving field and her time as a me including Hall of Fame, Leading Edge 5 FRESH NEW 23) 5 THINGS YOU is M. Sandoval4) | Managing Partner contractor, doing rehab forSociety, Fannie Mae,and Freddie Mac out there, especially those that are adapted found success Jolla YMCA and and 100% Club, Beverly takes through the many changes ng, Trust and Probate Law Specialist, Certified Taxation LawTO Specialist, APPROACHES CAN DO ACHIEVE pride in providing her clients withthe a high the industry over years.

She has learned the finer Winston and HUD homes,” he explains.

“Iinwas complaining to TO plant, so I was hopingatIthe could do sS fied Elder Law Attorney , Accredited Estate Planner level of customer service and focusing of diverse markets in her area andGOALS is an expert a reae the general contractor about the details agent I the was working through this difficultlooking time,”forhe CONTENT MARKETING YOUR BIGGEST on their needs and wants.

Her strong repat negotiating contracts and completing paperwork corpassionate, and 951) 787-7711 | fax (951) 840-3001 utationbecause for gettingIbuyers and sellers the with to buy my first property, felt she wasn’t free time, heoncan be found dancin rectly and efficiently.

Ria is the agent you want your touch with Ria S results they desire has earned her many dennis@protect-your-wealth.com a great TIPS job. So he introduced me to his withand family. when looking to HOW buy a home, her repu15) 7doing SIMPLE 27) TO repeat and side referral clients.

“Ifather-inalways putor sellout ngton Avenue, Suite 105, Riverside, California 92506-3246 tation precedes her as one of the most prolific their needs first.

I listen to what they’re whoPROVEN taught me how become a Realtor.”

After THATlaw, ARE TO to OVERCOME YOUR veteran looking for,agents what they wantlocale. out of a home, in her license, he hit and thewhat ground running.are.

Today, With his sights set on continuous their expectations That, HELPearning YOU his STAY AHEADcombined WORKPLACE FEARS with hard work, professional he leads a team of agents who put their clients’ needs sion, Carlos eager to see where The foundation of Ria’s work is her clients.

She is underOF THE COMPETITION Magazine first. “We aren’t concerned with commission,” he says. lifepositive takes and him.lasting “ICopyright haveTopsoAgent much pa stands the importance of forming relationships with the people she works with and empha“I want to see the happiness in people’s faces when I love helping others.” sizes her drive to help guide them towards success as a give them the keys to their home, or when I tell my major motivating factor in the hard work she applies seller that we have an offer.” Carlos offers guidance every day.

“As Realtors, we don’t sell the product - the Phone 310-734-1440 | Fax 310-734-1440 sells itself,” Ria to says. “We primarily work with and support to each client, neverproduct pressuring them people for their own benefit, mag@topagentmagazine.com | www.topagentmagazine.com Conta make decisions. He develops lasting relationships with so empathy and understanding are really what’s important.” Ria’s ability to make No portionthose of this issue may be reproduced in any manner whatsoever without prior consent the publisher.

Top Agent Magazine email he serves, which results in them referring him to andof confident her clients feel comfortable throughout riasells.c is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top their friends and family. the transaction process sets her apart, giving her an edge ®

®

www.

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.

PublishedWhen in the U.S. it comes to marketing his listings, he also exceeds

expectations, placing his properties on the MLS for the San Fernando Valley and Antelope Valley. “We send Top Agent Magazine postcards, post on Facebook, host open houses and price homes correctly so we’re reaching as many peo-

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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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SAM & ELIZA OTHMAN

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“We never settle for just being good. Instead, we want to be great. No matter what, we strive to exceed our clients’ expectations and keep their transaction focused with a personal touch.”

Married since 1983, Sam and Eliza Othman have been in real estate for over thirty years. Previously, they owned and managed a tailor shop in San Bernardino, but soon found themselves seeking a new opportunity that spoke to 8

their outgoing personalities and passion for helping others. After earning her license in 1983, Eliza found fast success in the business, and Sam was inspired to join her. Sure enough, the couple has been teamed up ever since.

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Today, Sam and Eliza lead The Othman Team, powered by Keller Williams Realty, where they assist clients throughout Riverside and the surrounding areas.

There, they have become leading agents in their region, navigating every transaction with a unique emphasis on integrity and personalized service. “We never settle for just being good,” Sam says. “Instead, we want to be great. No matter what, we strive to exceed our clients’ expectations and keep their transaction focused with a personal touch.”

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When listing a home, Sam and Eliza prefer a hands-on approach, catering their process directly to their clients.

Starting out, they educate their clients on the current market conditions to help them uncover the proper price and maximize the value of their home. From there, they provide a suite of services, ranging from professional photography and videography to drone imaging, which they later use to broadcast their listings over a blend of targeted digital and social media campaigns. Leveraging everything from 9

their extensive professional sphere to their partnership with Fusion, an elite marketing company, this power couple makes sure every property stands out above the rest.

But Sam and Eliza are just as helpful when assisting their buyers, carefully guiding them to the right home for their best interests. Over the years, they have earned a fantastic reputation throughout California, with the vast majority of their business coming from repeat clients and referrals; through it all, though,

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they remain focused on the boutique approach that has always anchored their award-winning career. “We’re not trying to do 100 or 200 transactions per year,” Sam says. “Rather, we enjoy giving firstclass, white glove service to all of our clients. If we were to expand our number of transactions, then we wouldn’t be able to devote the time and effort required to give every client the perfect service they deserve—and that matters more to us than any number.”

In the meantime, Sam and Eliza also

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appreciate how real estate has given them the flexibility to put family first while still speaking to their entrepreneurial spirits. “Real estate gave us the freedom to raise our kids,” Eliza says. “Our family is everything to us, and through the years, we’ve been able to attend each and every event for our two boys as they were growing up.”

When they’re not with clients, Sam and Eliza can be found golfing, traveling, caring for their yard, or attending family gatherings throughout Southern Top Agent Magazine

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California. But going forward, they also have strong plans for the future. In the months ahead, they intend on adding to their team while scaling their hightouch business model to meet the needs of even more buyers and sellers. “This

business truly helped us achieve our dreams,” Eliza says. “Whether we’re helping a first-time home buyer accomplish their goal of homeownership or helping a senior sell their house, every transaction is so thrilling.”

To contact Sam (DRE# 00961200) & Eliza (DRE# 00928035) Othman, email realtor@othmanteam.com, visit OthmanTeam.com, or call Sam at (951) 333-5100 or Eliza at (951) 333-5000. www.

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Sandoval Legacy Group is proud to congratulate

SAM & ELIZA OTHMAN

on being featured for the State of California in Top Agent Magazine!

_

Dennis M. Sandoval | Managing Partner Certified Estate Planning, Trust and Probate Law Specialist, Certified Taxation Law Specialist, Certified Elder Law Attorney®, Accredited Estate Planner®

(951) 787-7711 | fax (951) 840-3001 dennis@protect-your-wealth.com 3233 Arlington Avenue, Suite 105, Riverside, California 92506-3246

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7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

IF you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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LAURA HOLBERT & CHERYL SHADDEN “We treat our clients like family,” Laura Holbert and Cheryl Shadden explain, while discussing their journey into real estate.

They’ve been colleagues long before they decided to earn their real estate licenses, as they ran a successful medical transcription company for many years. Once that field began moving overseas, they found themselves at a crossroads. “We were thinking, ‘what are we going to do?’ And we figured out we were interested in real estate,” Laura explains. “We went back to school, got degrees in real estate and ended up getting broker’s licenses as well.” Today they call themselves Team Integrity Realty, serving southern California with a focus on Temecula, Murrieta, Menifee, Winchester and surrounding areas. The majority of their business derives from repeats and referrals, which they credit to their unparalleled service.

“Our clients are not a number for us,” Cheryl says.

“Often, we will get new clients who say they felt pressured to make the deal happen with other agents.

That’s not what we’re about. We’re about helping our clients find the right home or the best buyer for the home they’re selling.” Above all else, Laura and Cheryl aim to make the experience as smooth as possible for their buyers and sellers. They also want to ensure their clients are making informed decisions. “We listen to our clients and give them a lot of personal attention,” Laura explains. Knowing how important this chapter is in their clients’ lives, they go above and beyond to guide them, leaving no questions unanswered. This also translates into providing thorough marketing for their sellers. “We advertise our listings all over social media, our newsletter, and our website.” They produce short videos that they post throughout the internet, and make sure each property’s best features are showcased.

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Once the transaction is complete, clients love spreading the word about Laura and Cheryl’s work.

A recent buyer said, “Laura and Cheryl went above and beyond to make sure that we got the house that we truly wanted and did not stop fighting to the bitter end.

I am forever grateful for these two. With every discouraging moment, they were there to lift us up and to tell us to hang in there.

As first time home buyers, we needed someone with much expertise to guide us in the right direction and teach us all we needed to know, which required much patience. They did not disappoint. We couldn’t have asked for better agents. Laura and Cheryl come highly recommended by me. We are very satisfied and very impressed.”

As time goes on, Laura and Cheryl’s passion for real estate continues to grow. They can’t see themselves in any other path. “We live and breathe real estate, and it is so fun to meet new people and form lasting relationships with them. Our motto is, ‘once a client, always a friend.’”

For more about Laura Holbert and Cheryl Shadden, please call 951-704-4635, 951-285-1245 or email laura.team@verizon.net Copyright Top Agent Magazine 17

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mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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BEVERLY COTA

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BEVERLY COTA

Beverly Cota’s clients appreciate the dedication and experience she brings to every transaction.

She is known for providing her clients with an unparalleled level of service and over three decades of real estate knowledge, as well as her prior experience as a loan officer. Working with First Team Real Estate, Beverly serves buyers and sellers throughout Orange County, California.

A recipient of numerous top sales awards, including Hall of Fame, Leading Edge Society, and 100% Club, Beverly takes pride in providing her clients with a high level of customer service and focusing on their needs and wants. Her strong reputation for getting buyers and sellers the results they desire has earned her many repeat and referral clients. “I always put their needs first. I listen to what they’re looking for, what they want out of a home, and what their expectations are. That, combined with hard work, professional Top Agent Magazine

service, knowledge, dedication, and integrity, is the key to my success.”

While always providing clients with the best service during a transaction, Beverly also focuses on forming long-lasting bonds with clients and supporting them even after escrow has closed. “I usually call or email them. I send out an email market update twice a month. I also try to reach out on a quarterly basis just to see how they’re doing.”

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From professional photography to high quality videos, Beverly makes sure her marketing material is always the best available.

“The listings we have are syndicated to over 2,000 websites, which gives our clients the greatest amount of exposure, thus creating more demand to help obtain the best possible price. We market our listings both on a local, and global level. In the current market, online advertising is the most beneficial.

I like to run ad campaigns on Facebook and Google. I also apply more old-school methods such as print advertising, flyer distribution to agents in the area as well as neighbors, and open houses.” Thanks to her work ethic and strategic marketing, Beverly has already completed over $10,000,000 in sales this year.

Beverly’s true love of her life is her relationship with God, her family, and friends. She believes in giving back to her community and gives 10% of her commission to various charities, including The Orange County Rescue Mission and her local church. “I like to contribute to organizations that assist the homeless population, as well as places that help those in need.” In her spare time, she likes to spend time with family, travel, play golf and tennis.

In the future, Beverly plans to continue growing her business. “Though I have specialized in residential Real Estate for over 30 years, I also have experience with Commercial Real Estate. I am currently a member of the Pacific West Association of Realtors, as well the Commercial Brokers Association. My goal is to continue providing my clients with the highest level of service, as well as advising them so that they can have the knowledge needed in achieving their real estate goals.”

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For more information about Beverly Cota please call (714) 350–1344, email bevcota@sbcglobal.net, visit her online at beverlycota.firstteam.com http://

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and conTop Agent Magazine

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one.

Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially 24

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways.

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation.

Sticking to a plan everyday means adjusting it accordingly.

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CARLOS PAIZ With a strong determination to succeed, nothing gets in Carlos Paiz’s way. From serving in the Navy to being diagnosed with fibrosis, surviving a double lung transplant, and remaining a top real estate producer through it all, Carlos is unstoppable. “I was bedridden for 8 months and still selling and listing homes,” he says.

“Many of my clients didn’t even know I was sick.” Recovered and ready to make new moves, he plans on expanding his reach from his current market in the Antelope Valley/Santa Clarita area, to San Diego, and possibly Mexico.

His start in the industry began 23 years ago, when he was working in construction. “I worked with a general contractor, doing rehab for Fannie Mae, Freddie Mac and HUD homes,” he explains. “I was complaining to the general contractor about the agent I was working with to buy my first property, because I felt she wasn’t doing a great job. So he introduced me to his father-inlaw, who taught me how to become a Realtor.” After earning his license, he hit the ground running. Today, he leads a team of agents who put their clients’ needs first. “We aren’t concerned with commission,” he says.

“I want to see the happiness in people’s faces when I give them the keys to their home, or when I tell my seller that we have an offer.” Carlos offers guidance and support to each client, never pressuring them to make decisions. He develops lasting relationships with those he serves, which results in them referring him to their friends and family.

When it comes to marketing his listings, he also exceeds expectations, placing his properties on the MLS for the San Fernando Valley and Antelope Valley. “We send postcards, post on Facebook, host open houses and price homes correctly so we’re reaching as many people as possible.” His top-notch service combined with his advertising efforts results in Carlos closing between 40 and 60 transactions each year.

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After working with Carlos and his team, buyers and sellers love to tell others about their experiences. One recently said, “We are investors and have dealt with many agents. Carlos will go above and beyond to help you get top dollar as a seller and bottom price as a buyer. He is dedicated and knows his market well. He will go that extra mile for his clients and be happy to do favors beyond his line of work. He has an excellent team of contractors and other companies that he works with. We highly recommend this agent!”

Community is an important part of Carlos’ life, and he has plans to start a foundation for organ transplant patients. “There are a lot of people that need support out there, especially those that are waiting for a transplant, so I was hoping I could do something to get them through this difficult time,” he explains. During any free time, he can be found dancing, fishing or hanging out with family.

With his sights set on continuous growth and expansion, Carlos is eager to see where this next chapter in life takes him. “I have so much passion for what I do. I love helping others.”

For more about Carlos Paiz, please call 661-209-2072 or email realpaiz@aol.com Copyright Top Agent Magazine 25

RIA SCOMA Originally from the East Coast, Ria Scoma moved to San Diego in the 70s with her husband, courtesy of the Navy. They didn’t expect to stay, but ended up falling in love with it, and have been living in the area ever since. Ria worked as marketing director for one of the County’s largest residential Real Estate firms in La Jolla for 14 years, then started her own marketing company geared towards real estate agents, which she ran for 11 years before her fascination with real estate got the better of her, and she obtained her Realtor’s license. For more than 20 years now, Ria has provided exceptional service to a variety of clients across San Diego County, maintained her status as a Top Producing Agent throughout her career and at Pacific Sotheby’s International Realty. She has found her work incredibly rewarding and fulfilling.

Including her work in marketing, Ria has more than four decades’ worth of experience in the world of real estate - she has stuck with a rapidly evolving field and adapted and found success through the many changes in the industry over the years. She has learned the finer details of the diverse markets in her area and is an expert at negotiating contracts and completing paperwork correctly and efficiently. Ria is the agent you want on your side when looking to buy or sell a home, and her reputation precedes her as one of the most prolific veteran agents in her locale.

The foundation of Ria’s work is her clients. She understands the importance of forming positive and lasting relationships with the people she works with and emphasizes her drive to help guide them towards success as a major motivating factor in the hard work she applies every day. “As Realtors, we don’t sell the product - the product sells itself,” Ria says. “We primarily work with people for their own benefit, so empathy and understanding are really what’s important.” Ria’s ability to make her clients feel comfortable and confident throughout the transaction process sets her apart, giving her an edge 26

when it comes to guiding clients through the twists and turns. She is a Mentor and Agent Success Coach at Pacific Sotheby’s International Realty. 90% of her business emanates from repeat and referral clients, a testament to her prowess when it comes to working with people.

Ria has an extensive marketing background and uses it to employ state-of-theart online marketing techniques to ensure each of her listings are seen by the widest possible audience. On top of her online presence, Ria uses brochures and flyers to gain the attention of local buyers and is a huge proponent of open houses as a means of telling a story about the home to people looking to purchase it.

An enthusiastic and passionate Realtor, Ria loves her job, and devotes the bulk of her time and energy to it. In her limited free time, she enjoys spending quality time with her family. For many years, she has volunteered her time as a member of the Board of Directors at the La Jolla YMCA and is currently on the Board of Directors at the Winston School in Del Mar, California. If you’re looking for a real estate agent who is experienced, compassionate, and an advocate for her community, get in touch with Ria Scoma today!

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Contact Ria at (858) 775-4409, email ria@riasells.com, or visit riasells.com for more information Copyright Top Top Agent Agent Magazine Magazine

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

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ASSESS THE FEELINGS BEHIND THE FEAR

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

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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

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THINK OF THE WORST CASE SCENARIO

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

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

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

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COMPARTMENTALIZE

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

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

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

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

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

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