SOUTHERN CALIFORNIA 12-17-18

SOUTHERN CALIFORNIA EDITION

Small Yard?

Big Statement: How to Make The Most Out of Micro Outdoor Spaces

BE THEIR REALTOR® FOR LIFE:

How to Build a Relationship with Your Clients that Will Last a Lifetime FEATURED AGENT

LIZ JONES COVER STORY

The Ballesteros Group

COMPLETE RETROFITTING AND WATER CONSERVATION COMPLIANCE (PER SENATE BILL NO. 407)

LGS was founded in 1987 to assist Realtors in meeting mandatory requirements prior to the close of escrow. As the list of requirements grew, so did we! LGS has been committed to providing the professional service necessary to successfully meet our customer's needs. One hundred percent customer satisfaction is not only our goal, but it is our mantra. n

n

n n n n n n

etrofitting Inspections R and Noncompliant Plumbing Disclosures Los Angeles DWP Certificate of Compliance Seismic Earthquake Valves Low Flush Toilets Water Heater Straps Smoke Detectors Carbon Monoxide Detectors Window Glazing

License Number 900919

2

Call 1-800-771-5971 or visit us at www.lgscompliance.com email info@iusecompliance.com Top Agent Magazine

SOUTHERN CALIFORNIA EDITION

7

21

THE BALLESTEROS GROUP

LIZ JONES

CONTENTS The Ballesteros Group 4) SMALL YARD? BIG STATEMENT: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

18) BE THEIR REALTOR® FOR LIFE: HOW TO BUILD A RELATIONSHIP WITH YOUR CLIENTS THAT WILL LAST A LIFETIME

13) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

22) A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES

Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published 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.

Top Agent Magazine

3

Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 4

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

Top Agent Magazine ®

Top Agent Magazine

Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

Top Agent Magazine ®

5

Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

6

Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

Top Agent Magazine ®

Top Agent Magazine

The Ballesteros Group

Top Agent Magazine

7

“We care about our client’s journey from day one through every point in the transaction. Our effort is constant, no matter how long we work with someone.”

Between them, husband-and-wife teamAndrea and JJ Ballesteros have nearly 35 years of success in coastal Orange County residential real estate behind them. But that’s only the beginning of what makes them stars among their clients. “I started in 1998, but I grew up 8Copyright Top Agent Magazine

around real estate,” explains Andrea, whose mother is a REALTOR®. She jokes that she earned her real estate license just to stop her parents from nagging her to do so. “I did it to spite them, but of course they were correct that I’d love it and be good at it!” Andrea quickly Top Agent Magazine

2524 DUARTE WAY, LAGUNA BEACH. Experience panoramic, unobstructed ocean and city lights views from this stunning masterpiece curated by regional designer Andra Miller.

saw that real estate allowed her to leverage her people skills and her love of houses.

Years later, Andrea and her husband, JJ, took the foundation she had established and partnered up to build The Ballesteros Group, affiliated with Coldwell Banker Global Luxury. “We each manage part of the team while also doing sales with our own clients,” says Andrea, explaining that they have four agents; a sales coordinator; transaction coorTop Agent Magazine

dinator; and marketing and website/social media manager. Given Andrea’s longevity and the team’s focus on coastal and luxury properties, they enjoy strong referral business. “We will help anybody anywhere if we feel that we can provide them the type of service that is important to us,” she says, mentioning areas like Saddleback Valley, including Coto, Rancho Santa Margarita, Ladera Ranch and Mission Viejo, where some of their agents specialize.

Copyright Top Agent Magazine9

Their service includes tending to each relationship they develop. Because Andrea and JJ have been through all kinds of markets, clients trust their educational approach and their comprehensive marketing techniques.

“Right now, homes stay on the market longer, but that’s because we’re moving into a normal market. Sellers are unsure about it after seeing incredible growth for so long, so we work with them to remove any fear.” They also incorporate professional photography and video, exposing each property to a global audience through Coldwell Banker Global Luxury. “Everything focuses on our profile of the perfect buyer for each particular property,” she says. “We do catered events for the neighbors and targeted buyers prior to the premier, invite-only open-houses for people who match the buyer demographic.”

The Ballesteros Group provides a comparable, educational approach to buyers who are trying to understand the market. “We care about their journey from day one through every point in the transaction,” says Andrea. “Our effort is constant, no matter how long we work with someone.” In fact, one of Andrea’s mentors once told her that real estate happens because of life events and changes in people’s situations. “That’s the core of our team; it’s all about the person and where they are in their life, helping them accomplish their goals and get them to the next place in their life.”

Copyright Top Agent Magazine 10

Top Agent Magazine

2409 GLENNEYRE ST., LAGUNA BEACH. Tasteful Wood’s Cove revitalization with breathtaking ocean and Catalina views offers two units that each live like single family homes.

2807 ALTA LAGUNA BLVD., LAGUNA BEACH. Breathtaking ocean views in Laguna Beach’s Top of the World.

Andrea applies her personal passions to the team’s work. “I’m drawn to people who are passionate about their careers; I feel so honored and fortunate to be chosen by people to be part of their journey.” Naturally, therefore, Andrea, JJ and team make concerted efforts to Top Agent Magazine

remain in contact with each client long after a transaction. They are active members of their community; JJ is on the board of directors for the Laguna Beach Chamber of Commerce and the local Radio Station KX93.5 FM. “We have two boys and are very involved with everything Copyright Top Agent Magazine 11

that goes on in their little micro-community, as well!” And, of course, they make time to focus on family. “I love having my husband as my partner,” adds Andrea.

The future is bright and growing for The Ballesteros Group. “Every year we all do vision

boards and dream boards, setting goal for the coming year.” Among their upcoming goals is to give back even more to their community and to their team. “We are blessed with the team we have we are pouring ourselves into helping them and our clients in more ways than ever,” she says.

To learn more about The Ballesteros Group visit ballesterosgroup.com or go to their Facebook page or on Instagram, https://www.facebook.com/ballesterosgroup/

http://

email andrea@ballesterosgroup.com and jj@ballesterosgroup.com or call 949-690-3240

Copyright Top Agent Magazine 12

Top Agent Magazine

5

SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

Top Agent Magazine

13

Top Agent Magazine

1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

2

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

4

Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

5

Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

14

Top Agent Magazine

Top Agent Magazine

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

Top Agent Magazine

15

Laughs!

16

Top Agent Magazine

Top Agent Magazine

17

Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

18

Top Agent Magazine

Top Agent Magazine

1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

Top Agent Magazine

19

contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

20

Top Agent Magazine

Top Agent Magazine

LIZ JONES Five years after switching from a career in marketing, Liz Jones now leads a dynamic team of professionals with Keller Williams... called The Jones Group. After 25 years in advertising, Liz felt the need to get out from a desk and connect with people in the community—and a stellar career in real estate was born. Although best known throughout Riverside County, Liz’s team also sells in San Diego, Orange and Los Angeles Counties.

Liz has a reputation built on knowledge and superior customer service. “We offer a concierge level of service and customer care,” offers Liz. With a strong investment background, Liz can provide sound financial wisdom that extends far beyond home ownership. “I enjoy helping people track and build their wealth using their home.” Liz shares with her clients tips on how home ownership can be a “forced savings account,” one that can accrue in value over many years. She will help each client with options best tailored just for them.

to bounce ideas off of, it brings them comfort about making important decisions,” she explains. To give back to the community, Liz is a chaplain at her church and is part of a women’s fellowship group. In her free time, she loves to spend time with her grandchildren and travel. In January, she and her husband will tour New Zealand by motorcycle!

She’s recently begun rock climbing with her daughter, Pam. For the future, Liz plans to expand her business to a second location run by one of her team members. She also wants to continue mentoring young agents so they can have a thriving business and begin saving for their future. Now those are worthy goals that will benefit her team, her clients, and her community!

When it comes to listings, Liz’s uses the marketing expertise she honed during her thirty years in advertising. “I understand marketing and advertising very well. For me, it’s instinctive,” she says. “It’s a component that I compete on at the highest level.” Before posting a listing, Liz meets with the seller and has a candid conversation about the best possible price point, and advises them on prepping their home. Her team creates a unique and branded marketing campaign that’s second to none in the industry. The result is often a quick sale at a very competitive price.

Liz knows that for her clients, buying or selling a home is a major occasion so she likes to truly celebrate with her clients after the transaction closes. She invites them to her office for a “red carpet rollout,” which includes balloons and applause from her team! After working with Liz and her team, her clients rave about their warmth, caring, professionalism and honesty, and —most importantly—their ability to get the job done right!

Liz’s favorite part of her work is helping single and widowed women to achieve their goals. She particularly enjoys helping single moms. “When they have someone they trust Top Agent Magazine

To find out more about Liz Jones, email liz@jonesrealtysocal.com, call 951-970-4771, or visit JonesRealtySoCal.com www.

Copyright Top Agent Magazine 21

A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

22

RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

Top Agent Magazine

Top Agent Magazine

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

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

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when Top Agent Magazine

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

Top Agent Magazine

23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine