SOUTHERN CALIFORNIA 2-22-21

SOUTHERN CALIFORNIA EDITION

Take My Word For It:

The Power of Testimonials & Making Word-of-Mouth Count

SMALL YARD? BIG STATEMENT: How to Make the Most Out of Micro Outdoor Spaces 4 REASONS WHY

MULTITASKING CAN ACTUALLY DERAIL YOUR DAY

COVER STORY

PHIL NORDELLA

FEATURED AGENTS

TRACE EMERSON NATALIE K. LEVI CARLY ZAMANI

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SOUTHERN CALIFORNIA EDITION

TRACE EMERSON

NATALIE K. LEVI CARLY ZAMANI

ed in Riverside County, Trace Emerson Trace has found a lot of joy in his career, and Zamani Her clie Natalie K Levi graduatedCarly from USC with is the hardest working Natalie maintains contact with her clients ® 9 18 21 through 23 from Realtor who has garneredaadegree great in deal no signs of slowing down ahis pace.of methods, finance and began variety email agentherinprofesOrangeshows County, California. well as uccess in his five years in the business. motivated?

“My favorite sional career working inDon’t the real estate it?What to texts and phone calls. the “During believe “Justkeeps watchhim me,” she blasts usua works solo to provide highdivision qualityofreal part of my job is helping people,” Trace says. a large Orange County-based the holidays, I like to deliver brownies says. “I’ll prove it.” of grass evaluating commercial property His generous spirit keeps him for moving a sweet, as personal touch,” she says. te service to all of Southerncompany California, he before C all overinthe she got married works hard to serve his community.

To market her listings, she sends out post has found a great deal of success theU.S. After Those who know her wouldn’t argue the a walkhome in 2012, she and her husband moved to cards, uses social media, and posts ness over his five-year career.

Having point.found Carly the works both sides of the real through videos to her YouTube channel. and kno Valley Village, and Natalie e 33 transactions in 2020, and closing In his free time, Trace loves travelling estate industry, them kn daily commute to Orange County was as a licensed realtor and million in volume, Trace isbecoming a Top Proand with spending time with his wife believe and two as Iaalready lending the mortgage too much. “Since hadagent “I truly in real estate,”market.

Natalie er who gets results, and heexperience has shown children.

He is very involved in his comwith real estate and appraisasserts.

“Whether you’re looking for a company she started with her husband a referrals ® and time again that he is Realtor that munity with sports for the kids and stays als, I decided to get my year license and give ago. Her volume last year first home or income property,before it’s thei and a half TRACEshe EMERSON NATALIE K. LEVI with best CARLY ZAMANI it a try for a few years.” recalls.

She investment you can make.

Nothing clients can trust. PHIL NORDELLA socially engaged his neighbors, on the realty end was twenty million, and People l didn’t have to wait long. “In my first year, friends, family and peers.is For morethe exciting to me than the gratifyfuture she helped ninety-two families purchase I sold aroundpart $14because million andofhaven’t looked back,” feeling I to getstaying from helping real e does so well with his clients in large his business, Trace is ing committed currentpeople meet their and/or refinance homes, extending over Carly’s she exclaims. estate needs.” is incredibly personal approach. He puts his clients with market trends and toShe continue relation-a mission to help as m one hundred million in loans. talks tobuilding an average , and stresses that helpingNatalie people is his primary ships with his clients, while simultaneous growing andin the of twenty-five clients every day, and all of herinbusiness thecommunity state of Californ now works as a solo agent with Keller Williams Natalie believes giving back to that’s in his career. “I enjoy thisincareer,” Trace says.

“I expanding his business.

If you’re in need of quality real comesserving through clients referrals. will continue toupgrow Sherman Oaks, California, therepeat Westside all and been so good“Itodon’t her. have At Thanksgiving, she sets a CONTENTS y helping people and becoming of a the family’s estate service in Southernfood California, hesitate towithAt the waypart through valley.

“I’ll basically go drive for don’t the local food bank. to spend a dollar onwherever marketing.” myChristmas, husband,she as w y. After months of spending time with someone, contact Emerson today! the business takes me,” she says.

WithTrace an impressive has organized toy drives. “I alsotohost a variety of real locale start my own sales volume of almost $45 M last year, Natalie reports events throughout the year as a means of saying ‘thank get very connected them.” He treats of Carly moved from 15) the hospitality realIT: 4) 4toREASONS WHYeach MULTITAKE MYindustry WORDinto FOR that herand business is 60% repeat and referral clientele. “I you,’” she says. clients with a level of intimacy concern that estate at the urging of her husband, who admired the When TASKING CAN ACTUALLY POWER OF TESTIMONIALS & not working, pride onmaintains being honest, trustworthy, andTHE knowles them feel uniquely cared for,myself and he energy and she enthusiasm she brought to helping peohelp community the real estate market,” says.MAKING “I will Moving forward, Natalie hopesCOUNT to addher to her team but DERAIL edgeable YOUR inDAY WORD-OF-MOUTH schedule so that no one falls through the cracks. ple.

“I ran restaurants and hotels for twenty-one years, dren, and I’ve path. serv never pressure my clients into making a decision, espeprimarily wants to continue along her successful ey’re not just a number to me.”

Trace’s personability something loved.

My husband been working Abuse Prevention Ce cially if it isn’t right for them.

I knowI how important it “If ithad ain’t broke, why fixin it,” she exclaims.

19) MODERN EMAIL ETIQUETTE 6)yielded SMALL his customers has benefits; hetheir has isserious toYARD? for them toBIG find dream home or get the best mortgage. He told me I’d be incredible at this work, years.” She’s also be FORmore AGENTS ry healthy referral business, receiving his offer forHOW their 70% property.

I make my find responsibility toTODAY’S STATEMENT: TOofMAKE and thatit I’d it even rewarding.”

She laughs. and Shannon Zisa, a help them achieve those goals.” ness through referrals from past clients.

“I listened, and he was right.” destroyed in 2019 by THE MOST OUT OF MICRO 22) 3 MENTAL TRICKS THAT WILL TAKE in helping can read th OUTDOOR SPACES It’s not surprising that Natalie receives stellar reviews way that Trace presents himself and his product YOUR BUSINESS TO THE NEXT LEVEL Her work ethic formed early. “I grew up in a family of com/f/save-the-zisa-fa for her esteemed work ethic. One client recently wrote: ery important to him. He uses professional photognine children.

So you are necessarily raised to be inde“Natalie is AMAZING! I had previous experience with y and videography, as well as 3D tours to make pendent responsible.” other agents, and both weren’t ableand to present my house homes look the best theythe possibly can.

He also way I wanted. When Natalie came into the picture, a lot of effort Phone into his 310-734-1440 communication, I immediately knew she People was thedescribe one that Carly will sell as my a natural leader. She describes |making Fax 310-734-1440 to be timely and efficient withShe hisarranged interactions house. a very professional photo shoot herself as having a servant’s heart. “If someone works mag@topagentmagazine.com and actually pillows and| props. later, II can to help clients. “It’s a priority of mine to call bought and keep in me, To learn for I www.topagentmagazine.com wantAtoweek do what them more grow about and Natalie K. Levi, had two offers on the table!

Even during this difficult h with my past No clients, as well as those who I’m email her of at natalie@nklrealestate.com, portion of this issue may be reproduced in anytheir manner whatsoever without prior consent the publisher. achieve potential.

With clients, I bring that extra Top Agent pandemic, she was able to get this deal sealed.

Couldn’t Magazine published by Feature Publications GA, Inc. Although precautions are taken to ensure the of published ently working with.

It’s isthe heart and soul of the zillow.com/profile/Natalie-Levi, visit level recommend of care. I her don’t give up, I don’t take no foraccuracy an beAgent happier.

I would definitely servicesexpressed or facts supplied by its authors. materials, Top Magazine cannot be held responsible for opinions ness,” Trace says. Clients love Trace’s accessibilor with call peo(310) 309-9299 answer, and I don’t duck a problem. I network know.”send inquiry subscribeto oranyone change Iaddress, to mag@topagentmagazine.com.

For more about Trace Emerson and look forwardToto forming a lasting relationship ple to find answers. And if I think it’s in the client’s Published in the U.S. callto(951) 609-6886, him. Communication is the foundation on which best interest, I’ll please refer them someone who is better Copyright Top Agent Magazine To learn mor email temersonrealtor@gmail.com ltor®-client relationships are built, and Trace works poised to handle their business. I’ve never focused on Visit zcarly.c or do visitthetraceemerson.com to ensure that his is always top-notch. commission. If you right things, the living takes or email missc care of itself.” www.

www.

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4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying 4

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently Top Agent Magazine

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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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 6

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.

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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.

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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.

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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.

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PHIL NORDELLA Top Agent Magazine

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Top Agent Phil Nordella of EXP Realty and his team of over 45 people service clients in the Santa Clarita Valley.

Professional, driven and a true people person, Phil Nordella has made great strides as a real estate agent in the Santa Clarita Valley.

He got his start in the industry after selling his successful alarm company. “I had money 10Copyright Top Agent Magazine

to invest, so I decided to enter the movie business as I always had an interest in it,” he explains. “I produced and starred in my own feature film.” Although he loved having a creative outlet, he knew he would have to Top Agent Magazine

return to a more secure career eventually. “I decided to jump into real estate,” Phil says.

He’s seen steady growth year after year, going from 10 sales his first year, to 65 his second year, and 105 during his third. In his third year, he decided to buy 33% of the brokerage he worked for and helped build the company from 120 agents to just over 500.

In 2018, he sold his share of the company and Top Agent Magazine

created a new path at EXP Realty. Having now been in the industry for 28 years, he is incredibly successful, with over 45 people on his team and he even has his own radio show which streams on Facebook Live and KHTS (AM 1220, FM 98.1) at 10AM every Friday, and is available on all podcast channels like iHeartRadio, Google Podcast, and Apple Podcast.

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Education is the cornerstone of Phil’s business, as he is always trying to teach people about the processes involved in real estate.

He even has “Master Classes” on his website, PhilNordella.com.

“Being in this business for so long, I have a lot of referral business,” he says. But he also has new clients that find him through his radio show, “REAL ESTATE, IT’S THAT SIMPLE.” It has been an amazing resource for his community, as he and his real estate attorney co-host, Taylor Williams-Moniz, are able to answer questions from callers and discuss the current market trends. The show has no doubt helped him establish a reputation in the region. “It’s a really good 12Copyright Top Agent Magazine

mix between the two of us. I’ve sold over 1,000 homes, have never had any of my sales go to court, so I’m able to act as a credible source of information for anyone interested in real estate.”

Education is the cornerstone of Phil’s business, as he is always trying to teach people about the processes involved in real estate. He even has “Master Classes” on his website, PhilNordella.com, where Top Agent Magazine

he discusses everything from viewing a property to interest rates.

This vast knowledge and willingness to help has made an impression on his clients, as they continue to return to him and refer him to others. One client recently said, “Phil Top Agent Magazine

guided and helped me make a move after 30 years of living in my home as gentle, painless, and pleasant as possible. He was always there and provided answers to my questions 24/7, always with compassion and integrity.

I have no regrets and can truly say that Phil is focused on doing the right thing.”

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Looking towards the future, Phil is excited to add more agents to his team and travel with his family when the pandemic is over. In the meantime, it’s safe to say Phil is enjoying every minute of his work, as he finds it

incredibly rewarding. “When we reach the end of the transaction, and my clients tell me how happy they are with everything, it is so gratifying. Going from strangers to lifelong friends. That’s what I love about this job.”

For more information about Phil Nordella call 661-312-3561, visit philnordella.com, or email philnordella@yahoo.com htttp://

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Take My Word for It:

The Power of Testimonials & Making Word-of-Mouth Count Ratings, reviews, and testimonials are among the most powerful tools an agent or real estate professional has at his or her disposal. Think of it this way: almost all of us go online to get a sense of dining options, film scores, and product reviews. When it comes to real estate pros, people what the same measure of comfort and advice from those who have already experienced your services. The Top Agent Magazine

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver.

With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do.

If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show16

casing stellar reviews and testimonials that shine upon your character and delivery. When pitched by two agents with similar experience and credentials, but only one has the testimonials featuring positive experiences and lasting relationships—wouldn’t you be more inclined to work with the agent who has a proven track record of success?

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective.

If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial.

Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

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TRACE EMERSON Based in Riverside County, Trace Emerson is a Realtor® who has garnered a great deal of success in his five years in the business.

He works solo to provide high quality real estate service to all of Southern California, and has found a great deal of success in the business over his five-year career. Having done 33 transactions in 2020, and closing $18 million in volume, Trace is a Top Producer who gets results, and he has shown time and time again that he is Realtor® that his clients can trust.

Trace does so well with his clients in large part because of his incredibly personal approach. He puts his clients first, and stresses that helping people is his primary goal in his career. “I enjoy this career,” Trace says. “I enjoy helping people and becoming part of a family’s story. After months of spending time with someone, you get very connected to them.” He treats each of his clients with a level of intimacy and concern that makes them feel uniquely cared for, and he maintains his schedule so that no one falls through the cracks.

“They’re not just a number to me.” Trace’s personability with his customers has yielded serious benefits; he has a very healthy referral business, receiving 70% of his business through referrals from past clients.

The way that Trace presents himself and his product is very important to him. He uses professional photography and videography, as well as 3D tours to make his homes look the best they possibly can. He also puts a lot of effort into his communication, making sure to be timely and efficient with his interactions with clients. “It’s a priority of mine to call and keep in touch with my past clients, as well as those who I’m currently working with. It’s the heart and soul of the business,” Trace says. Clients love Trace’s accessibility, and look forward to forming a lasting relationship with him. Communication is the foundation on which Realtor®-client relationships are built, and Trace works hard to ensure that his is always top-notch.

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Trace has found a lot of joy in his career, and shows no signs of slowing down his pace.

What keeps him motivated? “My favorite part of my job is helping people,” Trace says.

His generous spirit keeps him moving as he works hard to serve his community.

In his free time, Trace loves travelling and spending time with his wife and two children. He is very involved in his community with sports for the kids and stays socially engaged with his neighbors, friends, family and peers. For the future of his business, Trace is committed to staying current with market trends and to continue building relationships with his clients, while simultaneous growing and expanding his business. If you’re in need of quality real estate service in Southern California, don’t hesitate to contact Trace Emerson today!

For more about Trace Emerson please call (951) 609-6886, email temersonrealtor@gmail.com or visit traceemerson.com Copyright Top Agent Magazine

Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 20

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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NATALIE K. LEVI Natalie K Levi graduated from USC with a degree in finance and began her professional career working in the real estate division of a large Orange County-based company evaluating commercial property all over the U.S. After she got married in 2012, she and her husband moved to Valley Village, and Natalie found the daily commute to Orange County was becoming too much. “Since I already had experience with real estate and appraisals, I decided to get my license and give it a try for a few years.” she recalls. She didn’t have to wait long. “In my first year, I sold around $14 million and haven’t looked back,” she exclaims.

Natalie now works as a solo agent with Keller Williams in Sherman Oaks, California, serving the Westside all the way through the valley. “I’ll basically go wherever the business takes me,” she says. With an impressive sales volume of almost $45 M last year, Natalie reports that her business is 60% repeat and referral clientele. “I pride myself on being honest, trustworthy, and knowledgeable in the real estate market,” she says. “I will never pressure my clients into making a decision, especially if it isn’t right for them. I know how important it is to for them to find their dream home or get the best offer for their property. I make it my responsibility to help them achieve those goals.”

It’s not surprising that Natalie receives stellar reviews for her esteemed work ethic. One client recently wrote: “Natalie is AMAZING! I had previous experience with other agents, and both weren’t able to present my house the way I wanted. When Natalie came into the picture, I immediately knew she was the one that will sell my house. She arranged a very professional photo shoot and actually bought pillows and props. A week later, I had two offers on the table! Even during this difficult pandemic, she was able to get this deal sealed. Couldn’t be happier. I would definitely recommend her services to anyone I know.”

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Natalie maintains contact with her clients through a variety of methods, from email blasts to texts and phone calls. “During the holidays, I like to deliver brownies for a sweet, personal touch,” she says.

To market her listings, she sends out post cards, uses social media, and posts walkthrough videos to her YouTube channel.

“I truly believe in real estate,” Natalie asserts. “Whether you’re looking for a first home or income property, it’s the best investment you can make. Nothing is more exciting to me than the gratifying feeling I get from helping people meet their real estate needs.”

Natalie believes in giving back to the community that’s been so good to her. At Thanksgiving, she sets up a food drive for the local food bank. At Christmas, she has organized toy drives. “I also host a variety of local events throughout the year as a means of saying ‘thank you,’” she says.

Moving forward, Natalie hopes to add to her team but primarily wants to continue along her successful path.

“If it ain’t broke, why fix it,” she exclaims.

To learn more about Natalie K. Levi, email her at natalie@nklrealestate.com, visit zillow.com/profile/Natalie-Levi, or call (310) 309-9299 www.

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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.

1

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 responsibil22

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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CARLY ZAMANI Carly Zamani is the hardest working agent in Orange County, California.

Don’t believe it? “Just watch me,” she says. “I’ll prove it.”

Those who know her wouldn’t argue the point. Carly works both sides of the real estate industry, as a licensed realtor and as a lending agent with the mortgage company she started with her husband a year and a half ago. Her volume last year on the realty end was twenty million, and she helped ninety-two families purchase and/or refinance homes, extending over one hundred million in loans. She talks to an average of twenty-five clients every day, and all of her business comes through repeat clients and referrals. “I don’t have to spend a dollar on marketing.”

Carly moved from the hospitality industry into real estate at the urging of her husband, who admired the energy and enthusiasm she brought to helping people. “I ran restaurants and hotels for twenty-one years, something I loved. My husband had been working in mortgage. He told me I’d be incredible at this work, and that I’d find it even more rewarding.” She laughs.

“I listened, and he was right.”

Her work ethic formed early. “I grew up in a family of nine children. So you are necessarily raised to be independent and responsible.”

People describe Carly as a natural leader. She describes herself as having a servant’s heart. “If someone works for me, I want to do what I can to help them grow and achieve their potential. With clients, I bring that extra level of care. I don’t give up, I don’t take no for an answer, and I don’t duck a problem. I network with people to find answers. And if I think it’s in the client’s best interest, I’ll refer them to someone who is better poised to handle their business. I’ve never focused on commission. If you do the right things, the living takes care of itself.”

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Her clients appreciate that attitude, as well as her hands-on approach. “Besides the usual marketing strategies, I do lots of grass-roots marketing. For instance, before Covid, when I got the listing for a home, I’d go into that neighborhood and knock on everyone’s door, letting them know the property was going on the market. You’d be surprised at how many referrals that brings. Often, the home sold before it hit the market, or on day one.

People like to choose their neighbors.”

Carly’s excited about the future. “I’m on a mission to help as many people as I can, and not just in the state of California. I want to grow nationally. We will continue to grow the mortgage company I own with my husband, as well as my real estate firm. I hope to start my own real estate company soon.”

When not working, Carly looks for other ways to help her community. “I’ve got a soft spot for children, and I’ve served on the board for the Child Abuse Prevention Center in Orange County for many years.” She’s also been tireless in her work for Dane and Shannon Zisa, a Florida couple whose lives were destroyed in 2019 by a drugged driver. Those interested in helping can read the Zisa’s story at www.gofundme. com/f/save-the-zisa-family-home.

To learn more about Carly Zamani, Visit zcarly.com, call 949-232-8211 or email misscarlyzamani@gmail.com www.

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