SOUTHERN CALIFORNIA 2-24-20

SOUTHERN CALIFORNIA EDITION

Small Yard?

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

MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS

EMOTIONAL FLUENCY : HOW TO COMMUNICATE

FEATURED AGENTS

WITH CLIENTS WHEN TENSIONS ARE HIGH

BRAD DHESI ELAINE GALLAGHER LISA MAILHOT COVER STORY

JUSTIN TYE TEAM AcTIvE rEAlTY

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SOUTHERN CALIFORNIA EDITION

LISA MAILHOT 7

Lisa Mailhot got her start in real estate five 15 25 years ago as an investor, before becoming an agent full-time. In just a few years, she has established herself as one of the top agents in California’s Inland Empire. “Building wealth through real estate has always been a passion of mine,” she says. “I love everything about real estate. It is a constantly changing, fast-paced business, and I welcome that challenge.”

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Lisa’s ha yielded im handled JUSTIN TYE BRAD DHESI ELAINE GALLAGHER LISA MAILHOT she hope Lisa and her team at Realty Masters & price is in Associates serve the Inland Empire, including all of San her average purchase Bernardino and Riverside counties, with a special focus on Redlands, where they are located. About 60-70% of her Lisa’s success has dri business consists of repeat and referral customers, who she has been excited CONTENTS keep coming back and sending their friends and family to “I like the challenge with Lisa because of her SMALL expertise, YARD? hard work,BIG and says. “Only two yea 5) EASY BLOG TOPICSwork FOR 22) AcTIvE rEAlTY organizational prowess. STATEMENT: “We’ve put systems into place much and so fast. I li YOUR REAL ESTATE BLOG HOW TO MAKE that are scalable and make everything run smoothly,” also always learning THE MOST OUT OF MICRO she explains. “We’re not relying on guesswork. What’s vative. That is an am OUTDOOR SPACES our success is setting up these systems to help 13) HOW TO THROW driven A CLIENT clients the best experience possible.”

Community involve APPRECIATION EVENTgive NOourONE works with Financia WILL FORGET 26) MODERN EMAIL Part of that organizationETIQUETTE is the comprehensive contact FOR TODAY’Show to become debtmanagement system Lisa and her team use to make sure also plans to sponso AGENTS 17) EMOTIONAL FLUENCY: they stay in touch with past clients. Whether it’s a phone to their students. Lis call, stopping by for a visit, sending an updated market and she fundraises f HOW TO COMMUNICATE 3 MENTAL TRICKS THAT “hello” to see how everything venue. When she is n WITH CLIENTS WHEN report, or just a quick text28) is going, Lisa prides herself on keeping in contact with outdoors WILL TAKE YOUR BUSINESS TO with her so TENSIONS ARE HIGH her network. homes as a hobby, a THE NEXT LEVEL home and yard.

That thorough, thought-out approach also extends to how Lisa markets her listings. “We like to pre-market In the future, Lisa p the listings, so we always take extra care to make sure a and her business. ““ Phone 310-734-1440 | Fax 310-734-1440 home|iswww.topagentmagazine.com fully prepared so it will truly dazzle in photos,” learn and grow and b mag@topagentmagazine.com she says. In addition to staging the home, she and her to grow leaders, to No portion of this issue may be reproduced in any manner without prior consent of thetechniques publisher. Top Agent team make usewhatsoever of cutting-edge photography to grow their own b Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published to make a home stand out, including “360” tours, drone clients, investors or materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. footage, virtual stagings, and twilight photos. “Then we want to contribute to To subscribe or change address, send inquiry to mag@topagentmagazine.com. do an entire marketing campaign that includes Facebook, my own.”

Published in the U.S.

JUSTIN TYE TEAM

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To find out more about Lisa 3Mailho please call 951-204-3544, email lisa@dreamteam-re.com, o

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

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Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again.

Real estate bloggers should be less concerned with whether the same post already exists (it does) Top Agent Magazine

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine.

Pillar content refers to those evergreen posts that never get old because they are always timely.

Think about those questions that you’ve had to

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answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby?

What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming.

Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined.

You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal.

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Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in.

Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful.

The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression.

If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

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JUSTIN TYE TEAM Top Agent Magazine

AcTIvE rEAlTY

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Top Agent Justin Tye spearheads his work as the broker of Active Realty — serving all of Southern California, from the Inland Empire to the coastal communities.

Justin Tye always had an entrepreneurial spirit, and at age nineteen he launched his career in real estate earlier than most. Over the course of his industry tenure he has cut his teeth in multiple roles, from lender to agent.

Now, more than two decades later, Justin has cemented his reputation as an agent known for resourcefulness, lasting relationships, and a personal touch.

Today, Justin spearheads his work as the broker of Active Realty, which recently celebrated its tenth anniversary. Serving all of Southern California, from the Inland Empire to the coastal communities. “As soon as I started in this business, I found a passion for helping people.” Justin remembers. “I always enjoyed the challenge of helping others find the best home and neighborhood for them, the place that fit their needs and family dynamic. That’s how I started off, and 8 Copyright Top Agent Magazine

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I’ve been doing it ever since. As a producer and broker, I wear multiple hats and can see things from all angles as to what agents and clients need and what tools are necessary.

We provide excellent support to both our agents and our clients, and we’re proactive in all regards. Even if it turns out to not be the Top Agent Magazine

right time for a buyer or seller, we provide the information they need to make a market decision that’s right for them. We build those relationships and remain as a resource.”

Additionally, Justin is an exclusive broker partner with Zillow, fielding the site’s Copyright Top Agent Magazine 9

“I have a passion for the business and we share that as a team.

For us, it’s all about accountability. We care about our clients’ success, and we attack from all angles. We educate our clients throughout the process and break it down so they understand their options.” business in Riverside and Orange Counties.

“It’s led to tremendous growth.” Justin explains, which has been a boom for his thriving brokerage. “I have a passion for the business and we share that as a team. For us, it’s all about accountability. We care about our clients’ success, and we attack from all angles. We educate our clients throughout the process and break it down so they understand their options. Through A to Z, we hold ourselves accountable to our clients, as agents and as a firm.”

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When listing properties, Justin and his team cover every base. “In a nutshell,” he says, “there’s nothing we don’t do.” This includes professional photography, videography, staging as needed, custom websites, and far-reaching visibility across the leading online listing platforms and social media outlets. Justin’s office even owns a box truck that makes staging simple and is there to facilitate their clients’ moves, while his wife often offers up her design expertise.

Likewise, they serve listings by working as Top Agent Magazine

a team of agents, ensuring that each home is appropriately prepped and bolstered by personal attention at every turn. “We really prep and educate our sellers throughout, and we’re very up front,” Justin explains. “We do our best to create a customized process Top Agent Magazine

specific to their home, and we try to provide the best market experience possible.”

Looking ahead, Justin intends to keep progress going steady as his outfit continues to grow and further fortify their track record of Copyright Top Agent Magazine11

success. Now, with more than twenty years of experience and insight, Justin Tye considers what he enjoys most about his chosen career. “I love helping people. Money comes and goes, and so does success, but I’ve been lucky to associate myself with professionals

who do right by their clients.” he reflects.

“We have happy agents with happy clients, which makes me a happy broker. There’s nothing more rewarding than seeing those relationships deepen over the years and watching them grow.”

To learn more about Justin Tye email JT@ActiveRealty.com, call (949) 381–8581, or visit ActiveRealty.com www.

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion14

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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BRAD DHESI

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BRAD DHESI Brad Dhesi takes the stress out of real estate. With 30 years of experience in the industry, Brad understands the ins and outs of this ever-changing process, he makes the experience as positive and comfortable for his clients as possible.

“I try to make it an enjoyable experience,” he says.

“Even when problems arise. My goal is to have it resolved even before my clients realize there was an issue thereby keeping things moving forward.

Whether the client is selling or buying there is a great deal of emotion involved, I keep things light and fun but always professional.”

For Brad making his clients comfortable begins with how he deals with them. “I hate the hard sell,” he says. “I do my best to provide pertinent information during the whole process thus allowing them to make informed decisions. And at the end of the transaction they are no longer clients but friends.”

Brad’s incredibly involved in his community, arranging Easter Egg hunts (dressing as the Easter Bunny), Movie Nights In The Park and many other fun events. Brad also sponsors local school teams in sports and most recently the Irvine Pickle Ball tournament.

When not working, Brad seems to be a bit of an adrenaline junkie, “I race cars and go karts, however 7 years ago I started Jiu Jitsu and became completely obsessed. I have competed successfully in tournaments as a white belt onwards and now have my purple belt……this is MY stress relief,” he says.

Brad has built a terrific career, but he’s always looking to expand and grow. “I am always focused on expanding my business” he explains. “Seeking new clients is always a must, however I will continue to remain involved with the community and put on events for past clients. I just met with my team this week to go over our business plan for this year, there will most definitely be many fun events coming up!”

That explains Brad’s astonishing 90% repeat clients and referral rate, selling approximately $20 million last year, with an average purchase price of $795,000.

Brad serves the Orange County area, specializing in Irvine, but due to his many years in the industry he has been active as far afield as the Inland Empire, Los Angeles and San Diego. His reach is international, as part of his marketing involves targeting overseas buyers, who have taken a keen interest in the Southern California market in recent years.

For Brad the best part of his job is the variety of people he meets every day. “In the world of real estate, I get the opportunity to meet people from many different parts of the world and different careers,” he says. “I just helped a young couple purchase their first home in Irvine and another purchase a multi-million-dollar view home in Newport Beach.”

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For more about Brad Dhesi, visit braddhesi.com, call 949-552-0377 or email bradsd@kw.com www.

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Emotional Fluency:

How to Communicate with Clients When Tensions are High Managing emotions, expectations, and personalities are central to a successful real estate career. After all, this is a business based on relationships and interpersonal communication. Likewise, real estate is built on one of life’s central milestones—homeownership. This means that stress, disappointment, excitement, and competition are inherently Top Agent Magazine

involved in the process. As an agent, you take on the real estate world every day, but most of your clients aren’t well-versed in the norms of the industry and are likely riding an emotional roller coaster throughout.

Acknowledging this, how do you steer the ship when emotions and tensions are running high?

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For starters, it’s not always intuitive. Just like you add tools to your arsenal when it comes to marketing, social media, or lead generation, you also have to add emotional tools to your repertoire. Here are a few ways to diffuse tense situations and keep clients on an even keel—even during the ups and downs of the transactional process.

Create realistic expectations from the outset and reinforce them as you go As a seasoned agent, some aspects of the industry may seem run of the mill to you, but may come as a shock to your clients. That’s

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why communicating expectations from the beginning can help create reasonable touchpoints in the minds of your clients. In addition to talking through the steps of the transactional process with your clients, consider writing out a checklist or compiling a buyer’s guide that can serve as a resource for them throughout. Think of it like a security blanket, but one that’s built by facts, figures, and anecdotal experience. If you paint a clear picture of what to expect, clients are less likely to be taken by the surprise and react impulsively as a result. What’s more, reinforce next steps, expectations, and possible outcomes as you go. If your client is left to wonder or guess at what’s ahead or

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what will happen, they will either envision the worst-case scenario and panic, or they’ll misjudge the next step and be disappointed or left anxious as a result. Minimize surprises by communicating regularly, clearly, and with all options on the table.

When unveiling a problem, come to clients with potential solutions in hand Any agent worth his or her salt knows that bumps in the road are likely to occur along the way. You can’t promise a transaction free of stress or unforeseen issues, but you can minimize the ensuing stress by preparing you client in advance for any potential problems, and by addressing any problems

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clearly and with solutions already in hand.

Clients are likely to become agitated if a problem arises and they can’t understand why or what it means. That’s why slowing it down, talking it through, and offering potential avenues for recourse can quell fears and remind clients why they chose you to facilitate the transactional process. This means you’ll have to vigilant, proactive, and on the ball. Of course, it’s much easier to be an agent when everything is going great and flowing naturally. It’s when things take an unexpected or negative turn that true talent is really tested. Accordingly, show your clients that you are confident and in control by remaining adaptable, communicative, and clear in your problem-solving approach.

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Never underestimate the power of listening As an agent, you are probably well-versed in putting out fires and sourcing solutions. Sometimes, however, clients are really looking to you as a confidante and a listening ear. You’d be surprised how much nervousness you can resolve by simply offering a listening ear and offering reassurance. Sometimes it’s not about providing a band-aid or a practical solution; oftentimes, it’s all about listening. Clients need to feel like they’re being heard, even if you’ve heard it all before. By listening to their fears, acknowledging their perspective, and reiterating their goals—you display your empathy and understanding, which is often just what a client 20

needs to feel better. In other words, you don’t have to break out the graphs and data each time a client airs his or her insecurity. First, slow down, listen, and interact on a personal level. You may stop an emotional upheaval in its tracks simply by putting your listening cap on.

Not all clients are alike. Some will require a little more hand-holding than others, but it’s your job to put yourself in their perspective, recognize the milestone at hand, and managing the personalities you’re working with. The next time you feel frustrated by a client’s unpredictable emotional energy, keep these insights in mind as you diffuse the situation, steer them to a place of comfort, and fortify your interpersonal skillset in the process.

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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 22

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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ELAINE GALLAGHER Elaine Gallagher has always been very passionate about real estate and started her career in 1990.

Since then she has forged a reputation as a loyal, hard-working agent who is passionate about real estate and about making sure her clients have the best experience possible. Celebrating 30 years in real estate this year, Elaine serves the North County from Rancho Santa Fe to Del Mar to La Jolla to Coronado under the brokerage of Pacific Sotheby’s International Realty. As she likes to say, “I sell the Ranch and Coast.”

An impressive 95% of Elaine’s business comes from repeat and referral clients. “Because I’ve been selling for 30 years, I have an incredible database of very loyal clients who refer me to their family and friends,” she says. It’s easy to see why: Elaine understands that the client comes first. “I treat people the way I want to be treated. I listen to exactly what’s important to them. I don’t try to sell them something, I try to listen to what’s important to them and their lifestyle.”

Elaine draws on a great depth of experience to help her clients. She has developed four spec homes, so she knows the process from beginning to end: from finding the lot, and all the decisions and details that go along with that, to bringing the completed home to market and closing the sale. She has flipped several houses as well. “I have worked with a number of properties that need an enormous amount of work and updating, so I understand how painstaking it is to find the right people and coordinate it all,” she explains.

Her company, Elaine Gallagher & Associates, successfully markets her listings by advertising online and in print media, including but not limited to the prestigious Dream Homes Magazine (consistently for 30 years!), Premier Magazine, American Lifestyle, and the San Diego Union-Tribune, which has over 1 million subscribers. All of her hard work on behalf of her clients has yielded strong results. Selling over 2,100 homes, Top Agent Magazine

with an average price range of $1.5 million dollars, puts her in the top 2% consistently. “I’m proud to say I have been able to exceed expectations throughout my career, as I love the challenge to make it happen.” Elaine has extensive experience working with high-achieving professionals such as athletes, CEOs and celebrities who know they can trust her to respect and honor their privacy on their behalf.

Giving back to her community is important to Elaine, and she has donated and been involved in numerous charities throughout her career. When she is not working, she loves spending time with her family and friends, and taking long walks on the beach and in the park with her son’s dog. “I love living in beautiful Del Mar and have owned a few homes in the ranch,” she says, “but there is something very special about living at the beach that is just priceless.”

In the future, Elaine hopes to expand her team so that she can do even more to help her clients. “I want people who have the same passion and compassion that I do, so I can take it to the next level,” she says. “Fortunately I have earned a great reputation for helping my clients and achieving their goals. I truly care about my clients’ success and their families’ success. I want to help not only them, but also their children, relatives and friends.”

For clients who want an agent who will listen, surpass their goals and take it to a more personal level, Elaine will exceed their expectations.

To find out more about Elaine Gallagher, email elaineghomes@gmail.com, visit elainegallagher.com, or call 858-449-4786 https://

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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

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,

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

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

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Visualization helps you work efficiently and keep your cool.

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

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

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

2

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibil28

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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Top Agent Magazine

LISA MAILHOT Lisa Mailhot got her start in real estate five years ago as an investor, before becoming an agent full-time. In just a few years, she has established herself as one of the top agents in California’s Inland Empire. “Building wealth through real estate has always been a passion of mine,” she says. “I love everything about real estate. It is a constantly changing, fast-paced business, and I welcome that challenge.”

Lisa and her team at Realty Masters & Associates serve the Inland Empire, including all of San Bernardino and Riverside counties, with a special focus on Redlands, where they are located. About 60-70% of her business consists of repeat and referral customers, who keep coming back and sending their friends and family to work with Lisa because of her expertise, hard work, and organizational prowess. “We’ve put systems into place that are scalable and make everything run smoothly,” she explains. “We’re not relying on guesswork. What’s driven our success is setting up these systems to help give our clients the best experience possible.”

Part of that organization is the comprehensive contact management system Lisa and her team use to make sure they stay in touch with past clients. Whether it’s a phone call, stopping by for a visit, sending an updated market report, or just a quick text “hello” to see how everything is going, Lisa prides herself on keeping in contact with her network.

That thorough, thought-out approach also extends to how Lisa markets her listings. “We like to pre-market the listings, so we always take extra care to make sure a home is fully prepared so it will truly dazzle in photos,” she says. In addition to staging the home, she and her team make use of cutting-edge photography techniques to make a home stand out, including “360” tours, drone footage, virtual stagings, and twilight photos. “Then we do an entire marketing campaign that includes Facebook,

Google, live videos, and a major presence on social media,” Lisa says. “And for the first weekend we always do a mega-open house, which we advertise for a couple weeks. We try to build the open house up to have as many people as possible and make it a huge event.”

Lisa’s hard work on behalf of her clients has yielded impressive results. Last year her team handled over 50 transactions, and this year she hopes to double that. Her average listing price is in the neighborhood of $400,000, and her average purchase is around $350,000.

Lisa’s success has driven her to grow her team quickly, and she has been excited to bring aboard new team members.

“I like the challenge of having to grow constantly,” she says. “Only two years in the industry, we’ve grown so much and so fast. I like that we’re experienced, but we’re also always learning and growing and trying to be innovative. That is an amazing challenge.”

Community involvement is central to Lisa’s values. She works with Financial Peace University, teaching people how to become debt-free and have financial freedom. She also plans to sponsor a local school to teach the program to their students. Lisa is part of the Redlands Rotary club, and she fundraises for Redlands Bowl, a local free arts venue. When she is not working, Lisa loves spending time outdoors with her son and traveling. She also remodels homes as a hobby, and stays busy working on her own home and yard.

In the future, Lisa plans to continue growing her team and her business. ““I’m passionate about helping people learn and grow and be successful,” she says. “I’m looking to grow leaders, to teach them and help them move on to grow their own business. Whether it’s my team, my clients, investors or other agents in the community, I want to contribute to the success of other people, not just my own.”

To find out more about Lisa Mailhot, please call 951-204-3544, email lisa@dreamteam-re.com, or visit dreamteam-re.com www.

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