SOUTHERN CALIFORNIA 2-8-21

SOUTHERN CALIFORNIA EDITION

FEATURED AGENTS

MIKE CHOU JOHN FIELDS MATT & JAMIE NUNEZ SANA SALEH SPENCER WEINBERG OMID YOUSOFI

COVER STORY

ANDREW HASKINS

Take My Word For It:

The Power of Testimonials & Making Word-of-Mouth Count 7 SIMPLE TIPS

That are Proven to Help You Stay Ahead of the Competition

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.

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

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

MIKE CHOUJOHN FIELDS

every home is showcased its best Mike Chou began his careerJohn in real estate Fields, a realtor in Torrance, CA, people in realize theirlight. dreams 7 16 19 Passionate about philanthropy and animal as a mortgage loan officer, and the knowlcame into real estate almost by chance also enjoys meeting all ki welfare, Mike donates a portion of everyand edge and experience he gained in that to buy and sell houses after attempting through his business, part time.

But he soon found fulfilment carries over into client’s his comm transaction to a charity of his field helped him hit the ground running. in his work, and with 32 years of expement too.

John cares dee choice. Mike has worked to make philan“It was a natural transition,” Mike says. rience in the industry, he’s proven it was integrity thropy part of the culture ofand his historical team, andvalu In his first year, Mike was incredibly certainly not the wrong choice.

John’s neighborhoods. recent he is excited about the difference He he and successful, working entirely from referextensive expertise in all things real estate WEINBERG prevent the construction of SPENCER his team are capable of making through rals. “Things justMATT took&off from there,” OMID YOUSOFI JAMIE NUNEZ ANDREW HASKINS MIKE CHOU JOHN FIELDS SANA SALEH is apparent in every aspect of his practice. in a historical district after l consistent donations.

In his free time, Mike says.

“I think I found success ue phenomenon in the real estate social part-time media.

Jamie’s clients He has only one assistant workresidents’ opposition to the Spencer Weinberg, 26, Matt did and not start out listings via Instagram and Facebook ads, Sana Saleh has been one of the top she is never blindsided and can always up ofwatching met our requir Matt and Jamie Nunez aremy a love the level communication that parents work Mike loves spending with his two because I found passion.”

20Growing 23tennishis 24 and 27time in real estate.

“I played college he is always ready to hit the ground ing withLos him,they and prefers to managefulfill eacha client’s need. “I have connections undertakings like this, Joh d couple who offer real estate bring to the table. producing Realtors in the Greater ANDREW as brokers, it his was onlyHenatural for Omid the one,chilhe le and became a coach once I graduated,” running. media hasand reallyher changed dogs, and his“Social girlfriend two as a team. Based in Southern stage of the process on own. relies community together to eff Angeles an extremely competiand vendors at my fingertips, whether he says.

“About two years ago, I started my business for the better.” nia, Matt and Jamiearea, serveHASKINS anyWhen Matt and Jamie first meet a Yousofi to enter the real estate industry ation process, Asstage an animal lover, also enjoys At tive Keller Williams South Pasadena, on aworking roughly rate of repeat andwe’re referrapidlyhe developing city, w from San Diego to Los Angeles primary aim is to establish market, for yearsinnow.

She’s beenfor client, looking todren. quickly a home aor a50% realtheir estate investment firm verywhere in between.

Matt is a genuine relationship right out the himself.

“Some ofalways-changing my earliest memoreduction inistha visiting farm sanctuaries.

California, Mike founded the Chou Team, inkeeping Southern California.

I was doing ac- make Outside of work, Spencer enjoys investing ral, his focus on the state of fort and character of a neighborhood featured in Top Agent before, and since repairs, from painting, to building Captain for The Los Angeles gate. “The big word is ‘trust’. We quisitions the value add, fix and flipto time in his community. this through has then she’s continued toAgent. increase her anhis ADU, to doinghe the landscaping, I work Thoughus ries going to houses,” esc where hewhile isonly a Principal With ainclude team of ninerealty in hisfor area. committed specialization ire Department, Jamie is walk inHe the is door holding handsopen and division. The CEO took me under his us been complicated by the COVID-19 ess Coach at a local gym in the tell them all about us.

People trust volume and expand her network.

Sana’s with people who are highly recommended A true Southern Californian, John spend in Old Torrance, the historical center of the andmost likes aboutSpencer what loves he does his ability ex teen,where Mike’s team dedicated, and highly explains.

Before earning realcity, estate ais similarly wing, and it’sfrom all the taken off from there.” outbreak, volunteering Empire they reside.

Matt is versatile, start,” Matt says.

This is What the his Mike magic is boundless maintains confidencea very and who have a good track record,” Sanaswimming ensuccessful, in the businessformula for four years, other big piece of the puzzle when it at the beach, and playing with tennis organizations and giving specific knowledge of the area. connect withofpeople, and the opportunity Even to giveafter back. and they have been license, recognized by Reallike family. he attended theto University thev for three, and abilities, together they’ve comesofto Spencer’s treating clientsbusiness in her personalized and efficient proclaims.

With so many people on her The majority back.

When he is not working hard or though loves therealize charm of hismy state & JAMIE SANA SPENCERaWEINBERG OMIDhe YOUSOFI ped a successfulin withWall a solid MATT foundation MattNUNEZ andSouthern Jamie trust isSALEH the key to a mutually “When was in my twenties, didn’t Trends Street Journal for their impressive California, obtaining bachhelp go comes fromknow thatthat same investor.

“I am volunteering time, Spencer and what hisus find service career forthe her clients, and a ofvast network side, it’s Ino wonder that Sanahow hashisItough such nd care. This married team has garnered a greatJohn beneficial working relationship.

Theyand givetransparency, honest takes pride in honesty qualities edges the business can be ther very grateful for our partnership,” Spencer explains. fiancé like to spend time with family, travel as much passion was,” Mike says, “but now I realize that my volume.

With seasoned agents on the team, the Mike degree civil engineering, thenclients. They rest easy repairs and sm ofbyconnections thattheir enable tackleelor’s any good relationships with her success generating trust with clients her and tofeedback and usesituation. their knowledge in of their local market which he believes seem to be from disappearing in California is an he concedes. R saw my loyalty and drive the beginning, as possible, play golfanything-goes and tennis, and runstate,” marathons. g Chou them as they would their own lovedaones. to“He ensure they always meet their clients’ expectations. knowing that their needs will always be met when passion is giving back.

It thrills me to be able toeven do this.” group serves wide geographic area, including went to Estate law school.

Omid’s love for real He volunb The Fire Family Real team now consists of five soestate.

I took his guidance and ran with it.

The trust we real “I’m very diligent in what I do, and I’m strenuous field, so John keeps his future CONTENTS Sana has an excellent track record of consistently working with Sana. eat you like family.”

This is the mottoLos for Matt Buyers’ Agents, to whom Matt and Jamie have shown Pasadena, downtown Angeles, Orange County, and have isestate amazing.”

Spencer gets the best of both worlds Lookinghe future, has house some ideas.

“My some rea brought him back the business grew upSpencer our for very honest,” heandsays.

John is to dedicated to giv- to the simple and sincere, justiflike his busines mie’s closing realty company, Fire volume Family Real Estate,also the same of guidance care that they show a large every single yearlevel – she’s done working alongside the investment team while having plan isMike to keepand evolving,” he explains.

“We want toexpand For the future, his team have goals to the San Gabriel Valley.

Mike has been recognized for ey live by it in all 4) walksHOW of life. Their clients to his their clients own clients.

Collectively, the team does 8-12 in, so he hit the ground running as an agent in 2005. give Omid Yousofi the hig TO BUILD A TEAM THAT 21) THINGS YOU CAN DO TO ing as much information as possible, even He aims to find a way, in the aggressive a over $40 million in sales in 2020the alone.

This requires In her free time, Sana likes to$40 travel andin hike with entrepreneurial hit over million volume next year. The mission iate that they do everything in their power to transactions per month. freedom to run his own real estate their geographic reach, with their sights set on northern his exceptional business, earning a spot as one of the business.

In 2020, Spencer completing istalked to improve neighborhoods and communities his own expense: on several occasions, he has world of California real estate, to promo a great deal of talent, dedication, and hard work, allITS of her family.

SheANTICIPATE also works withtheir various non-profits Today he and aanticipates business partner have own is rebuild outstanding.” that every transaction goes according toBIG plan,at NO WILL WIN MATTER SIZE YOUR CLIENT’S NEEDS around $20 Million in sales volume with over 45 across Southern California.

The idea is to atTop eachwhich client comfortable byhisThey hope to continue to grow their business in the California.

With a firm belief in making a clients, positiveand 100feels Agents inandthe Nation.

Sana exhibits insatisfied spades. in the Greater Los Angeles area.

Her plans for the way year, outaiming ofwith deals by their telling clients more about ness, remain honest with always his firm, about five agents for athem.

Titan me the sale is closed. Matt and Jamie give their coming to increase volume by at working successful transactions. increase your knowledge and be a good person.” future are to continue to build out her growing team, charitable donation, Mike is also hoping TAKE WORD FOR IT:other than most agents would.

But through it’sdel a small and devoted realty practice until he retire heir careers because13) they genuinely wantMY to seeproperty least 25%.

They are looking to expand their sphere ofCorona Pacific Group is based inimpact Mar (Newport During any free time, O 4 WAYS MENTORING that personal connection with her lients Sana succeed.also This stresses is a big reason why they influence in the future as well.

If you’re into need of real 25) and expand geographically to cover more areas of to expand his team’s community involvement.

“We sacrifice, because John prioritizes above all his clients’ With half of their business coming from repeat clients When asked what sets him apart, he says, “It’s my THE POWER OF TESTIMONIALS & most 90% of their business fromkeys repeatto clients estate service in Southern California, don’t hesitate to Beach), but serves the Sana’s entire southern California member of Leadership To clients is one of the her success.

Sana’s favorite Zillow reviews speakEMPLOYEES for themUP-AND-COMING ability responsive.

ThisCalifornia. is such a fast-paced ferrals.

“We treat every onethe of our team’s clients likeability call Matt andbe Jamie Nunez today! toto make informed decisions.

Hebusimakes sureto make have the chance a real difference,” says. andaspect referrals, commitment to customer MAKING WORD-OF-MOUTH COUNT of her homebuyer dreams come region, from Los Angeles to San Diego. of theMike Orange Coun ness and even more so in today’s world instant selves; if where you’re in need of real estate service in board the and family,” Jamie says.job “Weisaremaking people who MAKES YOU A BETTER AGENT never to push people into deals and remains patient and service is what keeps people coming back.

“I have a bout people.” so high. you need to get sometrue, and she makes it her missiongratification to achieveisthat goalWhen Los Angeles area, there’s no Realtor who does a better He also loves playing gol considerate of their thing done, you’ve gotneeds. to give it to a busy agent.”

17) 7“For SIMPLE TIPS THAT ARE service background,” Mike says.

“I’m a job great forstress every client. people worked with than Sana Saleh. ndcustomer Jamie consistent communication a vi- who have “One hundred percent of our business is based on with family. ality inme building “Weand in the pastwith– clients. there’s a are commitment where they PROVEN TO HELP STAY AHEAD listener.

Irapport always listen try toYOU figure out where the in real estate is Spencer’s favorite part of working ery good at picking up our phones at all times,”To stay in referrals andpast repeat business,” he yearly explains. From touch with clients, John makes become like family,” Sana says.

“When I’m looking keeping up with the pace. lovesee the chase and finding client is coming from, and– what their goals are,“I to says.

“We don’t putOF up a THE façade forCOMPETITION people calls, sends out cards and and puts flags theI share start, Omid trust advocacy his top Looking ahead, Omid i buyyou them home, I evaluate it and with ou seeto is what get.” a Matt and Jamie aim tophone new properties.

There iscalendar nevermakes a dull moment,” he up I can be of help.

Listening is a value of mine, and cthow in the way they present themselves and their says.

“It is such an exciting business that I feel like a at clients’ homes for the 4th of July.

He stays neighthem transparent feedback as if I was to buy it & Jamie priority.

“Our clients his business. He loves e For going more about Matt Nunez, trust us to make the right edge theirteam.” clients. They also try to maintain of tomy kidsure in a that candy store every day.” call Matt at with (909) I always want make it’s also a 702-6441, borhood-oriented his market listings as well, bility for at allmyself. times – Matt and Jamie keep to their decisions and guide them properly through the does, and can’t wait to s Jamie at (951) 252-4968, s on and are known for answering them without Phone 310-734-1440 |firefamilyrealestate@hotmail.com Fax 310-734-1440 good financial decision for them.

Clients really look preferring to stick to his belief For Sale signs, fliers email To keep himself ahead of the pack, in Spencer markets hroughout the year, they keep up with past and transaction process.”

Whether they’re assisting an “We have a really sustai to me as acare partner, notthe justheart aand realmost estate agent.”

The or visit firefamilyrealestate.com. is at of Mike’s business, and open houses in addition to online listings on the of his listings via social media and utilizing t Customer clients through texts, letters, phone calls, and mag@topagentmagazine.com | www.topagentmagazine.com experienced investor or a first-time buyer, business model. I would level of trust that Sana builds with her clients keeps the MLS. He prefers to do his marketing homework he is diligent about keeping in touch clients.

MLS. With with these past simple but effective methods, hehome is Copyright Top Agent Magazine find out Weinberg, more about John before listing amake property, though.

“You only have onewithout them coming back to her issue and recommending her to No portion of this may reproduced insure any manner consent ofTothe publisher.

Top they everyone is on the same wealth forAgent my clients an Toprior learnpage more and about Spencer to be do up to 20 transactions inwhatsoever a good year.

This Halloween, his team able dropped off pumpkins, and to promote your listing on theAlthough MLS andprecautions be the please call 619-508-6923 their friends and family. please email at fields.john@a Magazine is published bytime Feature Publications GA, Inc. are taken to ensure the accuracy of published knows whatheissays. coming next. haveor aemail motto of, ship dreams come true.” new kid on the block,” “I don’t hold back“We on for Thanksgiving they areMagazine giving away pies. materials, Top Agent cannot be vegan held responsible for opinions expressed or factssweinberg@verticalre.com. supplied by its authors.

617-5850, or visit him ®call (310) marketing budgets!”

He drives up the urgency for his John has professed his passion for helping people and ‘You should expect more from your REALTOR ,’” emphasizes timely response to clients, and she AsSana for marketing, Mike and his team do everything in To subscribe or change address, send inquiry to mag@topagentmagazine.com.

You can contact Sana by phone at (818) 324-8062 providing the knowledge they “I to like helping the best at torrancesouthbay.com Omid explains.

Committed providing orneed. by email at sanasaleh@rodeore.com. makes herself available to them at any timemuch of theexposure Published inathe U.S. their power to give client’s listing as To out more about Mike Chou, You find can also visit: “All my clientsinareMandarin, number one,” she is says. experience possible and eliminating stress for Copyright Top Agent Magazine as day. possible.

Fluent Mike able“I to reachzillow.com/profile/sanasellshome/#reviews call 626.271.0369, don’t stop until I’ve executed to their expectations.” their clients, it’s clear why theyplease are exceeding or sanasaleh.rodeore.com diverse populations through advertising.

Copyright Agent Magazine 3 Top Ag OpenTop communication is importantmultilingual to her, but she also You can findemail her on Facebook at mike@teamchou.com, expectations.

With drone aphotos videos,she 3Dcan walk-throughs, and facebook.com/sanasellshomes maintains networkand of contacts call on to or visit thechouteam.com www.

www.

https://

www.

www.

How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales.

4

So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

Top Agent Magazine

Top Agent Magazine

Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal.

Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude.

Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance.

Top Agent Magazine

Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

Top Agent Magazine

5

help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it.

It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

6

Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible.

Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

Top Agent Magazine

Top Agent Magazine

ANDREW HASKINS Top Agent Magazine

7

At the start of each morning, Andrew Haskins, a devoted family man, wakes up and takes his four little boys, Miles, Jonathan, Benjamin and Christopher, to play basketball in the park near his house. After spending some quality time with his kids, he gets to work for his clients—helping them with everything from managing their taxes

to attaining a mortgage or even purchasing their first homes.

Today, Andrew is a Realtor, Loan Officer, Tax Preparer and Public Notary for Rantax, Inc., where he serves clients throughout the Inland Empire and its surrounding areas. Along with the other six

Top Agent Andrew Haskins is a Realtor, Loan Officer, Tax Preparer and Public Notary for Rantax, Inc., where he serves clients throughout the Inland Empire and its surrounding areas.

8 Copyright Top Agent Magazine

Top Agent Magazine

members of his office, he is a licensed accountant, loan officer and real estate agent, giving him the ability to meet the needs of any transaction.

“I provide a one stop shop for all my clients,” he says. “My licenses allow me to answer any questions they may have or troubleshoot any problems we may encounter over the course of our deal.”

Top Agent Magazine

When listing a home, Andrew offers expert advice on the current market conditions. After helping his sellers prepare their property, he proceeds to share it over a variety of targeted digital and social media campaigns. Moreover, he leans on his extensive client base and professional network to better connect a home with its ideal buyer. But Copyright Top Agent Magazine 9

“More than anything, I love to see the excitement on my clients’ faces when they buy their first home, save money on their interest rates for their refinances, or receive a refund on their taxes. There’s no better feeling in the world.” through it all, he keeps the process easygoing and stress free—no matter what.

Elsewhere, Andrew streamlines the buying process by supplying his clients careful guidance at each step of their transaction. Through the years, he has earned a terrific reputation throughout the Inland Empire, with the vast majority of his volume coming from either repeat clients or referrals. “This is one of the only careers where 10Copyright Top Agent Magazine

you can regularly see people crying happy tears,” he says. “More than anything, I love to see the excitement on my clients’ faces when they buy their first home, save money on their interest rates for their refinances, or receive a refund on their taxes. There’s no better feeling in the world.”

Outside his career, Andrew is tremendously active within his community. Not only is he deeply Top Agent Magazine

involved with his church, but he also offers free financial consultations for area businesses, all to support the local economy. When he’s not with clients or giving back, he can be found relaxing with his beloved wife, Keshawna, with their children and pet dog. In fact, Keshawna is in the industry right alongside him.

Top Agent Magazine

Last year has been particularly challenging for Andrew, due to the unexpected loss of his father, Drake Haskins, which occurred just six days after the birth of his son, Christopher. Alongside never getting to introduce his father to his newborn son, Andrew was devastated that his dad had not lived long enough to see him purchase Copyright Top Agent Magazine11

a house. So, in honor of his memory, Andrew arranged to close on escrow his first home on his late father’s birthday. “I wanted to record the grant deed of my wife and me becoming homeowners on his birthday,” Andrew says. “I acted as lender on the loan and the real estate agent, representing myself to get the deal done.’

Looking ahead to the future, Andrew has strong plans for his business. As his volume continues to grow, he intends on further raising the bar of client service in his community and sphere. “My wife and I want to do this forever,” he says. “At Rantax, I’ve found a truly fulfilling career; I couldn’t imagine doing anything else.”

To learn more about Andrew Haskins call (909) 295-5506, email andrew@rantax.com, visit rantax.com www.

12Copyright Top Agent Magazine

Top Agent Magazine

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.

Top Agent Magazine ®

13

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 show14

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.

Top Agent Magazine ®

Top Agent Magazine

Top Agent Magazine

15

MIKE CHOU Mike Chou began his career in real estate as a mortgage loan officer, and the knowledge and experience he gained in that field helped him hit the ground running.

“It was a natural transition,” Mike says.

In his first year, Mike was incredibly successful, working entirely from referrals. “Things just took off from there,” Mike says. “I think I found success because I found my passion.”

At Keller Williams in South Pasadena, California, Mike founded the Chou Team, where he is a Principal Agent. With a team of nineteen, Mike’s team is versatile, dedicated, and highly successful, and they have been recognized by Real Trends in the Wall Street Journal for their impressive volume. With seasoned agents on the team, the Mike Chou group serves a wide geographic area, including Pasadena, downtown Los Angeles, Orange County, and the San Gabriel Valley. Mike has been recognized for his exceptional business, earning a spot as one of the Top 100 Agents in the Nation.

With half of their business coming from repeat clients and referrals, the team’s commitment to customer service is what keeps people coming back. “I have a customer service background,” Mike says. “I’m a great listener. I always listen and try to figure out where the client is coming from, and what their goals are, to see how I can be of help. Listening is a value of mine, and of my team.”

Customer care is at the heart of Mike’s business, and he is diligent about keeping in touch with past clients.

This Halloween, his team dropped off pumpkins, and for Thanksgiving they are giving away vegan pies.

As for marketing, Mike and his team do everything in their power to give a client’s listing as much exposure as possible. Fluent in Mandarin, Mike is able to reach diverse populations through multilingual advertising.

With drone photos and videos, 3D walk-throughs, and impeccable staging, Mike and his team ensure that 16

every home is showcased in its best light.

Passionate about philanthropy and animal welfare, Mike donates a portion of every transaction to a charity of his client’s choice. Mike has worked to make philanthropy part of the culture of his team, and he is excited about the difference he and his team are capable of making through consistent donations. In his free time, Mike loves spending time with his two dogs, and his girlfriend and her two children. As an animal lover, he also enjoys visiting farm sanctuaries.

What Mike likes most about what he does is his ability to connect with people, and the opportunity to give back.

“When I was in my twenties, I didn’t realize what my passion was,” Mike says, “but now I realize that my passion is giving back. It thrills me to be able to do this.”

For the future, Mike and his team have goals to expand their geographic reach, with their sights set on northern California. With a firm belief in making a positive impact through charitable donation, Mike is also hoping to expand his team’s community involvement. “We have the chance to make a real difference,” Mike says.

To find out more about Mike Chou, please call 626.271.0369, email mike@teamchou.com, or visit thechouteam.com www.

Copyright Top Top Agent Agent Magazine Magazine

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

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

Top Agent Magazine

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

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

Top Agent Magazine

17

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

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

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

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

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

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

4. Keep up to date

7. Be a great boss

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

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

18

Top Agent Magazine

Top Agent Magazine

JOHN FIELDS John Fields, a realtor in Torrance, CA, came into real estate almost by chance after attempting to buy and sell houses part time. But he soon found fulfilment in his work, and with 32 years of experience in the industry, he’s proven it was certainly not the wrong choice. John’s extensive expertise in all things real estate is apparent in every aspect of his practice.

He has only one part-time assistant working with him, and prefers to manage each stage of the process on his own. He relies on a roughly 50% rate of repeat and referral, keeping his focus on the always-changing state of realty in his area. He is committed to his specialization in Old Torrance, the historical center of the city, and maintains a very specific knowledge of the area.

John takes pride in honesty and transparency, qualities which he believes seem to be disappearing in California real estate. “I’m very diligent in what I do, and I’m also very honest,” he says. John is dedicated to giving his clients as much information as possible, even at his own expense: on several occasions, he has talked his way out of deals by telling clients more about a property than most other agents would. But it’s a small sacrifice, because John prioritizes above all his clients’ ability to make informed decisions. He makes sure never to push people into deals and remains patient and considerate of their needs.

To stay in touch with past clients, John makes yearly phone calls, sends out calendar cards and puts up flags at clients’ homes for the 4th of July. He stays neighborhood-oriented with his market listings as well, preferring to stick to his belief in For Sale signs, fliers and open houses in addition to online listings on the MLS. With these simple but effective methods, he is able to do up to 20 transactions in a good year.

John has professed his passion for helping people and providing the knowledge they need. “I like helping Top Agent Magazine

people realize their dreams,” he says. He also enjoys meeting all kinds of people through his business, and this quality carries over into his community involvement too. John cares deeply about the integrity and historical value of Torrance neighborhoods. He recently worked to prevent the construction of a gas station in a historical district after learning of the residents’ opposition to the project. With undertakings like this, John brings the community together to effect change in a rapidly developing city, when the comfort and character of a neighborhood is at stake.

A true Southern Californian, John spends his free time at the beach, swimming and playing volleyball. But though he loves the charm of his state, he acknowledges how tough the business can be there. “California is an anything-goes state,” he concedes. Realty can be a strenuous field, so John keeps his future business plans simple and sincere, just like his business philosophy.

He aims to find a way, in the aggressive and fast-paced world of California real estate, to promote local business, remain honest with his clients, and run an ethical and devoted realty practice until he retires.

To find out more about John Fields, please email at fields.john@att.net, call (310) 617-5850, or visit him online at torrancesouthbay.com www.

19 Copyright Top Agent Magazine

MATT & JAMIE NUNEZ A unique phenomenon in the real estate world, Matt and Jamie Nunez are a married couple who offer real estate service as a team. Based in Southern California, Matt and Jamie serve anywhere from San Diego to Los Angeles and everywhere in between. Matt is a Fire Captain for The Los Angeles City Fire Department, while Jamie is a Fitness Coach at a local gym in the Inland Empire where they reside. Matt has been in the business for four years, Jamie for three, and together they’ve developed a successful career with a solid foundation of trust and care. This married team has garnered a great deal of success by generating trust with their clients and treating them as they would their own loved ones.

“We treat you like family.” This is the motto for Matt and Jamie’s realty company, Fire Family Real Estate, and they live by it in all walks of life. Their clients appreciate that they do everything in their power to ensure that every transaction goes according to plan, and that each client feels comfortable and satisfied by the time the sale is closed. Matt and Jamie give their all to their careers because they genuinely want to see their clients succeed. This is a big reason why they get almost 90% of their business from repeat clients and referrals. “We treat every one of our clients like friends and family,” Jamie says. “We are people who care about people.”

Matt and Jamie stress consistent communication a vital quality in building rapport with clients. “We are both very good at picking up our phones at all times,” Jamie says. “We don’t put up a façade for people – what you see is what you get.” Matt and Jamie aim to be direct in the way they present themselves and their knowledge to their clients. They also try to maintain reachability at all times – Matt and Jamie keep their phones on and are known for answering them without fail. Throughout the year, they keep up with past and present clients through texts, letters, phone calls, and 20

social media. Matt and Jamie’s clients love the level of communication that they bring to the table.

When Matt and Jamie first meet a client, their primary aim is to establish a genuine relationship right out the gate. “The big word is ‘trust’. We walk in the door holding hands and tell them all about us. People trust us from the start,” Matt says. This is the other big piece of the puzzle when it comes to treating clients like family.

Matt and Jamie know that trust is the key to a mutually beneficial working relationship. They give honest feedback and use their knowledge of their local market to ensure they always meet their clients’ expectations.

The Fire Family Real Estate team now consists of five Buyers’ Agents, to whom Matt and Jamie have shown the same level of guidance and care that they show to their own clients. Collectively, the team does 8-12 transactions per month.

They hope to continue to grow their business in the coming year, aiming to increase their volume by at least 25%. They are looking to expand their sphere of influence in the future as well. If you’re in need of real estate service in Southern California, don’t hesitate to call Matt and Jamie Nunez today!

For more about Matt & Jamie Nunez, call Matt at (909) 702-6441, Jamie at (951) 252-4968, email firefamilyrealestate@hotmail.com or visit firefamilyrealestate.com.

Copyright Top Top Agent Agent Magazine Magazine

Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

Top Agent Magazine

GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

21

goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 22

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

Top Agent Magazine

SANA SALEH Sana Saleh has been one of the top producing Realtors in the Greater Los Angeles area, an extremely competitive market, for years now. She’s been featured in Top Agent before, and since then she’s only continued to increase her volume and expand her network. Sana’s magic formula is boundless confidence in her abilities, personalized and efficient service for her clients, and a vast network of connections that enable her to tackle any situation.

Sana has an excellent track record of consistently closing a large volume every single year – she’s done over $40 million in sales in 2020 alone. This requires a great deal of talent, dedication, and hard work, all of which Sana exhibits in spades.

Sana also stresses that personal connection with her clients is one of the keys to her success. Sana’s favorite aspect of her job is making homebuyer dreams come true, and she makes it her mission to achieve that goal for every client. “For people who have worked with me in the past – there’s a commitment where they become like family,” Sana says. “When I’m looking to buy them a home, I evaluate it and I share with them transparent feedback as if I was going to buy it for myself. I always want to make sure that it’s also a good financial decision for them. Clients really look to me as a partner, not just a real estate agent.” The level of trust that Sana builds with her clients keeps them coming back to her and recommending her to their friends and family.

Sana emphasizes timely response to clients, and she makes herself available to them at any time of the day. “All my clients are number one,” she says. “I don’t stop until I’ve executed to their expectations.”

Open communication is important to her, but she also maintains a network of contacts she can call on to accomplish any task at a moment’s notice. This way Top Agent Magazine

she is never blindsided and can always fulfill a client’s need. “I have connections and vendors at my fingertips, whether we’re looking to quickly stage a home or make repairs, from painting, to building an ADU, to doing the landscaping, I work with people who are highly recommended and who have a good track record,” Sana proclaims. With so many people on her side, it’s no wonder that Sana has such good relationships with her clients. They rest easy knowing that their needs will always be met when working with Sana.

In her free time, Sana likes to travel and hike with her family. She also works with various non-profits in the Greater Los Angeles area. Her plans for the future are to continue to build out her growing team, and to expand geographically to cover more areas of California. Sana’s Zillow reviews speak for themselves; if you’re in need of real estate service in the Los Angeles area, there’s no Realtor who does a better job than Sana Saleh.

You can contact Sana by phone at (818) 324-8062 or by email at sanasaleh@rodeore.com.

You can also visit: zillow.com/profile/sanasellshome/#reviews or sanasaleh.rodeore.com You can find her on Facebook at facebook.com/sanasellshomes and Instagram @sanasellshomes as well www.

https://

www.

Copyright Top Agent Magazine 23

SPENCER WEINBERG Spencer Weinberg, 26, did not start out in real estate. “I played college tennis and became a coach once I graduated,” he says. “About two years ago, I started working for a real estate investment firm in Southern California. I was doing acquisitions for the value add, fix and flip division. The CEO took me under his wing, and it’s all taken off from there.”

The majority of Spencer’s business comes from that same investor. “I am very grateful for our partnership,” Spencer explains.

“He saw my loyalty and drive from the beginning, so I took his guidance and ran with it. The trust we have is amazing.” Spencer gets the best of both worlds working alongside the investment team while having the entrepreneurial freedom to run his own real estate business. In 2020, Spencer anticipates completing around $20 Million in sales volume with over 45 successful transactions.

listings via Instagram and Facebook ads, and he is always ready to hit the ground running. “Social media has really changed my business for the better.”

Outside of work, Spencer enjoys investing time in his community. Though this has been complicated by the COVID-19 outbreak, Spencer loves volunteering with tennis organizations and giving back. When he is not working hard or volunteering his time, Spencer and his fiancé like to spend time with family, travel as much as possible, play golf and tennis, and run marathons.

Looking to the future, Spencer has some ideas. “My plan is to keep evolving,” he explains. “We want to hit over $40 million in volume next year. The mission is to improve neighborhoods and rebuild communities across Southern California. The idea is to always increase your knowledge and be a good person.”

When asked what sets him apart, he says, “It’s my ability to be responsive. This is such a fast-paced business and even more so in today’s world where instant gratification is so high. When you need to get something done, you’ve got to give it to a busy agent.”

Spencer’s favorite part of working in real estate is keeping up with the pace. “I love the chase and finding new properties. There is never a dull moment,” he says. “It is such an exciting business that I feel like a kid in a candy store every day.”

To keep himself ahead of the pack, Spencer markets most of his listings via social media and utilizing the MLS. He prefers to do his marketing homework before listing a property, though. “You only have one time to promote your listing on the MLS and be the new kid on the block,” he says. “I don’t hold back on marketing budgets!” He drives up the urgency for his 24

To learn more about Spencer Weinberg, please call 619-508-6923 or email sweinberg@verticalre.com.

Copyright Top Agent Magazine Magazine

4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

Top Agent Magazine

25

alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 26

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

Top Agent Magazine

Top Agent Magazine

OMID YOUSOFI Growing up watching his parents work as brokers, it was only natural for Omid Yousofi to enter the real estate industry himself. “Some of my earliest memories include going to open houses,” he explains. Before earning his real estate license, he attended the University of Southern California, obtaining a bachelor’s degree in civil engineering, then went to law school. Omid’s love for real estate brought him back to the business he grew up in, so he hit the ground running as an agent in 2005.

Today he and a business partner have their own firm, with about five agents working for them. Titan Pacific Group is based in Corona del Mar (Newport Beach), but serves the entire southern California region, from Los Angeles to San Diego.

“One hundred percent of our business is based on referrals and repeat business,” he explains. From the start, Omid makes trust and advocacy his top priority. “Our clients trust us to make the right decisions and guide them properly through the transaction process.” Whether they’re assisting an experienced investor or a first-time home buyer, they make sure everyone is on the same page and knows what is coming next. “We have a motto of, ‘You should expect more from your REALTOR®,’” Omid explains. Committed to providing the best experience possible and eliminating stress for their clients, it’s clear why they are exceeding expectations.

When the transaction is over, clients do not hesitate to leave glowing reviews about their time together.

One recently said, “Omid provided full service in the process of finding and purchasing our home. We covered a large area along the southern California coast. After a short while, he knew what we were looking for and only showed us properties that Top Agent Magazine

met our requirements. When we found the one, he led us through the negotiation process, getting us a significant reduction in the asking price. He guided us through escrow and introduced us to a similarly excellent mortgage broker.

Even after the close, he has continued to help us find good tradespeople to make repairs and small changes to the home.

He even volunteers to meet a worker at our house if for some reason, we cannot be there. I give Omid Yousofi the highest recommendation. He is outstanding.”

During any free time, Omid is volunteering as a member of Leadership Tomorrow or serving on the board of the Orange County Chamber of Commerce.

He also loves playing golf, tennis and spending time with family.

Looking ahead, Omid is eager to keep growing his business. He loves everything about what he does, and can’t wait to see what the future holds.

“We have a really sustainable, grass roots kind of business model. I would like to continue building wealth for my clients and make their homeownership dreams come true.”

For more information about Omid Yousofi, call 949-464-7639 or email omid@titanpac.com 27 Copyright Top Agent Magazine

mailto:mag@topagentmagazine.com

28

Top Agent Magazine