SOUTHERN CALIFORNIA 5-18-20

SOUTHERN CALIFORNIA EDITION

IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

5 WAYS TO TRANSFORM

RENTERS INTO OWNERS

COVER STORY

ALEX GANDEL

FEATURED AGENTS

HELENA & SHAWN NOONAN TOM SCROCCO & RANDY ISAACS MIKE WILLIAMS

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 WILLIAMS HELENA NOONAN Helena Noonan entered the world 19 24 of real estate in 2000, after a close friend suggested that she would be great at selling homes. Originally hailing from Rio de Janeiro, Brazil, Helena got her start as REALTOR® serving a high-end clientele in Miami Beach. She currently leads The Noonan Team, alongside her husband, Shawn, with a primary focus in Laguna Niguel and also the TOM SCROCCO MIKE WILLIAMS coastal areas from Newport Beach to & RANDY ISAACS San Clemente.

sipping o of promo have def $55 Mill But for cial succ of some helping homes. an ego, there’s n ALEX GANDEL HELENA & SHAWN getting m NOONAN wanted. clients a As someone who is fluent in English, Portuguese, their face, or knowing and Spanish, Helena has a way with words—a trait asked for. It gives me a that has come in handy during negotiations. “The Mike Williams of t CONTENTSTop broker-associate, way I negotiate is different from other agents. I don’t Outside of work Helen Market office clie approach theCarlsbad process as a win or lose.Center Most of the lovesservices to throw gathering time people think negotiating being strong and person at my core. I ha communities of Oceanside, Carlsba 4) IS STARTING A TEAM THE 18) HOW isTO OVERCOME tough, but actually it’s the opposite. It’s a way of energy in my heart, an RIGHT SOLUTION FOR YOUR YOUR FEARS getting people to do thingsWORKPLACE that you want, without good people into my li Williams When you sit down to talk with Mike Williams, them feeling like they are losing. So, I would say team, their amazingCarl ene BUSINESS? deep ro it quickly becomes clear that you are speaking to being persuasive and charismatic are my biggest each other. It’sfamily very rea 21) INCORPORATING someone who has the intricacies resistrengths.”

And aside frommastered her compelling verbal of it.

Whenhis youthriving put outbus go munities of Oc dential real estate.

Mike’s real estate career started 6) 5 WAYS TO TRANSFORM CHARITABLE GIVINGherIN YOUR skills, Helena also has a way of understanding universe blesses you rig years whenAnd he took “I’m twenty-five very ‘in tune’ withago people. that’sa job as clients and refe RENTERS INTO OWNERS clients. over REAL ESTATE PRACTICE for homes an underwriting assistant in that’s the mortgage not a cliché to say that I love people; not it. It’sdivision Looking ing at the future oi far south as La of a Californian regional bank.

Over the course of just that I understand people intuitively. I can recog- Shawn envision more a decade, Mike worked way up they’re to managing a we are helping s nize where they’re coming fromhis and what 15) 6 WAYS TO GET YOUR 26) CREATIVE WAYS TOgoals, SAY When ho statewide program, developing a deep understandfor.” goals.” And forasked new ag CLIENT TO TRUST YOU looking ing THANK YOU ing and compe of the lending side of the industry alongHelena the says, “Things d ability to creat Eventually, he realized that he more interHelena way. and Shawn believe in the power of was a good work hard to become su “Digging into ested in the relationship side of the business rather marketing strategy, which is why they throw an right by people. That’s is what I find than promoting products and time readingofrate event called “Cupcakesmortgage and Bubbly” every the day, I’m the onl he set out to leverage selling hom Phone 310-734-1440 | Fax 310-734-1440 they putsheets. a new Realizing listing on this, the market.

They find thathis lendknowingor what’s in amy h lifestyle journe ing experience to carve out a niche as a real estate people mingle while enjoying sweets and that matters.” mag@topagentmagazine.com having | www.topagentmagazine.com trust is crucial, agent in San Diego. shying awa No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent To learn more about Shawn &not Helena No Magazine is published by Feature Publications GA, Inc. Although precautions are taken of to transactions ensure the accuracy of published Fifteen years and hundreds later, Mike clients about w noonanteam.com, or email info@noonanteam.com, visit materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. is now one of the top broker-associates at the Keller ket, pricing, or

9

27

http://vibrantrealty.com/AgentRoster?op=agent&act=webprofile&agent_id=1696675839&back_link=yes&callback=%2fAgentRoster%3fop%3dagent%26act%3dlist%26branch_id%3d1679235561

www.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S.

Top Agent Magazine

3

Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in 4

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

Top Agent Magazine

The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless transTop Agent Magazine

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

5

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 6

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

Top Agent Magazine ÂŽ

Top Agent Magazine

1

Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

3

Collaborate with mortgage professionals to find the right financing opportunities

2

Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

Top Agent Magazine ®

7

pay monthly in a mortgage—while building a lasting asset.

5 4

Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

8

Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

Top Agent Magazine ®

Top Agent Magazine

ALEX GANDEL Top Agent Magazine

9

Top Agent Alex Gandel of Pinnacle Estate Properties, Inc., primarily serves the areas of Simi Valley, Ventura County, and the San Fernando Valley.

Alex Gandel began his journey in real estate 40 years ago, inspired by his REALTOR® father as well as a successful roommate who was working as a real estate professional. In 2019 Alex joined Pinnacle Estate Properties, Inc., and together with his team, he primarily serves 10Copyright Top Agent Magazine

the areas of Simi Valley, Ventura County, and the San Fernando Valley.

Alex estimates his repeat and referral rate to be a high 90%. “I’m a relationship-based REALTOR®. Volume is important, obviously, Top Agent Magazine

but it’s how we develop a relationship with a client that truly matters. Our goal is to make each client that we have the privilege of serving feel like they are our only client. It doesn’t matter to us if they are selling a mobile home or a two-million-dollar estate home. Everyone gets treated with the same care and personal attention.” And as the world currently faces the Top Agent Magazine

COVID-19 pandemic, it’s even more critical to Alex that he spends quality time sustaining his client relationships. “In this business, everything is built from your relationships with people. For example, in this challenging time that we’re in right now, I make the concerted effort every day to pick up the phone and call past clients to touch base with them and make Copyright Top Agent Magazine11

“Our goal is to make each client that we have the privilege of serving feel like they are our only client. It doesn’t matter to us if they are selling a mobile home or a two-million-dollar estate home. “ sure they are doing okay. We are all working through the challenge of what is becoming our “new normal” on a daily basis. People want to do business with professionals they trust and can relate to, and that is what we provide each day.”

Being a real estate professional requires certain finesse at times, especially when preparing a 12Copyright Top Agent Magazine

house for showing. “Recently, we had a beautiful but cluttered house to sell. It took multiple conversations for the seller to understand that as beautiful as their stuff was, when a prospective buyer walks into their home, we want them to see the house and not their things.

Communicating this concept is always a delicate process because we don’t want to offend Top Agent Magazine

anybody. It is even more challenging in the current climate, with people transitioning their job from an office environment to working from home. Our professional and experienced team knows what it takes to make it happen.”

For Alex, money has never been the primary driving factor behind his work. “My career has Top Agent Magazine

allowed me to do a lot of things I never imagined I’d be able to do. And it’s not all financial.

Because my motivation in my career has always been relationship centered, I have found a life of fulfillment and success.” This belief in looking past the money and focusing on helping people is also the reason why Alex is deeply involved in helping his community. 20 years Copyright Top Agent Magazine13

ago, Alex started an Annual Turkey Drive. After visiting a local food bank a few weeks before Thanksgiving and finding only a couple of turkeys, Alex took matters into his own hands and started a drive that, with the help of co-workers, volunteers and family, has now provided groceries to thousands of qualified people in need during Thanksgiving. He also volunteers on the Adventist Health Simi Valley Foundation Board

and is a past board member of the Boys and Girls Club of Simi Valley.

When he’s not working, Alex loves to read, play golf with his wife, go to the beach and spend quality time with his family. He has no plans on slowing down his Real Estate business but hopes to one day pass his leadership role to his oldest son, Brad.

To learn more about Alex Gandel, email alex@alexgandel.com, call (805) 522–6788, or visit alexgandel.com www.

14Copyright Top Agent Magazine

Top Agent Magazine

6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything Top Agent Magazine

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

Top Agent Magazine ®

15

1

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

2

Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

3

Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

16

4

Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

5

Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

6

Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

Top Agent Magazine ®

Top Agent Magazine

Top Agent Magazine

17

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

1

ASSESS THE FEELINGS BEHIND THE FEAR

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

2

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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

3

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 18

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

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

4

COMPARTMENTALIZE

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

5

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

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

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

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

Top Agent Magazine

Top Agent Magazine

TOM SCROCCO & RANDY ISAACS

Top Agent Magazine

19

TOM SCROCCO & RANDY ISAACS Tom Scrocco and Randy Isaacs were both in management when they purchased and remodeled a property before selling it in the late 90s. After selling, they both decided to get their real estate licenses, and have been partners in work and life ever since. Today, working for Douglas Elliman, Tom and Randy are in the top 2% of their company.

“About five years ago, Randy and I started a division for the team in Palm Springs, which has been very successful as well,” Tom says. “I’m full time in Palm Springs,” Randy adds, “and Tom goes back and forth [between offices] every two or three days.” Between the two offices, Tom and Randy serve most of the Coachella Valley as well as the Los Angeles area in California. In Palm Springs, the newer location, they estimate about a 40% repeat and referral rate, but see nearly twice that in LA, where they’ve been serving clients for 20 years.

holidays, and we send a physical card for birthdays,” Randy says. “And we call about four times a year,” Tom adds, “so we can keep that connection.”

It’s that connection to clients that Tom and Randy appreciate the most. “When a client is really happy with the price we got them when we list their home, or, when representing a buyer, finding them a home that they absolutely love,” Randy says, are some of his favorite moments. He also likes when a client doesn’t buy a property because they come to realize it’s not the right fit, and they can find them something better.

Tom and Randy credit their high rates of repeat and referral to “communication, being down-to-earth where [clients] feel that we’re a trusted partner, and we’re not going to push them into something that isn’t right for them,” Tom says. “We’re very hands-on with communication,” Randy says. “We love to communicate with the clients directly and frequently, and they feel that we have their best interests in mind.”

“We bring something that a good chunk of agents cannot,” Tom says. “There’s a good chunk of agents who rent and have never owned a home, and we’ve personally owned and sold about six different properties, so we know the process that [clients] are actually feeling. We’re able to hold the hand of the client and say, ‘Here’s what’s going to happen.’” Today, Tom and Randy own two homes, one in Palm Springs and one in West Hollywood. They’re also very involved in a number of charity organizations in their community, including to a local animal shelter, an LGBTQ organization called the Ocotillo Club, and to the Desert AIDS Project. When not working or helping out, Tom and Randy can be found riding bikes, hiking, and golfing.

“We’ve heard from clients that our marketing for their homes is superior to anything they’ve seen,” Tom says. To market properties, Tom and Randy make use of video and drone tours. Thanks to Douglas Elliman’s massive database, the videos and information about new properties reach far and wide, including internationally. And they’re sure to stay in touch after the sale, too. “We have a database of all our clients’ birthdays and we send out email blasts for different

“We have another 15 years in the business, so we just want to keep our team motivated and keep each other motivated,” Randy says of their future plans. And they also hope to keep helping their community beyond buying and selling homes. “We’ve helped clients come out the other side of the 2008 financial collapse as well as after 9/11. We understand that our role in difficult times is not necessarily listing and selling properties, it’s to be there for clients.”

To learn more about Tom Scrocco & Randy Isaacs , visit tomandrandyproperties.com, email tom@tomandrandyproperties.com or randy@tomandrandyproperties.com, or call (310) 435-1494 www.

20

Copyright Top Top Agent Agent Magazine Magazine

Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in Top Agent Magazine

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

Top Agent Magazine ÂŽ

21

Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless 22

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

Top Agent Magazine ®

Top Agent Magazine

the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

Top Agent Magazine

consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

Top Agent Magazine ®

23

MIKE WILLIAMS

Top broker-associate, Mike Williams of the Keller Williams Carlsbad Market Center office services clients across the coastal communities of Oceanside, Carlsbad and Encinitas.

When you sit down to talk with Mike Williams, it quickly becomes clear that you are speaking to someone who has mastered the intricacies of residential real estate. Mike’s real estate career started over twenty-five years ago when he took a job as an underwriting assistant in the mortgage division of a Californian regional bank. Over the course of a decade, Mike worked his way up to managing a statewide program, developing a deep understanding of the lending side of the industry along the way. Eventually, he realized that he was more interested in the relationship side of the business rather than promoting mortgage products and reading rate sheets. Realizing this, he set out to leverage his lending experience to carve out a niche as a real estate agent in San Diego.

Fifteen years and hundreds of transactions later, Mike is now one of the top broker-associates at the Keller 24

Williams Carlsbad Market Center office. Having deep family roots in North County, it’s no surprise his thriving business centers around the coastal communities of Oceanside, Carlsbad and Encinitas. His clients and referrals also have him listing or searching for homes in Olivenhain, Rancho Santa Fe and as far south as La Jolla Shores.

When asked how he’s sustained success in this evolving and competitive industry, he credits his natural ability to create genuine, meaningful relationships.

“Digging into the human side of housing decisions is what I find so interesting and rewarding. Buying or selling a home can be an emotional, financial and lifestyle journey, so having relationships based on trust is crucial,” Mike explains. “At times that means not shying away from some tough conversations with clients about what they need to know about the market, pricing, or their situation rather than just telling Copyright Top Agent Magazine

them what they might want to hear. Even if it means they might choose another agent who doesn’t know better or just wants to get a contract signed.”

When it comes to listings, Mike firmly believes in investing time on the front end of the process to ensure the home looks its absolute best before launching marketing campaigns.

For some homes this can mean simply rearranging the furniture layout, while for others it can involve enlisting professional staging services, or even his skilled trade contacts to address maintenance items. Once the home is ready, his photography sessions are customized to capture each home’s unique appeal with aerial, stills, video or even virtual 3D Matterport floorplans. “We’re also improving the experience of our virtual walk-throughs with 360º videos so that viewers and can control the camera angles,” Mike tells Top Agent.

As a Certified Luxury Home Marketing Specialist™ (CLHMS), Mike has also earned the Million Dollar Guild designation reserved for real estate professionals with proven track-records of selling within the upper-tier market. According to Diane Hartley, president of the Institute for Luxury Home Marketing, “it takes a superior level of service to be successful and consistently close sales at or above a million dollars. We recognize this performance and give these elite professionals the distinction that they’re the agent of choice for affluent home buyers and sellers.” Having endorsements and networks like that enhances Mike’s ability to lead his team to sell in the most desirable areas of coastal north county.

Looking to the future, Mike is excited to continue optimizing the aspects of his business that keep him on the leading edge of innovation. “Helping others find and make the most of their own slice of So Cal is what I truly enjoy most about living, working and raising my own family here.”

Top Agent Magazine

For more about Mike Williams, VISIT SurfMoreHomes.com CALL (760) 815-6190 or EMAIL mike@SurfMoreHomes.com www.

Copyright Top Agent Magazine 25

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

26

3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

Top Agent Magazine

HELENA & SHAWN NOONAN Helena Noonan entered the world of real estate in 2000, after a close friend suggested that she would be great at selling homes. Originally hailing from Rio de Janeiro, Brazil, Helena got her start as REALTOR® serving a high-end clientele in Miami Beach. She currently leads The Noonan Team, alongside her husband, Shawn, with a primary focus in Laguna Niguel and also the coastal areas from Newport Beach to San Clemente.

As someone who is fluent in English, Portuguese, and Spanish, Helena has a way with words—a trait that has come in handy during negotiations. “The way I negotiate is different from other agents. I don’t approach the process as a win or lose. Most of the time people think negotiating is being strong and tough, but actually it’s the opposite. It’s a way of getting people to do things that you want, without them feeling like they are losing. So, I would say being persuasive and charismatic are my biggest strengths.” And aside from her compelling verbal skills, Helena also has a way of understanding her clients. “I’m very ‘in tune’ with people. And that’s not a cliché to say that I love people; that’s not it. It’s just that I understand people intuitively. I can recognize where they’re coming from and what they’re looking for.”

Helena and Shawn believe in the power of a good marketing strategy, which is why they throw an event called “Cupcakes and Bubbly” every time they put a new listing on the market. They find that having people mingle while enjoying sweets and

sipping on champagne is a great form of promotion. And their sweet tactics have definitely paid off, as they sold $55 Million in volume just last year.

But for The Noonan Team, financial success is simply the byproduct of something far more important: helping their clients find their dream homes. Helena says, “I don’t have an ego, I’m a humble a person. But there’s nothing better for me than getting my client exactly what they wanted. I love delivering keys to my clients and seeing that big smile on their face, or knowing we got our seller what they asked for. It gives me a natural high.”

Outside of work Helena is a social butterfly who loves to throw gatherings at her house. “I’m a happy person at my core. I have a lot of joy and positive energy in my heart, and I think that attracts many good people into my life. Even just looking at our team, their amazing energy and how we all appreciate each other. It’s very real and people get attracted to it. When you put out good things into the world, the universe blesses you right back.”

Looking at the future of their business, Helena and Shawn envision more growth. “By getting to our goals, we are helping so many families get to their goals.” And for new agents who are seeking advice, Helena says, “Things don’t come easy. You have to work hard to become successful, and you have to do right by people. That’s my motto because at the end of the day, I’m the only one going to bed at night knowing what’s in my heart, and that’s the only thing that matters.”

To learn more about Shawn & Helena Noonan, email info@noonanteam.com, visit noonanteam.com, or call (949) 903–0306 http://vibrantrealty.com/AgentRoster?op=agent&act=webprofile&agent_id=1696675839&back_link=yes&callback=%2fAgentRoster%3fop%3dagent%26act%3dlist%26branch_id%3d1679235561

www.

Copyright Top Agent Magazine

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

28

Top Agent Magazine