SOUTHERN CALIFORNIA 7-12-21

SOUTHERN CALIFORNIA EDITION

Thinking of Listing?

Nine Ways to Get Ready

Business Growth Hack:

ABSORB YOUR CLIENTS’ STRESS!

Is Branding the Way to

TAKE YOUR BUSINESS TO THE NEXT LEVEL?

Are You A VALUE-ADDED AGENT?

FEATURED AGENTS

TERENCE ALEMANN MARCO GALVEZ ANTONIO V. MENDOZA PETER MILLER THERESA MORRIS THERESA ROBLEDO SHAHE SEUYLEMEZIAN SAMI SOLOMON FRED VAN ALLEN

COVER STORY

CHRIS SIRIANNI

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SOUTHERN CALIFORNIA EDITION

PETER MILLER MARCO GALVEZ TERENCE ALEMANN

Bornrealand Marco Terence Alemann’s extensive estateraised in Guadalajara, regularly. For marketing, theBut starting Mexico,24Marco Galvez first moved assisting 19 27 28material knowledge and deep commitment to point is getting quality to work h Southern with ofservin clients has made him thetogo-to agent inCalifornia as a teenager, with, because that makes a world a where he soon developed a passion leans on h Santa Barbara. As the owner of Alemann difference. It’s worth investing money & Associates, he is known for hisand entrepreneurship. In into the best imagery available.

Once for business acute know integrity, professionalism, negotiation we have that we market through 2012, he relocated to Palm Springs and marketallto ca skills, and hard work. With a background the various online portals and began seeking opportunities to apply rightsocial home in e-commerce, Terence owned various media.” his tireless work ethic for the betterMarco has businesses before segueing into selling mentCalifornia of his community. Inspired by throughout real estate on the central Terence gets to know each of his clients the remarkable local architecture, he of hispart volum coast, including the exclusive Montecito individually, which is his favorite VAN ALLEN PETER accepted MILLER ROBLEDO CHRIS SIRIANNI THERESA ANTONIO V. MENDOZA TERENCE ALEMANN GALVEZ an internship at the John & FRED and referral area. “I started purchasing investment of MARCO working in real estate. “In a town Ryan my Real Estateever Group. there,in like Santa Barbara you get toinformation career year, real estate, and to facilitate meet the Ifown you’ve shoppedFrom for a home abo Before Sami a Solomon became aan insider’s informed the proceedings du heresa Robledo began herworking career in the loan industry business.

There have been times whenglimpse After for last Pomona year, while his as a interesting wholeon allpeople needs broker, got my broker’s from he gained intoteam most hardmany work California’s Valley—espefeaturing.

Fredt ed by real value to my clients.

Weforwork with aI lot 35 31 32 36 39 a paralegal; however, she quickly we’ve literally prayed withinindustry, our he worked inthe their and license in 2013. love forproperty real estate different walks of life.transaction, I don’t know cially theclients. lovely Lincoln Parksocial fliers are also di a period, Shahe had enoughRealtor, of being closed $80M. Hedrove uses mediareal and estate real estate which in the first home and of veterans, and specialize in VAMy buyers ok an interest in real estate whilea desk, and decided Above all, we treattothem as ifDistrict—you’ll they were Historic haveother almost of so anwith architectu escalated from there and thanks my prior business any job where you would interact with many management for many years.

His maintains a relationship cli ® stuck behind to take Google targeted advertising to push achieve their dreams,” h EALTOR . and sellers, and VA home loans. We likehim to later earn his license and launch his career as run into Fred unique Van Allen. of thethem property llaborating with a team of attorneys members our owncertainly family.”

Ibackground was able toofsuccessfully launchhis Alemann people and have an opportunity to is help management after the transaction closed his naturally outgoing personality into listings to a wide audience.

What’s g relationto give back to knowledge the community as wellaninformed agent. done, there’s nothing mu “When I ask clients that standard doing for eight represent property owners throughout & Associates.” out.”

Outside of work, Terence enjoys different local in new development and constr With over twenty years in the real estate business, the way he does business cutting-edge technology.

He routi the great unknown.

He got licensed the thing that keeps him motivated to of getting and help buyers withas their closing costs,as a whole, smiles on their faces at how-did-you-find-me question, they been on the cut nta Monica. Fueled by a passion for Outside her career, Theresa is deeply adventures with his wife and son. “Santa Barbara is all t build Peter says.

“Iof find Peter Miller has Marco the outis expertise, the industry point that I’msuch pretty hard miss,” & as oneand the f kly grew a or if we’re working with a seller, helptwo a Realtor 20 years ago in California, work long hours?

“I Ryan look forward and now, with more than updates clients on prices Today, a Realtor for theto John Realthings,” lping others, she joined forces with involved with hera trusted community, servTerence treasures his ability todecades be resource for about themy outdoor lifestyle.

We do everything: surfing,cur Fred laughs.

“I’m very active with professional dr her Real them with repairs.”

Theresa also started in taking a project from start toph knowledge, and the work ethic to provide and now focuses on the area surroundto the smile on my client’s face when in the business, Sami has established trends in both the local and nati Estate Group, where he manages an elite team to Outside his career, Mar husband Henry, a fellow agent, on thethem boards her local his clients anding provide withfor personal knowledge hiking,online and exploring this beautiful place.” raphy to capture marketing andRotary, have a massive of 3 years a Facebook group, which now feaing Pasadena, IThat’s give the keyto their newmarket, house, or market extensive and personable service andreason secure assist clients throughout all offor Palm and and community.

Atoformer and guidance tohimself make their real estate dreams aFilmore reality. d launched the Diamond Realty Glendale, andaBurbank.

Boys and Girls and the reputation for ascustomer anClub, elite makesknowledge sure stay tohA presence. one why I’m Springs recently with ursued her 20,000 members, where she from gives With twoassists decades tures of experience, Shahe the from their life-changing “I have anexcellent edge my development work and Going forward Terence is makes interested expanding am, where she currently Association ofsurrounding Business.

She also the number one check agent in Pomona.” footage when n set that himin one ofso the deals on behalf of his clients.

After the areas.

Having established amind culture consistently given back Realtor in San Diego.

His versatility within the community tham brokerage, advice his on home improvement, referrals recently recogn really understanding the business from an of accounting into the higher luxury market.

“We are doing a cheer lot of knows Ventura how to leverage knowledge sale.”

Shahe is passionate about homes ents throughout Fillmore, belongs to numerous chambers of comaround values integrity, openness, and peerless coaching youth an Realtors in the region, especially two decades in magazine publishing, Peter was and honestyand have allowed to rise level of exposure both deepens SHAHE SEUYLEMEZIAN THERESA MORRIS ROBLEDO SAMI SOLOMON FRED AnotherI reason isSafe Fred’s passion for Tom Ferry Together forTHERESA trusted contractors, opinions ontohim perspective all the nonprofit way construction. can really development my planVAN is to ALLEN grow the team so that weInteh ounty, and Northern Los There, Theresa hasclients, merce supports organizations like to Angeles. give great insight to his andandand and helping people, andand enthusidedication, he intrigued strives to raise the bar ofhis service student athletes.

When new construction.

Peter’s wife, D seeking a change.

“I was by how agents to thefillIn top, he leads his team in a expands over time. helping people and educating them about the process or for his use of live social media ts throughhome decorating. her spare time, she in the gapsaonshelter all fronts.

I own different properties can continue providing our clients with the highest level tablished a culture around devoted and service, meetinggetsPassage Heals, for victims of domestic vioconsistently efficiently results asm pervades everything he does as a throughout the region.

“Anytime I do something, I back, he can be found sp the qualities of the homes they’re looking at.

“Most of over 24000 views.

“But I still d who he followed into the busine worked for themselves,” Peter says.

“In real estate, way that will foster values ofa realistic integCounty of any transaction. “First and foremost, is a busy mom of three kids enjoys in town, soshe’s it and helps me give perspective to of service.” ede demands we lence.

When not with clients or giving back, she throughout the transaction process.

Realtor andsoTeam Leader. myall,” family are teachers, it’s in my blood.

I just pursue ing,” he adds. “I get aor lothitting of repe give it my he says.

“It’s never about the money; lap swimming, along with daughters, Rach selling yourself, building relationships and Sami buyers andyou’re sellers.

It’s not just theoretical, I’ve beloved done it ritycan and generosity throughout uses theIhis MLS al traveling with them. ten to the needs of our clients, and we follow through be found spending quality timethe with her it differently.

I especially helping homebut don’t waittoonmarket it. I still enj rather,People my reputation ismy on thelove line withfirst-time every transmyself and haveher many construction projects under building rapport. want tothat work with estate as a whole. his listings wide audience h a way that benefits them,” she says. “The solution real family or industry visiting grandchildren. buyers achieve American Dream, and explaining toto newa people.”

When it comes to interacting withbeltcliIntohis freesure time, Shahe walks enjoysaway going Looking ahead, Marco and Inuts want make everyone which gives me an advantage that agents may achieve home benefit As herus,business Theresa plans toaction, theother and bolts of how thecommitted market works.” ayclients not always monetarily but that’scontinues never to grow, people they genuinely like.

You’ve really to getting the most competitive pr ents, make Shaheher finds it essential skiing, wine tasting, and spending Fred feeling happy and satisfied.” future not have,” he for says, and has adds, “I came from athe financial and of his his wife business. feel blessed behind her hardis4) work, brokerage intotoA aprioritize one-stop shop clients. hat our business about.”

Going forward, Theresa strong plans for future BUSINESS GROWTH HACK: 29) IS BRANDING WAY TO TAKE got toto show you care about your clients, that bigbackground, contributor Sami’s success is his team’s for hisTHE clients, and inworks hardgrowth, to get as building lasting relationships with each of his clients time with his family.

He is very involved with his Fred began learning those intricacies himself back are always paying that fortune e and I apply that to the real estate market, rapid he many intend honest communication “My plans are to keep growing, is why I also of herwhich business.

With her son having recently come you care not only about their investment, ability to offer full service to his clients.

They on each listing as possible.

He routinely cl 1974, when he started a job selling real estate advertiscity commissioners for Pomona ABSORB YOUR CLIENTS’ STRESS! YOUR BUSINESS TO THE NEXT LEVEL? so buyers I can give veryintends specific to heequips over rushing decisions to meet theashortcommunity -a in the past, has served as President listing perspective home, Marco his clients with only throughout Souther buildlisting her large repeat got my mortgage license. want and sellers toWhen hen a home, Theresa offers her clients a I deadlines aboard herinteam, she on investor expanding further into ing for the Los Angeles Times.

He even got his license each ber of Pomona Heritage and a anybody that works with me.” manage rentals to ensure that clients get the 20-30 transactions year and has gener but their needs and dreams, too.

You’ve term.

Heable usesto phone calls social media toareas keepprethe Pasadena Association of Realtors and Director aof comprehensive approach.

After helping them ready nationwide likeofMiami mprehensive approach.

After helping ready surrounding while scaling workflow to property hat really keeps clients be dothem it all withand us,the whether it’s getting twoher years later, buying as an investment.

When Historical Society Pomona aV VALUE TO LISTINGS best income for their investment, then help their over $100M in total sales over the course of got& toclient stand for and stand behind the brand. upADDING with clients, and regularly reaches out to of the California Association of Realtors, as well as eir property for I13) the market, shepast broadcasts over assist her growing base.

But most of all, Theresa their house for the market, he shares it over both of all, though, he will co is the fact that show approved to buy aithome or help with refinancing their he retired from the newspaper in 2011, he renewed his are also huge supporters of the P 33) 4 QUALITIES OF EXCEPTIONAL Having finished 2020 with over $50 million in sales license and quickly intoGames, thetargeted top five of the Pomona Hope Community clients sell those investment properties and buy career.

Sami believes in the value of hard w his sphere to maintain community withyour Chairman ofMLS the AGBU World anpercent Armenian mix of targeted media campaigns, as well asIDENTIFYING You are own brand, which I climbed find very remains fully committed to all ofregional her buyers and sellers— y priority and Isocial know mortgages to get aOF lower rate orengagement use their equity for the and a blend of digital Valley in the only way THE ADVANTAGE volume, a crucial key to Terence’s success is hisCalifornia, serving clients all across Girls Club of Pomona Valley EMPLOYEES Realtors inalso Southern etoregional she improvements shares her listings no ones matter “There’s nothing more gratifying than his brand. non-profit organization.

For the future, Shahe hopes answerMLS. their Meanwhile, phone home or paying off debt.

I want new orwhat. homes tothem live in.strategy They are and dedication, and to espouses those valuesoffin gratifying.” and social media campaigns.

Working hand-in-hand taking all the stress all-encompassing marketing as well aswellhisGabriel NEIGHBORHOOD AMENITIES the Pomona and San Valleys. Soon his wife got many other groups, committee th those in her own sphere givingtoher having terrific representation,” she says.

“I definitely learn Alemann extensive knowledge to toofbeinfluence, able to come us connected and trust that they’re going keep helping families the way heTo has done for soabout many in the to get asmore well as his Terence personal life. withand an able industry-leading referral program, he broadcanworking focus what mat emphasis on community building long-term relationships her license too,clients tothat help with business the burgeoning business. not oron giving back, th llersshe anexplains. extensive reach.

Buttois from to finish, learned thatof firsthand in be the legalhis field while please (805) 637–3378, e,” have acommitted smooth andtoshe seamless transaction and will Shahe alsostart a high standard commuyears while gradually growing his business, andcall to train 37) THINKING OF LISTING? casts listings towatching a diverse network of prospective real estate, I amgardening, able to with their grandkids, form his robust network of repeat and referral clients. in touch with the best vendors in town for whatever Now a shareholder and Training Director 16)navigating ARE YOU AGENT? there for her clients, their transaction attorneys advocate for their clients, andother I haveto carried taken careclients, ofAbyVALUE-ADDED trusted email terence.alemann@gmail.com, “Our particular passion and niche is historic properties, Fred also enjoys mountain bikin nication with and and heprofessionals.” exemplifies this being and advise an effort to “raise the bar” “Staying in touch with clients is ensuring important me.

IinTO buyers, anagents efficient sale that maximizes the a transaction service they might need.

“We love making people In his free time, Sami enjoys engagingand withtruly his l NINE WAYS GET READY atby Keller Williams Encino-Sherman Oaks, aximizing their value.

“When people come to us with that same mentality into our team.” and no one knows orwhole. represents thoseor homes the way ping buyers and sellers, alemannrealty.com visit send out gift baskets, mailers, and reach out via phone completely transparent when offering advice and for real estate work as a If you’re looking for a value of each client. goals—whether they are happy and seeing the satisfaction they feel when community, particularly the Egyptian commu Peter serves Los Angeles surrounding we do.and Thatthe classic architecture—they just don’t build He could retire if he wanted, problem, driven to figure it out,”HABITS she says. “I truly 26) DAILY WILL INCREASE ensure theI’m best outcome information.

Shahe treatsTHAT his clients the way he would hard-working, genuinely Realtor inHe Southwest houses these daysmentor withcaring that in same kind of character and with any time soon. “When you chu love is successful,” Sami says.

“People his area. works members of his joy the process digging in and finding solutions for a transaction areas.

His role allows him to and investing in of staging, YOUR STRENGTH treat aMENTAL friend or family member in the way he gives California, look no further than Shahe Seuylemezian! craftsmanship!” people, making difference—y Copyright Top AgentaMagazine ygraphy clients.” keep coming back to us because of the quality and which contains over 400 families, and he also h learn He more about Marco Galvez, email ma to manage the training of newToagents. and drone shots

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ANTONIO V. MENDOZA

THERESA MORRIS

SAMI SOLOMON SHAHE SEUYLEMEZIAN

CONTENTS

www.

them insight that is genuinely meant to further their

I plan on continuing to assist pe

variety of services we provide.”

People really dofamous newcomers Diego affordable hoi to help clients achieve and his wife in Pomona for to the San mega-or dreamsfind and keep contributing johnandryan.com call (951) 333-5274 visit hasthing,” transitioned hisFred business to are specialize bestasinterest. is the most important sewhere, TheresaSocial is just hands-on“Honesty when assisting open houses they host, drawing crowds of potential community.

It’s an added pleas ngs everywhere. keep coming back - Sami gets 80% of his business that work for them. Sami also volunteers we he says. “I deal my clients like I am buying the ropular buyers.method Due to now her accomplished legalwith background, with big food spreads and loads of fascinating with my wife!” to through repeats and referrals, a buyers testament to his for God’s Extended Hand, a non-profitCopyright organizaT property myself, and Iand think they appreciate that.” e possesses a unique insight intofor titles, contracts, ellers’ homes. We have ability to consistently give an exceptional experithat provides food and shelter for displaced fo mplex negotiations, helping her clients secure the Shahe goes to great lengths to get clients to a place Contact Fred at 909-261-9711 or email FredVanAllen@FirstTea ome. Of course having Phone 310-734-1440 | Fax 310-734-1440 ence to his clients.

For the future, Sami hopes to continue expand ght home for their best interests.

Through the years, she where they can make informed real estate decisions l is the key, so we don’t s earned a fantastic reputation throughout California, his business and reaching as many people in for themselves, and finds great personal fulfillment y and videography to Copyri | the www.topagentmagazine.com th the vast majoritymag@topagentmagazine.com of in herhelping volume coming from repeat As a veteran of industry, Sami knows the Diego as possible.

If you’re looking for a Rea them find the home that’s right for them at in times when it is such ents and referrals; buta while completing moreexcellent than To learn more about Theresa Robledo, ofin communication.

He goes the extra with experience and integrity, get in touch w great price. communication skills No portion of thisShahe’s issue may beimportance reproduced any manner whatsoever without prior consent of the publisher.

Top Agent s. rty-five transactions per year, Theresa stays focused please call (805) 524-2121, To learn more about Theresa Morris are a major reason why he gets nearly all of his busimile to ensure his clients are comfortable and Sami Solomon today! is published

by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published the trusted valuesMagazine that have anchored her steerwesthomes@gmail.com, success in email theresa@diamondrealtyteam.com, email ness through referrals from others arepour immaterials, Topcompassion Agent Magazine cannotclients. beorheld for opinions expressed or facts supplied by its authors. ehelping first place.

“We so much into oursatisfied visit responsible or call (858) 774–4264 DiamondRealtyTeam.com . “I always try to offer You can contact Shahe at (818) 414-1728 To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. You caneffort contactorSami at (619) 787-5255 oralso sami.solomon@gmail.com, An incredibly hard worker, Shahe puts sincere shahes@remax.net.

You can visit his Top Agent Magazine at remaxdreamproperties.net into his job. He closed $40M in total sales volume Copyrightwebsite Copyright Top Agent Magazine Top Agent Magazine 3 www.

www.

http://

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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CHRIS SIRIANNI Top Agent Magazine

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Raised in Laguna Beach, Top Agent Chris Sirianni has built an impressive career in Southern California, providing excellent personalized service to all of his clients with enthusiasm and poise.

In 2006, Chris Sirianni was working in national sales with extensive travel, and after having his first baby, realized he needed something more local to pursue as a career. Raised in Laguna Beach, Chris decided to share his love for his hometown by getting his Realtor’s license and breaking into real estate. With his experience in sales and familiarity with the locale, Chris 8 Copyright Top Agent Magazine

was a natural from the beginning, and through more than a decade of honing his craft he has built an impressive career in Southern California, providing excellent personalized service to all of his clients with enthusiasm and poise.

A big part of Chris’s success is his ability to pinpoint his clients’ needs and find Top Agent Magazine

the most efficient way to meet them. He works with a wide variety of different sorts of clients, and is quite comfortable helping them regardless of their particular circumstances. “I work hard to meet the unique needs of each of my clients,” Chris says. “I emphasize strong communication with clients in order to figure out what I can do to make their lives as easy Top Agent Magazine

as possible.” Chris takes the time to get to know his clients and work with them every step of the way to make sure they are satisfied with the conclusion of their transaction, and he keeps himself available to help or answer questions whenever he can. Because of the quality of Chris’s service, he receives 70% of his business from his referral base.

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I do an excellent job of finding what property or area will suit my clients best. People are comfortable with my knowledge of the local market and trust me to guide them through the process,” Chris says.

Initially, Chris got into real estate in part because of his love for Laguna Beach, and that passion hasn’t faded in the least.

Chris is excited to show others what makes Laguna Beach so great, and he is incredibly well-versed in the market trends and real estate landscape of the area. “I do an excellent job of finding what property or 10Copyright Top Agent Magazine

area will suit my clients best. People are comfortable with my knowledge of the local market and trust me to guide them through the process,” Chris says. Chris leverages his firm grasp of the Orange County Coastal Market to great effect when searching for the perfect property for each of his clients.

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No stranger to hard work, Chris is consistently prolific. He generally closes $25-50M each year, and throughout his career he has helped hundreds of clients accomplish their goals in real estate. Chris markets his listings and his Top Agent Magazine

brand extensively across websites and social media, as well as through print and word of mouth, in order to make himself accessible to as wide an audience of prospective real estate clients as possible.

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In his free time, Chris enjoys going to the beach to surf, playing golf, and traveling with his wife and two teenage boys. He and his wife are big foodies, and love exploring local restaurants as well. Chris has coached his kids’ sports teams for years, and is very

engaged with local youth sports. In the future, Chris looks forward to continuing to grow his business as well as his real estate team.

If you’re looking for a Realtor in Southern California who is both generous and knowledgeable, look no further than Chris Sirianni!

Contact Chris at (949) 395-8408, csiriannire@gmail.com, or visit siriannirealestate.com for more information. www.

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Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school Top Agent Magazine

district ranking and local property taxes, have you ever considered the under-the-radar amenities that drive buyers and bidding wars? To derive the highest value from a listed home, you need to paint a complete picture of the area in which you’re selling. With that guiding principle in mind, let’s consider a few modern amenities and how they add drastically to your bottom line.

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Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites.

A little can go a long way: restaurants, coffee shops, and entertainment

Know thy history: creating a narrative of the neighborhood

Everyone has a favorite take-out spot, coffee shop, or neighborhood watering hole. Identifying the key players in an area—such as restaurants, nightlife, and entertainment hotspots—will create a livable picture that prospective buyers can latch onto. Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. While a cute coffee shop down the street may seem like a bonus instead of a foundational amenity, you never know what kind of homebuyer you might net if you include the cozy characteristics that make a house a home.

As humans, we’re drawn to narratives. Sales pitches and marketing campaigns hinge on an alluring storyline. That’s why understanding a neighborhood’s history can frame and contextualize a property to great effect. After all, buyers aren’t just drawn to sturdy foundations and bedroom counts; they like to imagine their lives unfolding inside those four walls.

Get a sense of the area’s historical timeline, architectural style, noteworthy community members, and the like. Conveying this intriguing information to buyers helps them connect more personally with a property, while understanding the holistic picture of their potential new home.

From here to there: public transportation and commuter access While this rule may not apply to all properties, considering access to public transportation is a major draw for today’s buyers. Especially amidst the more eco-conscious Millennial segment eager to buy within city limits—knowing public transportation access points and schedules can add serious value to listed properties. Also, think outside the box: do nearby thoroughfares boast dedicated bike lanes? Are there plans to expand rail lines to the area in the future? Deliver a confidant picture of the area’s public transportation access and prospective buyers will trust your expertise.

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While it is always good to cover the basics of school districts and property values, it is even more useful to expand your knowledge base and bring a warm, human element to locational knowledge. Not only will you appeal to a younger demographic of homebuyers who values this strategic information, but you will also broaden your understanding of your service area at large. Think of it this way: a neighborhood is far more than a collection of homes on a block. A neighborhood is about atmosphere, access, and a sense of community. If you authentically appeal to this guiding truth, and buyers will surely rise to the occasion.

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

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Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for:

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1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 17

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical).

Find out more at www.carlacross.com.

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ANTONIO V. MENDOZA

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ANTONIO V. MENDOZA

Innovative, tech-savvy and people-oriented, Antonio V. Mendoza has flourished as an agent and broker in the Temecula Valley region. “I work hard for my clients, but I also work hard for my agents, because I want them to succeed,” Antonio explains. After working in the mortgage industry, Antonio was inspired to become an agent, knowing his skills would transfer well into this field. He hit the ground running and has never regretted the decision, with much of his business deriving from repeat clients and referrals. As the leader of AVM Realty Group, Antonio and his team members exceed client expectations and consistently deliver superior customer service by thinking of new and unique strategies.

by posting informative videos about the current real estate market. When a new client contacts Antonio, it’s often because they’ve seen his viral TikTok videos. “Everyone was telling me to not waste time on that platform because it’s just not meant for agents, but I did it anyway, and now it’s probably one of my top lead generators,” he says. Antonio loves sharing his knowledge about the industry, and makes it one of his top priorities when working with buyers and sellers. “I’m upfront with everyone,” he says. “I market not only to sellers, but buyers as well, because it’s important to educate consumers on all of the available programs, like down payment assistance, so they can really prepare themselves for the process.”

“Everyone does the same print and social media ads, but I’m always looking for ways to stand out,” Antonio says. One way he’s done this is by posting on TikTok, a platform largely unutilized by real estate agents. He’s amassed over 50,000 followers on the platform (@tonyrealestate247)

Whether he’s helping someone sell their family home or getting a buyer into their first property, Antonio provides guidance and support to everyone he serves. One recent client said, “I reached out to Tony back in May 2020 and began looking for a home later that year. With homes flying off

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the market, by the time we got to see one it already had more than five offers! He started to go to the homes himself and FaceTime us so we could see it and not miss the chance to put in an offer. We put this man through the ringer! He went to the properties the moment they came up and even before ‘Coming Soon,’ and they already had offers. He answered our texts or our links from Zillow. He sent us new MLS links, too. He always said: ‘I can go see it and FaceTime you?’ and this is how we found our home.”

industry leader,” he explains. With a determined mindset and an aversion to staying in his comfort zone, there’s no doubt he will achieve all of his goals and more. “Every day I’m adapting and growing, you can’t be afraid to do things that are out of the norm.”

When Antonio isn’t working, he’s staying active in the community. “One thing that helped me grow my business early on was starting the Mastermind Network, which is a network of local businesses,” he says. He’s also participated in and hosted various fundraisers, raising money for children’s hospitals, those with special needs, breast cancer awareness, and more. During any free time, he is hanging out with family or playing poker.

Looking ahead, Antonio wants to become one of the top brokerage names in the nation. “We want AVM Real Estate Services to be the next Top Agent Magazine

To learn more about Antonio V. Mendoza, please call 323-605-4894 or email antonio@antoniovmendoza.com 21

Laughs!

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

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PETER MILLER

With over twenty years in the real estate business, Peter Miller has the expertise, the industry knowledge, and the work ethic to provide personable customer service and to secure excellent deals on behalf of his clients. After two decades in magazine publishing, Peter was seeking a change. “I was intrigued by how agents worked for themselves,” Peter says. “In real estate, you’re selling yourself, building relationships and building rapport. People want to work with people they genuinely like. You’ve really got to show you care about your clients, that you care not only about their investment, but their needs and dreams, too. You’ve got to stand for and stand behind the brand.

You are your own brand, which I find very gratifying.”

in new development and construction. “I like to build things,” Peter says. “I find great fulfillment in taking a project from start to finish.” Peter has extensive market knowledge and a thorough skill set that makes him one of the most sought after Realtors in the region, especially when it comes to new construction. Peter’s wife, Deborah, a Realtor who he followed into the business, is on his team along with his daughters, Rachel and Hannah.

Now a shareholder and Training Director at Keller Williams Encino-Sherman Oaks, Peter serves Los Angeles and the surrounding areas. His role allows him to mentor and to manage the training of new agents. He has transitioned his business to specialize 24

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Peter is ranked among the top 1% of Realtors nationwide, and a continued year in-year-year out top producer in his company.

With a quarter of his business stemming from repeat clients and referrals, Peter prides himself on his ability to offer the highest levels of service to his clients. For Peter, the greatest professional fulfillment comes from client satisfaction. “I like to see people happy,” Peter says. “I know this is going to sound corny, but I love helping people achieve a part of the American dream. The best feeling comes when you make that call and say, ‘Congratulations, it’s yours.’ I love challenges and working through the process. I’m very hands-on. It’s my name on the sign, my name on the contract.

I’m not going to pass off responsibility onto others. At the end of the day, it’s my job to represent and support my clients to the fullest of my abilities.”

When Peter is not busy helping his clients, he prioritizes giving back his time. He recently served as President of the Board of a performing arts charter high school. He is also involved with KW Cares, as well as other local charities and organizations. In his free time, Peter loves to travel and to spend time with his family. Both wine lovers, Peter and his Deborah visit Napa a few times every year.

For the future, Peter plans to stay the course he has created for himself and his business.

“I’m always out there looking for the next developer to take care of in the way I’ve taken care of my other developer clients,” Peter says. “There is always such a thirst for new construction, and few people can handle it with the professionalism and efficiency with which we handle it. This business is always changing, always challenging, and always rewarding. I can’t imagine doing anything else. We stand behind our commitment to ensure that we practice ‘Real Estate… the Way It Should Be!’” Top Agent Magazine

To find out more about Peter Miller, call 818-489-1902, email Plmgrp@aol.com, or visit partnerssellhomes.com or newhomesbykw.com www.

www.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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TERENCE ALEMANN Terence Alemann’s extensive real estate knowledge and deep commitment to clients has made him the go-to agent in Santa Barbara. As the owner of Alemann & Associates, he is known for his integrity, professionalism, negotiation skills, and hard work. With a background in e-commerce, Terence owned various businesses before segueing into selling real estate on the central California coast, including the exclusive Montecito area. “I started purchasing investment real estate, and to facilitate my own needs for a broker, I got my broker’s license in 2013. My love for real estate escalated from there and thanks to my prior business knowledge I was able to successfully launch Alemann & Associates.”

Terence treasures his ability to be a trusted resource for his clients and provide them with personal knowledge and guidance to make their real estate dreams a reality.

“I have an edge from my development work and really understanding the business from an accounting perspective all the way to construction. I can really fill in the gaps on all fronts. I own different properties in town, so it helps me give a realistic perspective to buyers and sellers. It’s not just theoretical, I’ve done it myself and have many construction projects under my belt which gives me an advantage that other agents may not have,” he says, and adds, “I came from a financial background, and I apply that to the real estate market, so I can give a very specific investor perspective to anybody that works with me.”

Having finished 2020 with over $50 million in sales volume, a crucial key to Terence’s success is his all-encompassing marketing strategy as well as his emphasis on building long-term relationships that form his robust network of repeat and referral clients.

“Staying in touch with clients is important to me. I send out gift baskets, mailers, and reach out via phone Top Agent Magazine

regularly. For marketing, the starting point is getting quality material to work with, because that makes a world of a difference. It’s worth investing money into the best imagery available. Once we have that we market through all the various online portals and social media.”

Terence gets to know each of his clients individually, which is his favorite part of working in real estate. “In a town like Santa Barbara you get to meet the most interesting people from many different walks of life. I don’t know any other job where you would interact with so many unique people and have an opportunity to help them out.” Outside of work, Terence enjoys different local adventures with his wife and son. “Santa Barbara is all about the outdoor lifestyle. We do everything: surfing, hiking, and exploring this beautiful place.”

Going forward Terence is interested in expanding into the higher luxury market. “We are doing a lot of development and my plan is to grow the team so that we can continue providing our clients with the highest level of service.”

To learn more about Terence Alemann please call (805) 637–3378, email terence.alemann@gmail.com, or visit alemannrealty.com www.

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MARCO GALVEZ Born and raised in Guadalajara, Mexico, Marco Galvez first moved to Southern California as a teenager, where he soon developed a passion for business and entrepreneurship. In 2012, he relocated to Palm Springs and began seeking opportunities to apply his tireless work ethic for the betterment of his community. Inspired by the remarkable local architecture, he accepted an internship at the John & Ryan Real Estate Group. From there, he gained an insider’s glimpse into the real estate industry, which drove him to later earn his license and launch his career as an agent.

Today, Marco is a Realtor for the John & Ryan Real Estate Group, where he manages an elite team to assist clients throughout all of Palm Springs and the surrounding areas. Having established a culture around values of integrity, openness, and peerless dedication, he strives to raise the bar of service throughout the region. “Anytime I do something, I give it my all,” he says. “It’s never about the money; rather, my reputation is on the line with every transaction, and I want to make sure everyone walks away feeling happy and satisfied.”

When listing a home, Marco equips his clients with a comprehensive approach. After helping them ready their house for the market, he shares it over both the regional MLS and a blend of targeted digital and social media campaigns. Working hand-in-hand with an industry-leading referral program, he broadcasts his listings to a diverse network of prospective buyers, ensuring an efficient sale that maximizes the value of each client.

But Marco is every bit as thorough when assisting his buyers. Highly familiar with serving out-of-state clientele, he leans on his years of experience and acute knowledge of the Palm Springs market to carefully guide everyone to the right home for their needs. In his career, Marco has earned a terrific reputation throughout California, with the majority of his volume coming from repeat clients and referrals, and with 2021 set to be a career year, he remains dedicated to the hard work that has anchored his success in the first place. “I love helping people achieve their dreams,” he says. “When it’s all said and done, there’s nothing more rewarding than seeing the smiles on their faces at the end of the process.”

Outside his career, Marco is deeply involved in his community. A former All Star cheerleader, he has consistently given back to his sport through the years, coaching youth cheer and even sponsoring burgeoning student athletes. When he’s not with clients or giving back, he can be found spending time hiking outdoors, lap swimming, or hitting the gym.

Looking ahead, Marco has strong ambitions for the future of his business. As his volume maintains its rapid growth, he intends on expanding his reach not only throughout Southern California, but also to cities nationwide like Miami and New York. Most important of all, though, he will continue serving the Coachella Valley in the only way he knows how. “I believe in taking all the stress off my client’s shoulders so they can focus on what matters most: life,” he says. “In real estate, I am able to share in the responsibility of a transaction and truly help people accomplish their goals—whether they are buying or selling.”

To learn more about Marco Galvez, email marco@hklane.com, visit johnandryan.com or call (951) 333-5274 www.

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Is Branding the Way to Take Your Business to the Next Level?

Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet.

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 29

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals.

Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap.

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 30

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites.

If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take.

But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised.

If done right, soon you’ll become an in-demand agent whose name is synonymous with success!

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THERESA MORRIS Theresa Morris became intrigued by real estate while purchasing her first home and quickly decided to become a REALTOR®.

With an emphasis on long lasting relationships, and a strong reputation of getting excellent results, Theresa quickly grew a strong client base and obtained her Real Estate Broker’s license just shy of 3 years after starting her career. She pursued her dream and started her own brokerage, Theresa Morris Realty Group. Together with her agents she serves clients throughout Los Angeles County, Riverside County and San Diego County.

Theresa’s passion for helping clients achieve home ownership is the driving force behind her hard work, while her dedication and honest communication continue to attract clients and build her large repeat and referral network. “I think what really keeps clients coming back to work with me is the fact that I show them I truly care, they are my priority and I know what I’m doing. I’m available to answer their phone calls and they can rely on my extensive knowledge to answer any questions they have,” she explains.

Known for her passion for helping buyers and sellers, Theresa goes out of her way to ensure the best outcome for her clients. Whether it’s investing in staging, cleaning and professional photography and drone shots for her listings, she works hard to help clients achieve their dreams. “I market my listings everywhere. Social media is definitely the most popular method now to obtain maximum exposure for sellers’ homes. We have a dedicated website for each home. Of course having professional marketing material is the key, so we don’t mind investing in photography and videography to help our listings stand out even in times when it is such a busy seller’s market,” she says.

Community involvement and helping others are important values in Theresa’s life. “I always try to offer Top Agent Magazine

value to my clients. We work with a lot of veterans, and specialize in VA buyers and sellers, and VA home loans. We like to give back to the community as well and help buyers with their closing costs, or if we’re working with a seller, help them with repairs.” Theresa also started a Facebook group, which now features 20,000 members, where she gives advice on home improvement, referrals for trusted contractors, and opinions on home decorating. In her spare time, she is a busy mom of three kids and enjoys traveling with them.

As her business continues to grow, Theresa plans to make her brokerage into a one-stop shop for clients.

“My plans are to keep growing, which is why I also got my mortgage license. I want buyers and sellers to be able to do it all with us, whether it’s getting preapproved to buy a home or help with refinancing their mortgages to get a lower rate or use their equity for home improvements or paying off debt. I want them to be able to come to us and trust that they’re going to have a smooth and seamless transaction and will be taken care of by trusted professionals.”

To learn more about Theresa Morris email steerwesthomes@gmail.com, or call (858) 774–4264 Copyright Top Agent Magazine 31

THERESA ROBLEDO Theresa Robledo began her career as a paralegal; however, she quickly took an interest in real estate while collaborating with a team of attorneys to represent property owners throughout Santa Monica. Fueled by a passion for helping others, she joined forces with her husband Henry, a fellow agent, and launched the Diamond Realty Team, where she currently assists clients throughout Fillmore, Ventura County, and Northern Los Angeles. There, Theresa has established a culture around devoted service, meeting the demands of any transaction. “First and foremost, we listen to the needs of our clients, and we follow through in a way that benefits them,” she says. “The solution may not always monetarily benefit us, but that’s never what our business is about.”

When listing a home, Theresa offers her clients a comprehensive approach. After helping them ready their property for the market, she broadcasts it over a mix of targeted social media campaigns, as well as the regional MLS. Meanwhile, she shares her listings with those in her own sphere of influence, giving her sellers an extensive reach. But from start to finish, she is there for her clients, navigating their transaction and maximizing their value. “When people come to us with a problem, I’m driven to figure it out,” she says. “I truly enjoy the process of digging in and finding solutions for my clients.”

Elsewhere, Theresa is just as hands-on when assisting her buyers. Due to her accomplished legal background, she possesses a unique insight into titles, contracts, and complex negotiations, helping her clients secure the right home for their best interests. Through the years, she has earned a fantastic reputation throughout California, with the vast majority of her volume coming from repeat clients and referrals; but while completing more than forty-five transactions per year, Theresa stays focused on the trusted values that have anchored her success in the first place. “We pour so much compassion into our 32

business. There have been times when we’ve literally prayed with our clients.

Above all, we treat them as if they were members of our own family.”

Outside her career, Theresa is deeply involved with her community, serving on the boards for her local Rotary, Boys and Girls Club, and the Filmore Association of Business. She also belongs to numerous chambers of commerce and supports nonprofit organizations like Safe Passage Heals, a shelter for victims of domestic violence. When she’s not with clients or giving back, she can be found spending quality time with her beloved family or visiting her grandchildren.

Going forward, Theresa has strong plans for the future of her business. With her son having recently come aboard her team, she intends on expanding further into the surrounding areas while scaling her workflow to assist her growing client base. But most of all, Theresa remains fully committed to all of her buyers and sellers— no matter what. “There’s nothing more gratifying than having terrific representation,” she says. “I definitely learned that firsthand in the legal field while watching attorneys advocate for their clients, and I have carried that same mentality into our team.”

To learn more about Theresa Robledo, please call (805) 524-2121, email theresa@diamondrealtyteam.com, or visit DiamondRealtyTeam.com www.

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 34

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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SHAHE SEUYLEMEZIAN After working in the loan industry for a period, Shahe had enough of being stuck behind a desk, and decided to take his naturally outgoing personality into the great unknown. He got licensed as a Realtor 20 years ago in California, and now focuses on the area surrounding Pasadena, Glendale, and Burbank.

With two decades of experience, Shahe knows how to leverage his knowledge to give great insight to his clients, and consistently and efficiently gets results throughout the transaction process.

When it comes to interacting with clients, Shahe finds it essential to prioritize building lasting relationships with each of his clients over rushing decisions to meet deadlines in the shortterm. He uses phone calls and social media to keep up with past clients, and regularly reaches out to his sphere to maintain community engagement with his brand.

Shahe is also committed to a high standard of communication with clients, and he exemplifies this by being completely transparent when offering advice and information. Shahe treats his clients the way he would treat a friend or family member in the way he gives them insight that is genuinely meant to further their best interest. “Honesty is the most important thing,” he says. “I deal with my clients like I am buying the property for myself, and I think they appreciate that.”

Shahe goes to great lengths to get clients to a place where they can make informed real estate decisions for themselves, and finds great personal fulfillment in helping them find the home that’s right for them at a great price. Shahe’s excellent communication skills are a major reason why he gets nearly all of his business through referrals from satisfied clients.

An incredibly hard worker, Shahe puts sincere effort into his job. He closed $40M in total sales volume Top Agent Magazine

last year, while his team as a whole closed $80M. He uses social media and Google targeted advertising to push his listings to a wide audience. What’s the thing that keeps him motivated to work such long hours? “I look forward to the smile on my client’s face when I give the key for their new house, or the check from their life-changing sale.” Shahe is passionate about homes and helping people, and his enthusiasm pervades everything he does as a Realtor and Team Leader.

In his free time, Shahe enjoys going skiing, wine tasting, and spending time with his family. He is very involved with his community - in the past, he has served as President of the Pasadena Association of Realtors and Director of the California Association of Realtors, as well as Chairman of the AGBU World Games, an Armenian non-profit organization. For the future, Shahe hopes to keep helping families the way he has done for so many years while gradually growing his business, and to train and advise other agents in an effort to “raise the bar” for real estate work as a whole. If you’re looking for a hard-working, genuinely caring Realtor in Southwest California, look no further than Shahe Seuylemezian!

You can contact Shahe at (818) 414-1728 or shahes@remax.net. You can also visit his website at remaxdreamproperties.net http://

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SAMI SOLOMON Before Sami Solomon became a Realtor, he worked in property management for many years. His management background informed the way he does business as a whole, and now, with more than two decades in the business, Sami has established a reputation for himself as an elite Realtor in San Diego. His versatility and honesty have allowed him to rise to the top, and he leads his team in a way that will foster values of integrity and generosity throughout the real estate industry as a whole.

A big contributor to Sami’s success is his team’s ability to offer full service to his clients. They manage rentals to ensure that clients get the best income for their investment, then help their clients sell those investment properties and buy new ones or homes to live in. They are also wellconnected in the community and able to get clients in touch with the best vendors in town for whatever service they might need. “We love making people happy and seeing the satisfaction they feel when a transaction is successful,” Sami says. “People keep coming back to us because of the quality and variety of services we provide.” People really do keep coming back - Sami gets 80% of his business through repeats and referrals, a testament to his ability to consistently give an exceptional experience to his clients.

As a veteran of the industry, Sami knows the importance of communication. He goes the extra mile to ensure his clients are comfortable and

informed on all the proceedings during their real estate transaction, and he maintains a relationship with clients after the transaction is closed using cutting-edge technology. He routinely updates clients on prices and current trends in both the local and national market, and makes sure to stay top of mind within the community so that his level of exposure both deepens and expands over time.

Sami uses the MLS to market all of his listings to a wide audience - he is committed to getting the most competitive prices for his clients, and works hard to get as many eyes on each listing as possible. He routinely closes 20-30 transactions each year and has generated over $100M in total sales over the course of his career. Sami believes in the value of hard work and dedication, and espouses those values in his business as well as his personal life.

In his free time, Sami enjoys engaging with his local community, particularly the Egyptian community in his area. He works with members of his church, which contains over 400 families, and he also helps newcomers to San Diego find affordable homes that work for them. Sami also volunteers weekly for God’s Extended Hand, a non-profit organization that provides food and shelter for displaced folks.

For the future, Sami hopes to continue expanding his business and reaching as many people in San Diego as possible. If you’re looking for a Realtor with experience and integrity, get in touch with Sami Solomon today!

You can contact Sami at (619) 787-5255 or sami.solomon@gmail.com,

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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Top Agent Magazine

FRED VAN ALLEN If you’ve ever shopped for a home in California’s Pomona Valley—especially in the lovely Lincoln Park Historic District—you’ll have almost certainly run into Fred Van Allen.

“When I ask clients that standard how-did-you-find-me question, they point out that I’m pretty hard to miss,” Fred laughs. “I’m very active with my marketing and have a massive online presence. That’s one reason why I’m the number one agent in Pomona.”

Another reason is Fred’s passion for helping people and educating them about the process or the qualities of the homes they’re looking at. “Most of my family are teachers, so it’s in my blood. I just pursue it differently. I especially love helping first-time homebuyers achieve that American Dream, and explaining the nuts and bolts of how the market works.”

Fred began learning those intricacies himself back in 1974, when he started a job selling real estate advertising for the Los Angeles Times. He even got his license two years later, buying property as an investment. When he retired from the newspaper in 2011, he renewed his license and quickly climbed into the top five percent of Realtors in Southern California, serving clients all across the Pomona and San Gabriel Valleys. Soon his wife got her license too, to help with the burgeoning business.

“Our particular passion and niche is historic properties, and no one knows or represents those homes the way we do. That classic architecture—they just don’t build houses these days with that same kind of character and craftsmanship!”

Fred and his wife are famous in Pomona for the megaopen houses they host, drawing crowds of potential buyers with big food spreads and loads of fascinating

information about the homes they’re featuring. Fred’s professional custom fliers are also distinct in their inclusion of an architectural STYLE floor plan of the property, something he’s been doing for eight years now. He’s always been on the cutting edge of marketing, as one of the first in his area to use professional photography and videography to capture his listings, and more recently with his utilization of drone footage when necessary. He was also recently recognized by BombBomb, Tom Ferry International, and VScreen for his use of live social media, with one post getting over 24000 views. “But I still do a lot of door-knocking,” he adds. “I get a lot of repeat and referral business, but I don’t wait on it. I still enjoy meeting and talking to new people.”

Fred and his wife feel blessed with their work, and are always paying that fortune forward. Both are past city commissioners for Pomona. Fred is a board member of Pomona Heritage and a lifetime member of the Historical Society of Pomona Valley. The Van Allens are also huge supporters of the Pomona Public Library, the Pomona Hope Community Center, the Boys and Girls Club of Pomona Valley, and participate with many other groups, committees and activities. When not working or giving back, they love spending time with their grandkids, gardening, and studying the Bible.

Fred also enjoys mountain biking.

He could retire if he wanted, but it’s not happening any time soon. “When you love what you do—helping people, making a difference—you don’t want to stop.

I plan on continuing to assist people in achieving their dreams and keep contributing in positive ways to my community. It’s an added pleasure that I get to do this with my wife!”

Contact Fred at 909-261-9711 or email FredVanAllen@FirstTeam.com Top Agent Magazine

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