SOUTHERN CALIFORNIA 8-9-21

SOUTHERN CALIFORNIA EDITION

If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

HOW SOFT MONEY LOANS ARE THE FUTURE OF LENDING

COVER STORY

LINDA DOMIS

THE DOMIS TEAM REALTORS

MILLENNIAL BUYERS:

Where They Are & What to Know FEATURED AGENTS

BRENNAN HARMS WHITNEY KAYE CHRISTY LUNDY COLLEEN MARTIN MAKSYMILIAN STACHOWSKI

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SOUTHERN CALIFORNIA EDITION

WHITNEY KAYE BRENNAN HARMS

Whenenamored friends suggested that she would with community. We Four years ago, after becoming the curve and following trends.

Thethe land7 real estate agent, Whitney 15 16 make a great a blood drive with homes and fascinated by the housscape of real estate is constantly changing, and a food Kaye local food bank.” ing market, Brennan Harms got decided licensed to take a chance, and and adaptability is paramount.

Brennan got learning licensed.theShe patiently learned the as a Realtor and set to work is tuned into contemporary real estate As her business grows, Wh business through readingbusiness contractsfrom and the ground up, working practices and adept at using cutting-edge as an admin, then brokerage operations, to start a team that will be ab networking with other agents. He quickly technology and unique modern marketand later becoming an assistant to a top clients with the highest lev started a firm and began helping developing techniques to reach a wide audience at Keller professionalism, and experi ers buy and sell properties,agent and has since Williams Realty. When of prospective buyers and sellers locally, COVID-19 struck, she decided to branch able to build a team when e branched out into residential and luxury nationally, andSTACHOWSKI internationally. Brennan is MAKSYMILIAN LINDA DOMIS BRENNAN HARMS WHITNEY KAYE CHRISTY LUNDY COLLEEN MARTIN off as a solo agent.

Approaching every essentially do what they en markets. Over the course of his career, part of a new generation of Realtors, and LINDA transaction and care, she what best at, collaborat established himself as with an topassion consistently pushes when itclients When Maksymilian his toward I think. also the referenvelope themthey’re toget any and raised in the San Fernando Valley, Lundy began Brennan her Born realhas estate workingStachowski with a local production com- I will 22 25 27 DOMIS currently serves buyers and sellers together for the benefit of agent serving Newport Beach and Corona comes to finding new ways to improve they might need.”

Martin is passionate Lospany entered about the real estate industry, he to bevendors estate goals.

2014 after working Colleen at a national for her properties highlighted THE DOMIS TEAM REALTORS throughout San Diego County. ultimate goal.

Expansion into other cities Del Mar who takes time to get to know his the efficiency and efficacy of his marit has AfterSunday t for 12 years. She Angeles learned and theeverythinghit mornings on a local TV station, as theto offer. ground running and never alsowhile love tosimultaneously spread the word that’s about her the his family business, shemeticufelt drawnwell as networking with otherClients is something intrigued me for quite andthrough gets contracts done keting simplifying homeownershipclients earlyselling on, local agents looked back. “I got started after work, After the transaction, leaving glowing reviews about their to real estate and began flipping homes. ng her grandparents’ experience. andin investing in traditional print media.

Whitney takes pride her ability to connect with clientsfor both advice for agents starting out is to f lously and efficiently. processes himself and hisjust clients. my mom encouraged me to pursue sellers leave glowing re together. One clients. recently “People said, “Working “I knew a lot about construction, because ndparents owned their home for over on a personal level and being able to utilize time her extensive remember you by the w he says.

With a people-loving their time together. O with Colleen was an absolute pleasure. She’s our got business was in it,” the home improve” she recalls, “and they older, involvement is closed important experience to their advantage.

“I have$32M a in them I truly carefour about my clients, Asasan agent who deals inprior a highwork number ofCommunity high-end Brennan has totalfeel. sales over his very knowledgeable about the locations “So I started e such a blessing to ment them.industry,” I saw she explains. toaChristy, and she sits on the board of a personality and vast knowledge said, “I was most and luxury properties, Brennan knows themarketing, importanceadvertising, years ingraphic the business, andlooking generally closes aboutfor 15them, background in design, go above and beyond and inimp tu where we were (Sherman Oaks, buying homes.”

This led friends having to move every and year,remodelingabout national nonprofit, the Innocent Justice Los Angeles County real Maks because he w of making sure his paperwork is consistently correct. transactions per year.

In his free time, you can find sales and customer service, which really work in my helped me build a successful business.”

Toluca Lake earning her real estate license andFoundation. She has also volunteered rents would go up and to theyher couldn’t her and Burbank), which helped estate, he hasnavigating exceeded expectations motivated to sell my c LUNDY COLLEEN MAKSYMILIAN Hemy is helping detail-oriented inCHRISTY hisclient’s approach real him outdoors, golfing, surfing, hiking, or biking. favor.

The career pathsMARTIN I’ve chosen us previously weed through listings that looked goodHe is others purchase homes andtoupdate It was huge that grandparents time as President of her children’s school’s STACHOWSKI with every he’s served. was contracts, him valuable asset cli-to make heavily his community - he haswe volunteered have seamlessly meengaged a online, better agent. would not match what were not pushy. He wa them.

“I educated them on awhat could client beintegrated heir own home.estate It created such a making Parentto Teacher Organization, as in abut Girl Having now been in the business for busy for me. He alway actually looking for.

We worked with Colleen done, because not every home is new, some f stability for our family, and the Scout Leader, with Cub Scouts, and with ents trying to get the mostBeing out ofa their properties.

He for the and Corona Del Mar well-rounded businessperson focusing on Christmas Walk, is a member for 3 years before we finally bought a house.

In other omeownership isworks reallyofhard meaningful the YMCA. When she is not working, themtoneed some creativity, and a lot of times what a ensure that my his clients contracts are sound and his local contributed Chamber of Commerce, routinely helpswith me whene more thanare five much of ofthat his have to speak theyears, two ingredients because they would not have been Christy enjoys working out, scuba diving, words, she’s incredibly patient!

Throughout the buying home needs is something very So mistake-free, and goes theto extra mile toIIloved get the best out at the Oasis Senior Center, and sponsors families mysimple. success. worked for a company years ago that business consists ofshowing repeat clients questions, comments o CONTENTS survive if they hadn’t people ownedhow andfix sailing. process her communication with us was incredible. She was to either cosmetically things possible pricetheir foreasy his itclients. for Christmas and Thanksgiving.

Two months ago, sent us to the Ritz Carlton to be trained on providing and unparalleled referrals. Serving d had that investment.”or add on to a home.” With was able to anticipate our questions and answer He them was always profe experienceSanta and Clarita Brennan joined Compass, and looks forward to He walked the best client experience.

I like to incorporate some and surrounding regions, Maks friendly.

In the future, Christy as says, to we continue growing before even asked, which is so helpful for first time superior customer service, Colleen has flourished an “I plan 5) IF IT’S GOOD FOR THE SOUL, 23) 3 MIND–BENDING On top of his skills with negotiating and paperwork, expanding his business, knowledge of real estate, and of these trainings from other industries toof provide operates The Pinamonti Lundy Group ourcommunication team andthat helping and experienced agents homebuyers.

Colleen ismy fantastic!” agent.

Today she with has aher part-time assistant helpsnew with makes theagents cornerstone his work, the whole process step-by-step until th is a personable Realtor who takes the time to even more!

IT’S GOOD FOR THE BUSINESS PHILOSOPHIES TO clients with the best possible service.” partner, Angela Brennan Pinamonti.

They and Colleen their team grow their business.”

She also wants to continue helping showings, but prefers dealing with her clients which has helped him become one of the top agents I felt like he went the extra mile for me getDiego, to one-on-one. know clients and what their specific needs are. nts serve all of San withhis a focus North her clients homesbeing for their As families andlooks build ahead, wealthYOUR Colleen she hopes to build a team one Thisonapproach has led to herfind business EXPAND PROFESSIONAL in his area. appreciate it! I think Maks is the best a San Diego, including Carlsbad, San about Marcos, through real estate.

“I love connecting with people and day with like-minded agents who put their clients’ needs almost entirely referral-based, as buyers and sellers He13) genuinely cares his clients and wants to help Communication is key. Staying in touch with clients HOW SOFT MONEY LOANS PERSPECTIVE can find, as I had interviewed 25 agen ® de, Vista, Escondido, Fallbrook.

About 75%friends helping some of the stress the process first.

“Iofwant people toforknow there are good Realtors appreciate thatbecomes she leaves nonurturing question unanswered. them,and and often withtake them through and those relationships isout crucial for Whitney.

ARE THE FUTURE OF LENDING “Mythem. clients see that I do he says.

“Ilook get a lot of them to Maks in his know ty’s business comes from repeatprocess. and referral That is the best partmore,” of my Real estate should outjob. there that out for people’s bestcompared interests, and the transaction Brennan gets more than half “Building relationships and contributes to our an impressive feat that“Ispeaks to the and be something thewhich end trust ofmake theusually day is that really joyous. don’t let my trust clients buycalls something justthat to at buy it,” sure they are 100% real covered in all industry aspects of and his ability to of at 11 or 10pm, is a first time estate 26) ARE YOU DOING BUSINESS of his business through referrals, and hopesBy to continue success. doing the things I love I can make a ce she inspires.

Selling a home because you’re moving onabout to something Colleen says. “I want tomutual make sure it’s the seller right fit.”

She the transaction.” home buyer or having questions certain my concerns.”

17) MILLENNIAL BUYERS: expanding his sphere in the future.

“Clients have a lot AS YOU ON FACEBOOK? great living and help people reach their goals.

At the end new, or buying a home that will be a place to put your is also patient, understanding that it’s a difficult market things after they’ve come home from work.

I’ll of options when it comes to real estate service, but they THEY ARE & WHAT keep coming backWHERE and sending their roots, or buying anTO investment that will help you build of the day, it’s a win-win.” to buy in at the friends moment.

“I have some clients who answer them no matter the hour.”

Maks is completely When Maks isn’t working, he’s stayin come back to me because I make them feel comfortcause we don’t make real estate hard or scary,” your wealth—those are all amazing things, and I enjoy have been looking for years, and just haven’t found the KNOW explains. “Whenable I bought my first home, felt keeping that positivity throughout the whole process.” and Brennan says.

He uses social media transparent, giving them his honest opinion and local REALTOR® associations or hang rightsecure,” property yet orI aren’t ready to make a move.”

No When she’s not working, Whitney loves spending e was a lot of the thatwith I didn’t or matter how long itclients, takes, she stands by them throughout toprocess keep up pastknow and regularly takes timeandwhether making sure he’s upfront, it’s something his pets. He also loves learning about th time by the ocean, hiking, playing tennis.

She also nd, and I’m oneout of those people to When it comes time to make an offer, or to ofthe hisprocess. day towho callneeds them and see how they are doing. they want to hear not. He always working with cryptocurrency markets. enjoys traveling andortrying outisnew restaurants.

Part of o understand what’s going on.

Having beenguides a | Fax Phone 310-734-1440 sell a310-734-1440 home, Colleen her clients throughout the their best interests in mind, and wants to help them her free time is spent giving back to the community.

“I I really make an efforttransaction. to educate my clients it’s on a showing, an inspection or Whether To learn more about Whitney One that Brennan haslike learned through his research Contact Brennan at (949) 887-7529 mag@topagentmagazine.com |educated www.topagentmagazine.com to clients donate to various be a resource make the most possible.

One Looking ahead, Maks hopes to contin ess and help them tothing what’s going aunderstand closing meeting, Colleen’s can count onorganizations her decisionsand email wkaye@kw.com, into real estate isthrough the importance of so staying ahead of do to help or brennan.harms@compass.com hat they feel really comfortable the for others, anything I can someone in need being there. way he does this is by providing thorough marketing and helping more people with their buyi No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent visit wkaye.kw.com, or call (508) ocess.” is important me.

Keller is big on materials fortohis listings.

“IWilliams haveprecautions professional photos needs.

He plans to earn his broker’s lic Magazine is published by Feature Publications GA, Inc. Although areworking taken to ensure the accuracy of published https://

AfterTop theAgent transaction, buyers and sellers do not hesitate tofor opinions expressed or facts supplied by its authors. materials, Magazine cannot be held responsible and virtual tours, which helps especially during the Copyright end of Top May 2021, and wants to extend Agent Magazine comes to marketing,reach Christy invests out to her forinallproof their real estate questions. With Top Age To subscribe or change address, send inquiry to mag@topagentmagazine.com. pandemic,” than door knocking to encompass property Copyright management in photography and professional videosoffor her a wide network professionals to referheto,says.

Colleen“Rather can Published in the U.S. as well as drone shotslink depending on the propor sending out flyers, I’m focusing more on digital residential sales.

“What I love most abo them with the right person for their situation.Christy “They at 310-430-8976, Contact To learn more about Colleen Martin, markets her listings on social including will oftenmedia call me and tell me they email want tochristy@sandiegohomelife.com, do After something advertising now.” closing around 40please properties that I get to help people create long-term call 818-445-0106 , Facebook, and Instagram, tailoring herwant mar-to know my opinion or who they to their house, and last year, it’s clear he’s going above and beyond to so rewarding to be a part of.” 3 christy.sandiegohomelife.com or visit Agent Magazine in addition or email colleen@valleygirlhomes.com pecificallyTop to those formats. should That’s call. I’m happy to visit them and let them know https://

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

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Top Agent Magazine

If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 6

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LINDA DOMIS

THE DOMIS TEAM REALTORS

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Serving eastern Los Angeles County and all of Orange County, recently The Domis Team launched a new department, expanding into southern California’s coastal cities.

With forty-five years in the real estate industry, Linda Domis continues to be driven by her passion for serving her clients and helping them build better lives. When you speak to Linda about her career, her infectious enthusiasm and joy 8

shine through. “I love being able to make a difference in people’s lives,” Linda says. “I’ve sold houses to three generations within the same family. I’ve had clients say, ‘If you hadn’t told me to buy that rental property thirty years ago, I Top Agent Magazine

wouldn’t have been able to afford to send my kids to college.’ Real estate is such a powerful game-changer in people’s lives.

As Realtors®, we have the honor of being part of a family’s legacy.”

Now a part-owner of a Brokerage she founded with her late husband, Linda is the leader of The Domis Team through Keller Williams. She works closely with her son, Ryan, as well as with other dedicated professionals. “I love working with Ryan, who constantly makes me better,” Top Agent Magazine

Linda says. “We have done phenomenally well, and have sold over 2500 homes.”

Serving eastern Los Angeles County and all of Orange County, recently The Domis Team launched a new department, expanding into southern California’s coastal cities. “We’re always seeking ways to expand, improve, and add value for our clients,” Linda says.

The Domis Team has a repeat and referral rate of 75%, a testament to their dedication, professionalism, and top-tier customer 9

service. “We are technology-driven, but the foundation for our team is to help the customer and to provide service above self,” Linda says. “We see ourselves more as advisors to the clients. Our daily purpose is to give our clients the best real estate experience.”

Values-driven and holistic, Linda and her team keep in touch with past clients with care and consistency. “We want our clients to see us as a valued resource on their team of lifelong professionals, not

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someone popping in and out looking for a quick sale,” Linda says. Through phone calls, hand-written notes, newsletters, and yearly equity check-ups, Linda and her team demonstrate their dedication to their clients every day. To market their clients’ listings, Linda and her team offer a comprehensive approach that uses social media to boost high definition videos and professional photographs to attract multiple offers.

Active in the community, Linda has won

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a Lifetime Achievement Award from the PTA of the local elementary, junior high, and high school districts for her service.

She has served as Treasurer for a bond measure that helped rebuild six high schools in the district, as the President of the Children’s Museum, and she represented the National Association of Realtors on a trade trip to Cuba. In her free time, Linda loves spending time with her two fabulous sons, four beautiful grandchildren, and her strong group of friends. “I’m so grateful for my Top Agent Magazine

“We want our clients to see us as a valued resource on their team of lifelong professionals, not someone popping in and out looking for a quick sale,”

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wonderful family and friends,” Linda says. “I’m very blessed.”

Looking to the future, Linda is excited about how she can continue to be of service to her clients and to other agents.

“Real estate is always going to be in my

DNA, whether it’s consulting, or writing, or coaching,” Linda says. “I love mentorship. There are lots of new people in the business, and they’re going to need people who have skill and knowledge, which is a way for me to make even more of a difference.”

To find out more about Linda Domis, please call 562-665-1785, email linda@lindadomis.com or visit whittierhomes.com www.

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Top Agent Magazine

How Soft Money Loans are the Future of Lending ‘Soft Money’ is a relatively new term in the lending industry; an innovative approach to private money lending, a soft money loan combines the benefits of a hard money loan with the greater security that a traditional loan Top Agent Magazine

offers. While a soft money loan requires more underwriting, it also offers lower risks and less risk, making it a deeply attractive option to borrowers who find the concept but not the details of a hard money loan appealing.

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Hard Money Loans As you know, a hard money loan is an assetbased loan, based on the Loan to Value (LTV) of the investment property. They require little underwriting, making them a quick loan for borrowers to get approved, are bridge loans, and are generally not based on a borrower’s credit score. This makes them a high-risk loan that is used for real estate investment. The high-risk nature of this type of loan as well as reservations from the 2008 housing market crash, may make some borrowers reluctant to pursue this type of loan. This type of loan also does not increase a borrower’s credit rating, which may also decrease their appeal to borrowers with good credit.

What is Soft Money?

Soft Money is an innovative new approach to private money lending which combines the benefits of both hard money loans and more traditional loans. First, a clarification on the name: the term ‘soft money’ in the world of lending is completely different from ‘soft money’ in the world of political campaigning. In the context of lending, the term ‘soft money’ implies that this type of loan falls somewhere between a hard money loan and a traditional loan.

A soft money loan requires more underwriting than a hard money loan, allowing it to have lower rates and greater security. It is based on both the borrower’s credit score and the property’s LTV, and is always a term loan

rather than a bridge loan. Additionally, this type of mortgage loan program is beneficial for real estate investors with a credit score of 650 or above. The combination of lower rates, higher LTV’s, no tax returns and a longer time frame makes the soft money loan a better fit than a hard money loan for many borrower’s situations, particularly those interested in investing in long term rental properties.

Soft Money Loan rates start at 4.375% and go up to 85% LTV for most investment property types.

Why is Soft Money the Future of Lending?

Calling soft money ‘the new hard money’ may seem trite and contrived, but upon further reflection, soft money truly is the direction for the future of private money lending.

While the hard money loan is still the most popular option for many real estate investment scenarios, the soft money loan will increasingly become the loan used by first-time real estate investors or borrower’s looking to hold a long term investment property, and investors with a high credit score who are looking for higher LTVs and lower interest rates.

Unlike conventional investment property loans that max out at 70% LTV, a NO-DOC Soft Money Loan Program maxes at 85% LTV and with no PMI. This allows the borrower to put less money down on their purchase.

When you’re ready to invest, Stratton Equities can help. We are the nationwide leading direct Hard Money and NON-QM lender, with an impressive array of programs, lowest private money rates (starting at 4.375%), professional team of experienced loan officers, and quick loan approval process.

If you have an investment property and wish to speak with one of our Loan Officers, call Stratton Equities at 800-962-6613, email us, or apply for loan pre-qualification today!

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BRENNAN HARMS Four years ago, after becoming enamored with homes and fascinated by the housing market, Brennan Harms got licensed as a Realtor and set to work learning the business through reading contracts and networking with other agents. He quickly started a firm and began helping developers buy and sell properties, and has since branched out into residential and luxury markets. Over the course of his career, Brennan has established himself as an agent serving Newport Beach and Corona Del Mar who takes time to get to know his clients and gets his contracts done meticulously and efficiently.

As an agent who deals in a high number of high-end and luxury properties, Brennan knows the importance of making sure his paperwork is consistently correct.

He is detail-oriented in his approach to navigating real estate contracts, making him a valuable asset to clients trying to get the most out of their properties. He works hard to ensure that his contracts are sound and mistake-free, and goes the extra mile to get the best possible price for his clients.

On top of his skills with negotiating and paperwork, Brennan is a personable Realtor who takes the time to get to know his clients and what their specific needs are.

He genuinely cares about his clients and wants to help them, and often becomes friends with them through the transaction process. Brennan gets more than half of his business through referrals, and hopes to continue expanding his sphere in the future. “Clients have a lot of options when it comes to real estate service, but they come back to me because I make them feel comfortable and secure,” Brennan says. He uses social media to keep up with past clients, and regularly takes time out of his day to call them and see how they are doing.

One thing that Brennan has learned through his research into real estate is the importance of staying ahead of Top Agent Magazine

the curve and following trends. The landscape of real estate is constantly changing, and adaptability is paramount. Brennan is tuned into contemporary real estate practices and adept at using cutting-edge technology and unique modern marketing techniques to reach a wide audience of prospective buyers and sellers locally, nationally, and internationally. Brennan is part of a new generation of Realtors, and consistently pushes the envelope when it comes to finding new ways to improve the efficiency and efficacy of his marketing while simultaneously simplifying processes for both himself and his clients.

Brennan has closed $32M in total sales over his four years in the business, and generally closes about 15 transactions per year. In his free time, you can find him outdoors, golfing, surfing, hiking, or biking. He is heavily engaged in his community - he has volunteered for the Corona Del Mar Christmas Walk, is a member of his local Chamber of Commerce, routinely helps out at the Oasis Senior Center, and sponsors families for Christmas and Thanksgiving. Two months ago, Brennan joined Compass, and looks forward to expanding his business, knowledge of real estate, and even more!

Contact Brennan at (949) 887-7529 or brennan.harms@compass.com Copyright Top Agent Magazine 15

WHITNEY KAYE When friends suggested that she would make a great real estate agent, Whitney Kaye decided to take a chance, and got licensed. She patiently learned the business from the ground up, working as an admin, then brokerage operations, and later becoming an assistant to a top agent at Keller Williams Realty. When COVID-19 struck, she decided to branch off as a solo agent. Approaching every transaction with passion and care, she currently serves buyers and sellers throughout San Diego County.

Whitney takes pride in her ability to connect with clients on a personal level and being able to utilize her extensive prior work experience to their advantage. “I have a background in marketing, advertising, graphic design, sales and customer service, which really work in my client’s favor. The career paths I’ve chosen previously have seamlessly integrated to make me a better agent.

Being a well-rounded businessperson and focusing on my clients are the two ingredients that have contributed to my success. I worked for a company years ago that sent us to the Ritz Carlton to be trained on providing the best client experience. I like to incorporate some of these trainings from other industries to provide my clients with the best possible service.”

with the community. We recently did a blood drive and a food drive for the local food bank.”

As her business grows, Whitney intends to start a team that will be able to provide clients with the highest level of service, professionalism, and experience. “Being able to build a team when everybody can essentially do what they enjoy and what they’re best at, collaborate, and come together for the benefit of clients is my ultimate goal. Expansion into other cities and markets is something that’s intrigued me for quite a while.” Her advice for agents just starting out is to focus on their clients. “People remember you by the way you make them feel. I truly care about my clients, and I like to go above and beyond for them, and in turn, they have helped me build a successful business.”

Communication is key. Staying in touch with clients and nurturing those relationships is crucial for Whitney.

“Building relationships and trust contributes to our mutual success. By doing the things I love I can make a great living and help people reach their goals. At the end of the day, it’s a win-win.”

When she’s not working, Whitney loves spending time by the ocean, hiking, and playing tennis. She also enjoys traveling and trying out new restaurants. Part of her free time is spent giving back to the community. “I like to donate to various organizations and be a resource for others, so anything I can do to help someone in need is important to me. Keller Williams is big on working 16

To learn more about Whitney Kaye, email wkaye@kw.com, visit wkaye.kw.com, or call (508) 468-7740 https://

TopAgent AgentMagazine Magazine Copyright Top

Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there Top Agent Magazine

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

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a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

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tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

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that you’re savvy, available, and understand the value of their preferred method of communication.

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

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financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home.

Also consider fielding Millennial clientele with the long view in mind. You might be 20

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

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CHRISTY LUNDY Christy Lundy began her real estate career in 2014 after working at a national nonprofit for 12 years. She learned the value of homeownership early on, through witnessing her grandparents’ experience.

“My grandparents owned their home for over 50 years,” she recalls, “and as they got older, it became such a blessing to them. I saw all their friends having to move every year, because rents would go up and they couldn’t afford it. It was huge that my grandparents owned their own home. It created such a source of stability for our family, and the idea of homeownership is really meaningful for me because they would not have been able to survive if they hadn’t owned their home and had that investment.”

Christy operates The Pinamonti Lundy Group with her business partner, Angela Pinamonti. They and their team of 5 agents serve all of San Diego, with a focus on North County San Diego, including Carlsbad, San Marcos, Oceanside, Vista, Escondido, and Fallbrook. About 75% of Christy’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires.

“Clients keep coming back and sending their friends to us because we don’t make real estate hard or scary,” Christy explains. “When I bought my first home, I felt like there was a lot of the process that I didn’t know or understand, and I’m one of those people who needs to be able to understand what’s going on. Having been a teacher, I really make an effort to educate my clients on the process and help them to understand what’s going on, so that they feel really comfortable through the whole process.”

When it comes to marketing, Christy invests in professional photography and professional videos for her listings, as well as drone shots depending on the property. She markets her listings on social media including YouTube, Facebook, and Instagram, tailoring her marketing specifically to those formats. That’s in addition 22

to working with a local production company for her properties to be highlighted Sunday mornings on a local TV station, as well as networking with other local agents and investing in traditional print media.

Community involvement is important to Christy, and she sits on the board of a national nonprofit, the Innocent Justice Foundation. She has also volunteered her time as President of her children’s school’s Parent Teacher Organization, as a Girl Scout Leader, with Cub Scouts, and with the YMCA. When she is not working, Christy enjoys working out, scuba diving, and sailing.

In the future, Christy says, “I plan to continue growing our team and helping new agents and experienced agents grow their business.” She also wants to continue helping her clients find homes for their families and build wealth through real estate. “I love connecting with people and helping take some of the stress out of the process for them. That is the best part of my job. Real estate should be something that at the end of the day is really joyous.

Selling a home because you’re moving on to something new, or buying a home that will be a place to put your roots, or buying an investment that will help you build your wealth—those are all amazing things, and I enjoy keeping that positivity throughout the whole process.”

Contact Christy at 310-430-8976, email christy@sandiegohomelife.com, or visit christy.sandiegohomelife.com https://

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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1

Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

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Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profes24

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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COLLEEN MARTIN Born and raised in the San Fernando Valley, Colleen Martin is passionate about Los Angeles and everything it has to offer. After selling the family business, she felt drawn to real estate and began flipping homes.

“I knew a lot about construction, because our business was in the home improvement industry,” she explains. “So I started buying and remodeling homes.” This led to her earning her real estate license and helping others purchase homes and update them. “I educated them on what could be done, because not every home is new, some of them need some creativity, and a lot of times what a home needs is something very simple. So I loved showing people how easy it was to either cosmetically fix things or add on to a home.” With unparalleled experience and superior customer service, Colleen has flourished as an agent. Today she has a part-time assistant that helps with showings, but Colleen prefers dealing with her clients one-on-one. This approach has led to her business being almost entirely referral-based, as buyers and sellers appreciate that she leaves no question unanswered.

“I don’t let my clients buy something just to buy it,” Colleen says. “I want to make sure it’s the right fit.” She is also patient, understanding that it’s a difficult market to buy in at the moment. “I have some clients who have been looking for years, and just haven’t found the right property yet or aren’t ready to make a move.” No matter how long it takes, she stands by them throughout the process. When it comes time to make an offer, or to sell a home, Colleen guides her clients throughout the transaction. Whether it’s a showing, an inspection or a closing meeting, Colleen’s clients can count on her being there.

After the transaction, buyers and sellers do not hesitate to reach out to her for all of their real estate questions. With a wide network of professionals to refer to, Colleen can link them with the right person for their situation. “They will often call me and tell me they want to do something to their house, and want to know my opinion or who they should call. I’m happy to visit them and let them know Top Agent Magazine

what I think. I will also refer them to any vendors they might need.”

Clients also love to spread the word about her work, leaving glowing reviews about their time together. One recently said, “Working with Colleen was an absolute pleasure. She’s very knowledgeable about the locations where we were looking (Sherman Oaks, Toluca Lake and Burbank), which helped us weed through listings that looked good online, but would not match what we were actually looking for. We worked with Colleen for 3 years before we finally bought a house. In other words, she’s incredibly patient! Throughout the buying process her communication with us was incredible. She was able to anticipate our questions and answer them before we even asked, which is so helpful for first time homebuyers. Colleen is fantastic!”

As Colleen looks ahead, she hopes to build a team one day with like-minded agents who put their clients’ needs first. “I want people to know there are good Realtors® out there that look out for people’s best interests, and make sure that they are 100% covered in all aspects of the transaction.”

To learn more about Colleen Martin, please call 818-445-0106 or email colleen@valleygirlhomes.com 25

Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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MAKSYMILIAN STACHOWSKI When Maksymilian Stachowski entered the real estate industry, he hit the ground running and never looked back. “I got started after my mom encouraged me to pursue it,” he says. With a people-loving personality and a vast knowledge about Los Angeles County real estate, he has exceeded expectations with every client he’s served.

Having now been in the business for more than five years, much of his business consists of repeat clients and referrals. Serving Santa Clarita and surrounding regions, Maks makes communication the cornerstone of his work, which has helped him become one of the top agents in his area.

“My clients see that I do more,” he says. “I get a lot of calls at 11 or 10pm, which is usually a first time home buyer or seller having questions about certain things after they’ve come home from work. I’ll answer them no matter the hour.” Maks is completely transparent, giving them his honest opinion and making sure he’s upfront, whether it’s something they want to hear or not. He is always working with their best interests in mind, and wants to help them make the most educated decisions possible. One way he does this is by providing thorough marketing materials for his listings. “I have professional photos and virtual tours, which helps especially during the pandemic,” he says. “Rather than door knocking or sending out flyers, I’m focusing more on digital advertising now.” After closing around 40 properties last year, it’s clear he’s going above and beyond to

get his clients towards their real estate goals.

After the transaction, buyers and sellers leave glowing reviews about their time together. One recently said, “I was most impressed with Maks because he was highly motivated to sell my condo but he was not pushy. He was never too busy for me. He always made time to speak with me whenever I had any questions, comments or concerns.

He was always professional and friendly. He walked me through the whole process step-by-step until the very end.

I felt like he went the extra mile for me and I really appreciate it! I think Maks is the best agent anyone can find, as I had interviewed 25 agents and none of them compared to Maks in his knowledge of the real estate industry and his ability to address all my concerns.”

When Maks isn’t working, he’s staying active in local REALTOR® associations or hanging out with his pets. He also loves learning about the stock and cryptocurrency markets.

Looking ahead, Maks hopes to continue growing and helping more people with their buying or selling needs. He plans to earn his broker’s license by the end of May 2021, and wants to extend his services to encompass property management in addition to residential sales. “What I love most about my job is that I get to help people create long-term wealth, it’s so rewarding to be a part of.”

For more information about Maksmillian Stachowski, please call 818-538-9823 or email maks@flaggstachgroup.com Top Agent Magazine

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