SOUTHERN CALIFORNIA 3-7-22

SOUTHERN CALIFORNIA EDITION

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WAYS TO GET YOUR CLIENT TO TRUST YOU FEATURED AGENTS

LAURA 'LALA' CARBALLO SUE KOHL

INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU EVERY PLAYER IS VALUABLE: HOW TO BOOST YOUR TEAM'S MORALE COVER STORY

VANCE NORDINE & MARY NORDINE HALE

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SOUTHERN CALIFORNIA EDITION

LAURA ‘LALA’ CARBALLOSUE KOHL

herSouthern California market,diving intoan riven to help others, After Laurataking ‘Lala’a bit of time to raise patience, 7 17 18 family, decided she didn’t want tonetwork of industry contactsproperty, the arballo has made great strides as anSue agent helped gui to her earlier position as a specialme to my new home, with relative business as th Los Angeles County. Shereturn was inspired ease! education teacher. She had dipped a toefact, her counsel proved to be tunities for i become an agent when her parents were so calculat into real estate while she was living in houses get ba uying a home in 2008. “The agent they and thoughtful that I ended up securin Manhattan Beach and decided it would ere purchasing with liked me right off the the very first property I placed an offer o be her new career. She got her license and Sue sees tra t, and asked me to work with her,” Lala Laura is the truth.” started working in Brentwood. That was a goals along t plains. At first, Lala declined, as she short and enjoyable 32 years ago. Building at the end of orked as an elementary school teacher.

As Lala grows, she hopes to becom her reputation as a professional with an tionizing the ut eventually she decided to take her up increasingly involved in the communi honest and straightforward demeanor, she ment of a ne n the offer, knowing that it could lead to After enduring a health incident, she VANCE & MARY LAURA 'LALA' SUE KOHL VANCE NORDINE & independently with the outworks mostly social marke mitless opportunities.

Now Lala works with John Hart eager to assist others undergoing the same struggle MARY NORDINE HALE NORDINE CARBALLO standing support of her management team at Berkshire eal Estate, and is experiencing skyrocketing success.

“My goal is to raise money for thyroid surgery f Hathaway, where she’s been an assistant manager for Another activity that those who need it and can’t afford it.” twenty years. Always sensitive to the needs and priorrewarding is her time s Much of my clientele derives from referrals,” she CONTENTS ities of her clientele, she works through transactions Community Council, r plains. Lala’s genuine and down-to-Earth nature In the next five years, Lala wants to grow her pre with friends and clients who typically become her Alphabet Streets neig s helped her stand out in this field, as her clients ence in the Mission Hills and Pacoima areas. Flue 4) INCORPORATING 19) 6 an WAYS TO opportunity to meet and friends throughout LA’s Westside, with emphasis now she only wants what is best for them. “I don’t in English and Spanish, she is able to assist a range CHARITABLE IN YOUR YOUR CLIENTactivists and volunteers. onGIVING Pacific Palisades, Brentwood, GET and Santa Monica. cus on the money aspect, I’m very emotional and individuals looking to buy, sell or invest. “I just feel REAL ESTATE PRACTICE TO TRUST YOU is usually a 5-mile walk ant to connect with others. I put my heart and soul grateful to be involved in something so important Staying in touch with her clients long after the transtown, with a daily stop a to my work, so much so that I often feel like I am people’s lives. It’s amazing.” action has IS closed, Sue is deeply22) appreciative of TO the MAKE 14) EVERY PLAYER 3 WAYS e one purchasing the home.”

She takes her time 80% of her generated through pastWORKSPACE client and VALUABLE: TObusiness BOOST YOUR tting to know her buyersHOW and sellers, wanting to friendMORALE referrals. With three decades of experience, YOUR TEAM'S WORK FOR YOU nderstand on a deeper level what they are looking Sue’s watched the industry change and go through r and how she can achieve their goals. Once their difficult times, such as during the pandemic. Whereas eds are determined, she sets out a plan and gets to the industry was once dominated by print ads, she’s ork, never rushing them to make decisions. For her embraced digital advertising and social media, while llers, the goalPhone is to present each property’s best as310-734-1440 | Faxa 310-734-1440 still keeping presence in newspapers and magazines. ts and attractmag@topagentmagazine.com as many potential buyers as possible. www.topagentmagazine.com Newer technology |like drone photography is used My brokerage is great, they provide us with state of No portion of this issue may be reproduced in any manner without prior of the publisher. Top Agent Magazine alongside professional stillwhatsoever photography forconsent showcase art marketing and give us all the support we need. is published

by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top ing bethe environment and expressed neighborhood surrounding a Agent Magazine cannot held responsible for opinions or facts supplied by its authors. ur broker dedicates all of his time and energy to us property.

Some also require an additional To subscribe or change address, send inquiryproperties to mag@topagentmagazine.com. agents.” Completing 40U.S.transactions in 2020, and Published in the touch of staging before they are presented for sale.

7 transactions in 2021, Lala is hoping to continue oubling her business every year.

2022 brings a new and exciting chapter into Sue’s proTop Agent Magazine 3 fessional life. She’s finally taking on a partner – her rowing up in the area, Lala’s clients appreciate her oldest daughter, Courtney. Sue focuses on the business

Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

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

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

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

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

Find causes that speak to you.

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

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

Unite your team for the common good.

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

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

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

Include clients in the process.

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

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

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

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VANCE NORDINE & MARY NORDINE HALE

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With over fifty years of combined experience in the industry, father-daughter team Vance Nordine and Mary Nordine Hale operate Nordine Realty, Inc., a leading Real Estate brokerage located at the border of Los Angeles and Orange Counties.

Vance Nordine and Mary Nordine Hale represent the third and fourth generations in their family to carry on a legacy of excellence in real estate.

Together, the father and daughter team operate their brokerage known as Nordine Realty, Inc., located at the border of Los Angeles and Orange Counties. With over fifty years of combined experience in the industry, Vance and Mary create a top-tier, referrable experience for buyers, sellers and investors, of every variety. The core of their business is residential sales, including 8Copyright Top Agent Magazine

traditional, REOs, bank repos, short sales, probate and trust sales, and 1031 exchanges. They also handle commercial and land transactions.

Nordine Realty, Inc. serves much of the Southland, from Los Angeles and Orange County to San Bernardino and Riverside Counties. Vance and his team provide exceptional, personal care to their clients. So exceptional, in fact, that over 95% of their business is referral and repeat clients. “The care, the skill, and the knowledge that Top Agent Magazine

comes from decades of experience are the biggest things that set us apart,” Vance shares. Vance brings unique talent to the table as he holds a general contractors license and has built, flipped, and remodeled homes himself. This allows him to provide a valuable, hands-on perspective when advising his clients throughout the process.

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In addition, this father-daughter duo has profound experience in going above and beyond in their services, including free staging and professional photography and videography for their sellers, and working tirelessly to make their buyers’ offers as competitive as possible. To Vance and Mary, every deal is personal. “We have Copyright Top Agent Magazine9

Together, the father-daughter duo close more deals than almost any other local real estate agent, and Vance consistently ranks among the top 3% of agents in his highly competitive area. learned to ask deep and insightful questions to get to the heart of what motivates our clients and gain a true understanding of how to best serve them.” Come rain or shine, Vance is no stranger to adapting to current market trends to help clients stay on the cutting edge during both crash and boom times.

Vance and Mary stay in touch by interacting digitally with their past and present clients. Through engaging tutorial videos for buyers and sellers, they aim to provide a stress-free experience Copyright Top Agent Magazine 10

where everyone is informed about the transaction process as each step unfolds.

Vance most enjoys the excitement of putting deals together and helping clients get the best outcome. “It is exciting to get people into their homes,” Vance shares. He also loves assisting clients as they transition from one stage of life to the next. For Mary, it’s the homeownership aspect that keeps her motivated. She is truly elated for clients when they experience the feeling of owning their own home where they can gain some sweat equity and put down roots.

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Together they close more deals than almost any other local real estate agent, and Vance consistently ranks among the top 3% of agents in his highly competitive area.

Though most of his hours each day (and many at night, too) are spent devoted to the needs of his clients, Vance does find time to give back.

He and his wife have long been involved at their church, spending years teaching Sunday school Top Agent Magazine

and volunteering at their church. There is a running joke in Vance’s family that work is his hobby, but family is a priority to Vance, and he enjoys spending time with his wife, their three adult children and their spouses, and their six grandchildren.

Mary and her husband give back by helping run an international non-profit, and enjoy their Copyright Top Agent Magazine 11

off-hours spending time with their young daughter.

The three enjoy tending their large garden together, where they hope to enjoy late spring’s bloom of fresh produce.

Vance and Mary have spent years watering their brokerage and watching it grow. The future looks

bright as they continue to provide top-notch care for their clients and stay ahead of the game. Nordine Realty, Inc. is poised to weather any storm as a leading brokerage, continuing on in their longstanding tradition of excellent, trustworthy service to their valued clients. For this impressive father-daughter duo, the grass is greenest when they are together.

To learn more about Vance and Mary, visit NordineRealty.com, email NordineRealty@gmail.com, http://

or call/text 562-882-2399 (Vance) or 562-761-9792 (Mary) Copyright Top Agent Magazine 12

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at 14

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: Top Agent Magazine

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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Laughs!

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LAURA ‘LALA’ CARBALLO Driven to help others, Laura ‘Lala’ Carballo has made great strides as an agent in Los Angeles County. She was inspired to become an agent when her parents were buying a home in 2008. “The agent they were purchasing with liked me right off the bat, and asked me to work with her,” Lala explains. At first, Lala declined, as she worked as an elementary school teacher.

But eventually she decided to take her up on the offer, knowing that it could lead to limitless opportunities. Now Lala works with John Hart Real Estate, and is experiencing skyrocketing success.

“Much of my clientele derives from referrals,” she explains. Lala’s genuine and down-to-Earth nature has helped her stand out in this field, as her clients know she only wants what is best for them. “I don’t focus on the money aspect, I’m very emotional and want to connect with others. I put my heart and soul into my work, so much so that I often feel like I am the one purchasing the home.” She takes her time getting to know her buyers and sellers, wanting to understand on a deeper level what they are looking for and how she can achieve their goals. Once their needs are determined, she sets out a plan and gets to work, never rushing them to make decisions. For her sellers, the goal is to present each property’s best assets and attract as many potential buyers as possible.

“My brokerage is great, they provide us with state of the art marketing and give us all the support we need.

Our broker dedicates all of his time and energy to us as agents.” Completing 40 transactions in 2020, and 77 transactions in 2021, Lala is hoping to continue doubling her business every year.

Growing up in the area, Lala’s clients appreciate her vast knowledge about greater Los Angeles, and love to tell others about their time together. One recently said, “As a prospective first time home buyer, I met Laura while viewing a property that I ultimately decided not to make an offer on, but she offered to help find the right place for me. Her knowledge of the Top Agent Magazine

Southern California market, patience, and network of industry contacts helped guide me to my new home, with relative ease! In fact, her counsel proved to be so calculated and thoughtful that I ended up securing the very first property I placed an offer on!

Laura is the truth.”

As Lala grows, she hopes to become increasingly involved in the community.

After enduring a health incident, she is eager to assist others undergoing the same struggles.

“My goal is to raise money for thyroid surgery for those who need it and can’t afford it.”

In the next five years, Lala wants to grow her presence in the Mission Hills and Pacoima areas. Fluent in English and Spanish, she is able to assist a range of individuals looking to buy, sell or invest. “I just feel so grateful to be involved in something so important in people’s lives. It’s amazing.”

To learn more about Laura Carballo, please call 818-271-7642 or email lalasellsla@yahoo.com 17

SUE KOHL After taking a bit of time to raise her family, Sue decided she didn’t want to return to her earlier position as a special education teacher. She had dipped a toe into real estate while she was living in Manhattan Beach and decided it would be her new career. She got her license and started working in Brentwood. That was a short and enjoyable 32 years ago. Building her reputation as a professional with an honest and straightforward demeanor, she works mostly independently with the outstanding support of her management team at Berkshire Hathaway, where she’s been an assistant manager for twenty years. Always sensitive to the needs and priorities of her clientele, she works through transactions with friends and clients who typically become her friends throughout LA’s Westside, with an emphasis on Pacific Palisades, Brentwood, and Santa Monica.

Staying in touch with her clients long after the transaction has closed, Sue is deeply appreciative of the 80% of her business generated through past client and friend referrals. With three decades of experience, Sue’s watched the industry change and go through difficult times, such as during the pandemic. Whereas the industry was once dominated by print ads, she’s embraced digital advertising and social media, while still keeping a presence in newspapers and magazines.

Newer technology like drone photography is used alongside professional still photography for showcasing the environment and neighborhood surrounding a property. Some properties also require an additional touch of staging before they are presented for sale.

2022 brings a new and exciting chapter into Sue’s professional life. She’s finally taking on a partner – her oldest daughter, Courtney. Sue focuses on the business and transaction side of the work, while Courtney is shaking things up with a critical eye on art and design.

Their Instagram presence has gone from a simple marketing tool to a thriving social media presence. Last year’s volume was at $37 million, but with Courtney 18

diving into the presentation approach to property, they’re expecting to increase business as the pandemic fades and opportunities for in-person showings and open houses get back to normal.

Sue sees transactions as adventures with goals along the way and client satisfaction at the end of the quest. Courtney is revolutionizing their business with the development of a new website and fresh ideas for social marketing.

Another activity that Sue finds challenging and rewarding is her time spent on the Pacific Palisades Community Council, representing the Village and Alphabet Streets neighborhood. She loves the opportunity to meet and work closely with community activists and volunteers. For fun, the start of Sue’s day is usually a 5-mile walk at the beach and back up into town, with a daily stop at Starbucks.

To contact Sue Kohl, call 310-720-3400 email SueKohl@gmail.com or visit SueKohl.com DRE #00560679 www.

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

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

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

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Put Testimonials or Case Studies on Your Website

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

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

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

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Be Responsive and Accessible

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

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

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Be Honest and Transparent

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

You should always act in their best interest.

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4

Go the Extra Mile

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

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Put Yourself in Your Client’s Shoes

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

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Be Consistent

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

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

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

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

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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