The Agent Edge: Recent Episodes

Berkshire Hathaway HomeServices California Properties

The Agent Edge Podcast is a residential real estate show produced by Berkshire Hathaway HomeServices California Properties, that features interviews of top producing REALTORS who share information about their success.

Welcome to The Agent Edge: Episode 34!

In this podcast episode, we are joined by Bita Tahmasebi, an agent out of our Newport Beach Office.

While going through the home buying process, Bita became intrigued by real estate. The differences in how real estate operates in the United States versus how real estate operates in Iran piqued her interest and she soon dove into the world of real estate. As a former CEO and one of the few female CEOs at a large tech company in Iran, Bita’s background in tech helps her connect with her clients. In just four years, Bita has become one of the top producers at Berkshire Hathaway HomeServices California Properties.

In this show, you’ll learn why Bita believes hard work is not enough in this business and why even though Bita has a background in tech she still believes that this is a face to face business.

The Writing Edge

To begin the show, Sam is joined by Melissa Kandel, Founder/Chief Executive Officer at Little Word Studio, for a new segment called The Writing Edge where Melissa will share best practices for writing copy, creating content, and storytelling.

In this segment, you’ll learn best practices for creating videos for your business.

You’ll also learn why it’s key to rehearse and prepare for your videos beforehand.

Little Word Studio Website, Instagram, Facebook, Twitter, & LinkedIn.

You'll also learn

Why Bita does not say, “No, I can’t.”
Why it is a Realtor's job to fit into the client’s world to help them accomplish their goals instead of having clients fit into industry-standard molds
What Bita’s processes in transactions look like and what her 2020 goals look like
How being knowledgeable about the industry is so important

Links and resources mentioned in this episode

Bita’s Bio: https://www.bhhscalifornia.com/real-estate-agent/bita-tahmasebi/5060
Bita’s Facebook: https://www.facebook.com/BitaTahmasebiHomes/
Bita’s Instagram: https://www.instagram.com/bitarealty/

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

Welcome to The Agent Edge: Episode 33!

In this podcast episode, we are joined by Morgan King, an agent in our La Jolla office.

Morgan grew up on her family-owned campground in a small town in Wisconsin where she helped run the family business at a young age. Working on her family’s campground taught her not only how to run a successful business, but also how to be a people-person. After getting her cosmetology license and pursuing her career as a hairstylist, Morgan decided to go back to school to pursue her degree in marketing. With her background in the beauty industry and her new degree in marketing, she established foundations at Sephora’s corporate headquarters in San Francisco and, after a few years there, moved over to Rodan + Fields.

In this show, you’ll learn how Morgan used her background in marketing to grow her business in a mere 2 years. You’ll also learn how Morgan’s perception of real estate and real estate agents has changed since she became a real estate agent.

The Writing Edge

To begin the show, Sam is joined by Melissa Kandel, Founder/Chief Executive Officer at Little Word Studio, for a new segment called The Writing Edge. Melissa shares best practices for writing copy, creating content, and storytelling.

In this segment, you’ll learn best practices for writing your own real estate agent bio. You’ll also learn what qualities to look for in a writer when hiring them to write your bio for you.

Little Word Studio Website, Instagram, Facebook, Twitter, & LinkedIn.

You'll also learn

Why Morgan thinks preconceived notions make this business so difficult.
How her outgoing and hardworking spirit got her where she is today.
About her love for the business and how it powers her.
Where her business is going in 2020 and what her goals for the upcoming year are.
Some of Morgan’s marketing tactics that she uses in her business today.

Links and resources mentioned in this episode

Morgan’ bio: https://bhhscalifornia.com/real-estate-agent/morgan-king/6863
Morgan’s website: https://morgankingrealestate.com/
Morgan’s Facebook: https://www.facebook.com/morgankingrealestate/
Morgan’s Instagram: https://www.instagram.com/morgankingrealestate/
Morgan King’s YouTube: https://www.youtube.com/channel/UCAPEFiZzSHYm3acagcYrFmA

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

Don’t miss an episode! Subscribe to the show on iTunes.

Welcome to The Agent Edge: Episode 32!

In this podcast episode, we are joined by Julie Tran, an agent out of our Irvine Office.

With a background in property management and after working two part-time jobs at two different law firms, she figured she would get into real estate on the side. As a goal-driven individual with 3 kids to support, she has learned a lot about success, happiness, and family. Her positive, “whatever it takes” mentality and passion for service is what has helped her grow her successful business in just 5 years.

In this show, you’ll learn about how Julie prepares for her listing presentations and why she thinks it is important to do research on everything from the client to the neighborhood beforehand.

The Writing Edge

To begin the show, Sam is joined by Melissa Kandel, Founder/Chief Executive Officer at Little Word Studio, for a new segment called The Writing Edge where Melissa will share best practices for writing copy, creating content, and storytelling.

In this segment, you’ll learn how Melissa generates ideas for blog posts and why we need to change our perceptions of blogs. You’ll also learn how to use your blog as a resource and a tool for your clients and add value to each piece.

Little Word Studio Website, Instagram, Facebook, Twitter, & LinkedIn.

You'll also learn

Why Julie’s first client and first transaction were unique but ultimately helped her to learn so much about the business
How Julie approaches her business today and where she thinks the industry is headed
Why this industry is all about relationships and how she continues to get repeat business
How, as an introvert, her sense of responsibility overcomes her fear when she is developing her business or networking
How Julie shows her value by adding personal touches, committing to attention to detail, and going above and beyond by knowing her specific client’s needs

Links and resources mentioned in this episode

Julie’s Bio: https://bhhscalifornia.com/real-estate-agent/julie-tran/3976
Julie’s Website: https://bhhscalifornia.com/real-estate-team/tran-group-oc/817
Julie’s Facebook: https://www.facebook.com/TranGroupOC/
Julie’s Instagram: https://www.instagram.com/julesstran/

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

Don’t miss an episode! Subscribe to the show on iTunes.

Gregg Neuman of Neuman & Neuman is one of the top producing real estate agents in San Diego and has been in real estate since 1981. Although he entered real estate at a less than desirable time in the market, Gregg has continued to grow and improve his business year over year.

In this episode, you’ll learn how Gregg made his way to the top, what it takes to become a top real estate agent, and what life is like when you’re there. Hint: people skills, drive, dedication, and a passion to succeed are all part of the equation. He’ll walk you through his formula for success and give insight into how the San Diego real estate market has changed over the years

Welcome to The Agent Edge: Episode 31!

In this podcast episode, we are joined by Valerie Punwar, an agent out of our Calabasas Office.

Originally from the suburbs of Chicago and a graduate of the University of Wisconsin, Valerie’s career began in the advertising world as a media buyer. Her career took her from Chicago to New York, to San Francisco, and ultimately to Los Angeles. Her sales career shifted from being the VP of sales for an ice cream company to now being a top-producing real estate agent here at Berkshire Hathaway HomeServices California Properties.

In this show, you’ll learn how Valerie maintains her top 1% in the company status without setting goals and why it works for her.

A New Segment

To begin the show, Sam is joined by Melissa Kandel, Founder/Chief Executive Officer at Little Word Studio, for a new segment called The Writing Edge where Melissa will share best practices for writing copy, creating content, and storytelling.

This first segment is an introduction to the segment and a brief overview of what Melissa will talk about on The Writing Edge.

Little Word Studio Website, Instagram, Facebook, Twitter, & LinkedIn.

You'll also learn

How to show houses so that they will be attractive to all buyers, not just a few.
Why it’s sometimes necessary that listings get a break from the MLS and why this break time should be utilized for home updates.
The importance of networking with other real estate agents in your area and why it helps you keep your edge.
How to have a difficult conversation with your seller about what their house needs before it is listed.
Why open houses are the best resource for market research and learning the current state of the market.

Links and resources mentioned in this episode

Valerie’s Bio: https://bhhscalifornia.com/real-estate-agent/valerie-punwar/3022
Valerie’s Website: http://www.valeriepunwar.com/
Valerie’s Facebook: https://www.facebook.com/valeriepunwarrealestate/
Valerie’s Instagram: https://www.instagram.com/valeriepunwar/

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

Don’t miss an episode! Subscribe to the show on iTunes.

Welcome to The Agent Edge: Episode 30!

In this podcast episode, we are joined by Kyle Kemp, our branch manager in the Santa Barbara/Montecito region.

Kyle, who was born and raised in Pasadena, California, attended Cal Poly San Luis Obispo where he majored in Finance Real Estate and Law. Prior to becoming a branch manager, Kyle was a special effect project manager, working on some of the biggest events in entertainment such as the Academy Awards, the Emmy’s, the Grammy’s, and many others. Kyle then found himself immersed in the real estate industry after flipping homes with a close friend of his, then decided that he wanted to help people buy and sell homes, ultimately becoming a branch manager for some of our most successful offices.

In this show, you’ll learn how Kyle keeps his offices ranking among the top 10 of Berkshire Hathaway HomeServices California Properties offices over the past 11 years and, more recently, among the top 10 Berkshire Hathaway HomeServices offices nationwide, and what he is doing to keep that reputation in the years to come.

You'll also learn

About the uniqueness of Santa Barbara, why it’s not just a “luxury haven,” and why its diversity makes it an attractive escape for many.
How Kyle’s past real estate experience and exceptional people skills help him to recognize talent and ultimately be a great manager.
Some advice to get better as a real estate agent, whether new or seasoned.
How Kyle has doubled and even tripled his agents’ productivity by creating a unique environment that is different from many other real estate offices.
4 things that always lead you to more money in the real estate business.

Links and resources mentioned in this episode

Kyle’s Bio: https://bhhscalifornia.com/office-manager/kyle-kemp/1732

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

Don’t miss an episode! Subscribe to the show on iTunes.

Chase Cromwell – San Diego Central

Welcome to The Agent Edge: Episode 29!

In this podcast episode, we are joined by Chase Cromwell, an agent working out of our San Diego Central office.

From being involved in sports at a young age, to holding four jobs at once, to growing up watching his father work hard for his family, Chase has learned the value of hard work and heart from a young age. He strives to be the best at everything and show integrity in every job he is tasked with. Even when working 4 jobs to support his family, he never did any job halfway – even if that meant taking a little bit longer to finish the job.

Chase has built his business on ambition, persistence, and hard work – values he holds near his heart because they are what got him to where he is today. By staying alert, being on top of his tasks, and being available 24/7, Chase continues to build a business and a life on solid relationships with his clients and friends. He believes that relationships are key not only in the real estate business but also in life.

You'll also learn

Why Chase refuses to slow down even after all the struggles he faced at the beginning of his career and why that helped him believe in the power of momentum.
How Chase used his sphere to his advantage while he worked many different jobs at the beginning of his career.
What Chase’s social media strategies were in the beginning stages of his business to what he currently does on social media to help his business.
The importance of persistence and building good relationships throughout your real estate transactions.

Links and resources mentioned in this episode

Chase’s Bio
Cromwell Home Group’s Facebook
Cromwell Home Group’s Instagram
Chase’s Instagram
Chase’s Website

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

In this podcast episode, we are joined by Matt Epstein, Jill Krutchik, and Arman Grigoryan, three of seven partners on Powerhouse Partners working out of our Studio City Office.

With varying backgrounds in law, technology, and systems, Matt, Arman, and Jill all bring their prior experience and innovative skill sets to create a team that upends the traditional concepts and expectations of a Real Estate team. By creating a collaborative team environment, Powerhouse Partners is able to encourage and empower the agents who are involved on the team to reach partner status. The particular structure of Powerhouse Partners allows the team to synergistically build together to create just that, a powerhouse.

In this show, you’ll learn how the dynamic structure of the Powerhouse Partners enables them to continue to evolve and limit stagnancy.

You'll also learn

How each partner, associate, and staff member play a key role in the partnership
Why evolving continuously in an industry that is ever-changing is important to growth
How Matt, Arman, and Jill found themselves in the real estate industry and how they utilize their unique career backgrounds to empower each of their fellow partners and agents on Powerhouse Partners
The goals of Powerhouse Partners and what they want their agents to ultimately achieve

Links and resources mentioned in this episode

Matt Epstein Bio
Jill Krutchik Bio
Arman Grigoryan Bio
Powerhouse Partners Website
Powerhouse Partners Facebook Page
Arman Grigoryan Instagram
Jill Krutchik Instagram
Matt Epstein Instagram

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

Welcome to The Agent Edge Podcast: Episode 27 with Jeff Goodall Jr.

In this podcast episode, we are joined by Jeff Goodall Jr. of The Goodall Group, an agent and team lead working out of our La Jolla office.

Born and raised in San Diego, with a competitive spirit thanks to sports, Jeff did not originally foresee a career in real estate for himself. As a fourth generation San Diegan and an Alumni of San Diego State University (SDSU), Jeff lives and breathes all things, San Diego, making him a great match for a career in real estate. Although he left for a bit to pursue his dream of baseball at Pepperdine University, Jeff found his way back to San Diego his junior year of college.

In this show, you’ll learn how Jeff became the official real estate partner of San Diego State University and why going back to the basics helped him grow his business and The Goodall Group.

You'll also learn

How Jeff went from “old school DJ” to a real estate professional and how the two very different career paths taught him how to go above and beyond.
Why Jeff knows real estate is all about the basics.
The importance of defining your strengths and weaknesses and how to use them to your advantage in this business.
How he uses unique opportunities through SDSU and their alumni to grow his business.
Some of Jeff’s strategies for 2019, including how he uses Pokémon Go to help him find clients and sell real estate.
Why change and constant refinement is both good and necessary.

Links and resources mentioned in this episode

Jeff’s Bio
The Goodall Group’s Facebook
The Goodall Group's Instagram
The Goodall Group’s Website

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

Welcome to The Agent Edge: Episode #26!

In this podcast episode, we are joined by Lauren Ravitz from our Brentwood office.

Lauren is a San Diego native who found her way to Los Angeles after graduating from the University of Michigan. After taking a few jobs in the entertainment industry and realizing it was not for her, Lauren decided to get her real estate license. She learned the importance of networking while she worked in the entertainment industry, so it was no coincidence that she joined one of the best teams in Los Angeles after getting her license.

In this show, you will learn how Lauren does it all; from spending time with her family, to being a top producer, to finding the time to give back to her community.

You'll also learn

How to organically keep in touch with friends and past coworkers and eventually turn them into clients.
What it’s like to grow up in an entrepreneurial household and how to bring that spirit into your business.
Why it is important to be a resource to people and how that helps Lauren’s business.
What’s next for Lauren in 2019.

Links and resources mentioned in this episode

Lauren's bio
Lauren's website
Lauren's Instagram
Lauren's Facebook

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

Don’t miss an episode! Subscribe to the show on iTunes.

Cristal Clarke - Montecito

Welcome to The Agent Edge: Episode 25!

In this podcast episode, Cristal Clarke, an agent in our Montecito office, shares her experience selling real estate in Santa Barabara County for the last 30 years.

After studying art and architecture under the world scholar on Leonardo da Vinci at UCLA, and traveling between the U.S. and Italy, Cristal knew that she wanted to work primarily in the U.S. She tried her hand at real estate and immediately knew it was the business she for her. In this episode, you’ll learn why it's so important to see and study the inventory and the market itself.

You'll also learn:

About Cristal’s background in the arts and how it has helped her in the real estate world
How knowing the market and gaining as much knowledge as you can, helps your business
Why Cristal is busiest in the “slow” months
About strategies, Cristal uses to stay in touch with her current and past clients

Links and resources mentioned in this episode

Cristal's Bio
Cristal's Website
Cristal's Facebook
Cristal's Instagram

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

Don’t miss an episode! Subscribe to the show on iTunes.

In this podcast episode, we are joined by Phil Missig an agent on the MissigNam team out of the Beverly Hills office.

Phil grew up in a small town in Ohio and while growing up, picked up on the Midwest work ethic. Not only has his hard work contributed to his ongoing success in the real estate business today, his background in fashion and modeling has contributed greatly to his success and differentiation strategies.

In this show you’ll hear about how Phil’s background growing up in a small town in Ohio and how traveling the world in the fashion industry helped him become successful as a realtor.

You'll also learn

How Phil entered the real estate industry through modeling and photography and how his knowledge of photography helps him get the “money shot” for his clients’ homes
About how to change your mindset to “producer” rather than “agent”
What differentiates Phil from a marketing standpoint and what marketing techniques he uses to be successful
How to convert referrals and build a successful business

Links and resources mentioned in this episode

Phil’s Bio
MissigNam’s Website
Phil’s Instagram
MissigNam’s Instagram
Phil’s Facebook Page
Beards & Blazers Podcast

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

Don’t miss an episode! Subscribe to the show on iTunes.

Host: Sam Guillen
LinkedIn: https://www.linkedin.com/in/samguillen/ Facebook: https://www.facebook.com/asksamguillen
Instagram: https://www.instagram.com/samguillen2

Power Digital: https://powerdigitalmarketing.com/

Welcome to The Agent Edge: Episode 23!

In this podcast episode, we are joined by Kerry Mormann, an agent working out of our Montecito Office.

Kerry began his real estate career on the residential side, but after selling his first ranch to a friend, he was hooked on selling land and ranches. With his background in land as the director of the Santa Barbara land trust, Kerry understands the business more than most and feels a deep connection to what he does because he is a conservationist.

In this show, you’ll learn about Kerry’s most recent ranch sale on the Gaviota Coast in which he double-ended the $70 million deal.

You'll also learn

About conservation easements, developing rights of ranches, and property taxes
How Kerry got his start in the real estate business and how he ended up selling ranches
What the different types of land trusts and their importance
How a typical transaction happens for Kerry and why he finds selling ranches more challenging than selling residential
What is involved in showing a ranch and how it is different from showing a home

Links and resources mentioned in this episode

Kerry Mormann’s bio
Kerry Mormann’s website
Kerry Mormann’s Facebook page
Kerry Mormann’s Instagram

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

Don’t miss an episode! Subscribe to the show on iTunes.

Host: Sam Guillen
LinkedIn: https://www.linkedin.com/in/samguillen/ Facebook: https://www.facebook.com/asksamguillen
Instagram: https://www.instagram.com/samguillen2

Power Digital: https://powerdigitalmarketing.com/

Welcome to The Agent Edge: Episode #22!

In this podcast episode, we are joined by Tony Silva, an agent working out of the Carlsbad office and team leader of the Silva Group.

Born in Brazil, Tony immigrated to the United States as a teenager and found his home in Boston, Massachusetts. After practicing real estate on the side for a while on the east coast, Tony took a chance and relocated to sunny San Diego. Initially, he worked in the food service industry but then decided to dive right back into real estate. Now, Tony has built a successful business derived from his incredible work ethic and leads a successful team out of Carlsbad.

You'll also learn:

How to genuinely care for your clients.
Tony's business strategy, including holding open houses 5-6 days a week, his follow-up systems, and how to get repeat business.
Why using social media groups can help build business and increase your client base.
Tips for finding your momentum in the real estate business.

Links and resources mentioned in this episode: * Bio: https://bhhscalifornia.com/real-estate-agent/tony-silva/2998 * Website: https://bhhscalifornia.com/real-estate-team/the-silva-group/656 * Facebook: https://www.facebook.com/SilvaGroupSoCal/ * Instagram: https://www.instagram.com/silvagroup/

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

Don’t miss an episode! Subscribe to the show on iTunes.

Host: Sam Guillen
LinkedIn: https://www.linkedin.com/in/samguillen/ Facebook: https://www.facebook.com/asksamguillen
Instagram: https://www.instagram.com/samguillen2

Power Digital: https://powerdigitalmarketing.com/

Welcome to The Agent Edge: Episode #21! In this podcast episode, we are joined by Jewell Buenavista, an agent working out of our Chula Vista Eastlake Office.

After graduating with a business degree from the University of Southern California, Jewell went into the Business Services division with Office Depot and has been in sales ever since.

After a long career with Pfizer as a sales rep, Jewell discovered real estate while working as a loan officer and decided to get her real estate license. Although it took Jewell a while to find her niche, 13 years later she has successfully started her business with seniors.

In this show, you’ll learn how being raised to honor her father and mother gave Jewell a love for elders and how that drove her to start the Let’s Talk Seniors Realty Group.

You'll also learn

How Jewell’s background in sales and in the senior home care business helped her start a successful realty group.
Why being educated on multiple different resources, meeting people’s needs before talking business, and being a resource to clients helps build a business.
How to find your niche and focus on building your business.

Links and resources mentioned in this episode

Jewell Buenavista’s bio
Jewell Buenavista’s website
Let’s Talk Seniors Realty Group website
Jewell Buenavista’s Facebook page
Let’s Talk Seniors Realty Group Facebook page
Jewell Buenavista’s Instagram page
Let’s Talk Seniors Realty Group Instagram

Follow The Agent Edge on Facebook and Instagram.

Don’t miss an episode! Subscribe to the show on iTunes or your favorite streaming app.

Host: Sam Guillen
LinkedIn: https://www.linkedin.com/in/samguillen/ Facebook: https://www.facebook.com/asksamguillen
Instagram: https://www.instagram.com/samguillen2

Power Digital: https://powerdigitalmarketing.com/

Blog title: The Agent Edge Episode 20 with Joel Blumenfeld
Blog subhead: Learn how to manage and motivate team members to grow and become successful within the team

Blog copy:
Welcome to The Agent Edge: Episode #20!

In this podcast episode, we are joined by Joel Blumenfeld, an agent working out of our San Diego Central office and team leader of the Blumenfeld Group.

Seven years ago, due to an injury that he says turned out to be a blessing in disguise, Joel left the career he knew and excelled in for one that seemed foreign and incredibly challenging.

Using the last of his money, and against his father's advice, he took a chance on real estate classes and ended up in our San Diego Central office. After a rocky first year, Joel has found immense success and is now the leader of an award-winning team.

In this show, you'll learn how Joel balances managing his team and being a top producer in San Diego.

You'll also learn:

How to build business and stay consistent from year to year
How to build the best team possible
How to manage and motivate team members to grow and become successful within the team
How to generate new business in today’s environment and go above and beyond other competing agents

Links and resources mentioned in this episode:

Joel Blumenfeld's bio
Blumenfeld Group's website
Blumenfeld Group on Facebook
Blumenfeld Group on Instagram

Follow The Agent Edge on Facebook and Instagram.

Don’t miss an episode! Subscribe to the show on iTunes or your favorite streaming app.

Host: Sam Guillen
LinkedIn: https://www.linkedin.com/in/samguillen/ Facebook: https://www.facebook.com/asksamguillen
Instagram: https://www.instagram.com/samguillen2

We're excited to announce that The Agent Edge will be returning in 2019 with new episodes and new interviews.

We'll be talking to successful agents who have found their edge in Southern California real estate.

You can also follow us on Facebook and Instagram. There we will share tips, resources, ideas and behind the scenes footage from the making of each episode. You'll also get alerts when new episodes air, and more!

Facebook @theagentedge
Instagram @theagentedge

Thank you for listening!

Sam Guillen
Host

Welcome to The Agent Edge: Episode 18!

In this podcast episode, we are back after a brief hiatus with a very exciting guest. Joining us for our 18th episode is Oscar Wei, Senior Economist at the California Association of REALTORS®.

In this show, Oscar covers many topics, such as housing supply, a potential tax reform and its possible implications, and the competitive market that homebuyers, sellers, and even real estate agents are currently experiencing.

A new segment
To kick off the show, Sam is joined by Jennifer Gaffney, Director of Digital Marketing Services at Berkshire Hathaway HomeServices California Properties, for a new segment called Tech Talk.

This first segment covers the keys to running a successful blog. Jen will return with more tips for agents who are ready to improve their digital presence.

You'll also learn: - The average number of offers that low-priced homes are currently receiving.
- Why housing supply is a big issue right now and the effect it will have over the next 1-2 years.
- When Oscar thinks is a good time for homeowners to sell. Hint: It's in the very near future!
- How San Diego, Orange, and Los Angeles Counties are faring in today's real estate market and economic climate.
- What the current trend for Chinese buyers is and why international buyers are drawn to California.

Links and resources mentioned in this episode
- California Association of REALTORS®
- Oscar's LinkedIn
- Oscar on Twitter

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

Welcome to The Agent Edge: Episode 17!

In this podcast episode, we are joined by Luke Ebbin, a seven-time Grammy-nominated producer and songwriter turned REALTOR®. Luke works out of the Montecito office and has been selling real estate since 2005.

About two years ago, Luke decided to make a lifestyle change and step away from the music scene in Los Angeles to be closer to home and his family. He is now able to pursue a full-time passion that he has had since he was a young, struggling musician in New York City: real estate.

In this show, Luke shares the similarities between the music and real estate industries and proves that anyone can switch to a career in real estate, no matter what they were doing before.

You'll also learn:

Why Luke doesn't hide the fact that he was in the music industry for 25 years
That some people had negative reactions to his complete change in career, and how he has worked to shift that perception
Which famous rock artist kick-started Luke's producing career
His predictions for the Santa Barbara real estate market
Luke's advice for those transitioning from one career to a career in real estate

Links and resources mentioned in this episode

Luke Ebbin's bio http://www.bhhscalifornia.com/real-estate-agent/luke-ebbin/4833
Luke Ebbin's website http://www.montecitosbrealestate.com/
Luke Ebbin on Facebook https://www.facebook.com/profile.php?id=100009206022564
Luke Ebbin on Instagram https://www.instagram.com/lukeebbinrealestate/

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below, or leave a review on your favorite podcast player.

Don’t miss an episode! Subscribe to the show on iTunes.

Welcome to The Agent Edge: Episode 16!

In this podcast episode, we are joined by Suzy Ealand, a 5 Year Legend award winner in our Santa Ynez Valley office.

Suzy previously worked at a construction and new development company but had to switch gears to real estate when the market took a turn in 2008.

In this show, you'll hear about Suzy's early success in real estate, and how she has continued to grow her business to become one of Santa Barbara County's most respected and well-known REALTORS®.

You'll also learn

How diversifying her marketing budget increased her sales volume
Why she does not target the high-end or luxury market
That taking care of her mind and body allows her to deal with stress more effectively
How much money she invests into each listing
Why she feels that she contributes to the economy in multiple ways

Links and resources mentioned in this episode

Suzy's bio (http://www.bhhscalifornia.com/real-estate-agent/suzy-ealand/2889)
Suzy's website (http://www.ealandandsiderisgroup.com/)
Suzy's Facebook (https://www.facebook.com/suzy.ealand)

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

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Welcome to The Agent Edge: Episode #15!

In this podcast episode, we are joined by Alexandra Pfeifer from our Pacific Palisades office. Alexandra is a self-made success, a fourth-generation Los Angeles Westside native, and a proud mother.

You'll learn how Alexandra embraces her obsessive nature and why it has led her to be so successful, plus hear her tips for buyers and sellers in today's market.

You'll also learn:

Why photography and staging are so important when selling a home
You have to be up to date with technology or it will negatively affect your business
Why Alexandra loves representing buyers, and feels it is her strength

Links and resources mentioned in this episode:

Alexandra's bio - http://www.bhhscalifornia.com/real-estate-agent/alexandra-pfeifer/134
Alexandra's website - http://www.alexandrapfeifer.com/meet-alexandra/
Alexandra's Facebook - https://www.facebook.com/alexandrapfeifer11
Alexandra's Instagram - https://www.instagram.com/pfeiferproperties/

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comments section below or a review on your favorite podcast player.

Welcome to The Agent Edge: Episode #14: Rising Stars!

In this podcast episode, we are joined by Jeff Katz, Kelly LeClair, and Craig Hothem. Relatively new to the real estate industry Jeff, Kelly, and Craig are forward-thinking agents who have had great success generating leads. Their strategies range from real estate education via video and social media, to hosting mega open houses, and a daily grind using traditional door-knocking and cold-calling techniques.

In this show, you will learn three completely different approaches to generating leads in your community and farm, and take away tips that you can start to immediately implement.

You'll also learn:

How to leverage your listings and use them as an "office space."
Why Craig isn't affected by rejection.
The story behind this photo of Jeff fully dressed and submerged in a clients' bathtub.
That, when starting a team, it's important to choose individuals who are notso similar to you.
How Kelly's experience as a TV news reporter helps her stand out among the many real estate agents in Southern California.

Links and resources mentioned in this episode

Jeff's bio, website, and Instagram
Kelly's bio, website, Facebook, and Instagram
Craig's bio and website

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comments section below, or a review on your favorite podcast player.

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Welcome to The Agent Edge: Episode 12!

In this podcast episode, we are joined by Gino Blefari, CEO of HSF Affiliates Inc. Gino is one of the most respected names in the real estate industry, and it's no secret why.

In this show you'll learn that Gino sold 52 houses within 12 months after closing his first ever sale, even after promising himself he was going to quit the real estate business once he managed to close that first deal.

You'll also learn

Why you should never number your deals
To always be very, very prepared
The importance of never letting anyone out-work, out-study, or out-prepare you
Why Warren Buffett was the only person Gino would let buy Intero, the real estate business he founded
That you should always align yourself with people and businesses that share the same values as you

Links and resources mentioned in this episode

Gino's Facebook page
Gino's LinkedIn
Gino's Twitter
Inman.com article on Gino's arrival at HSF Affiliates Inc.

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

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Welcome to The Agent Edge: Episode 12

In this podcast episode, we are joined by Ellen McCormick in our Pacific Palisades office. Ellen is a California native and resident of Pacific Palisades since 1985. A founding associate of her office in 1997, she consistently ranks among top Berkshire Hathaway HomeService agents nationwide.

In this show, you'll learn how growing up in San Francisco during the 1970s and attending an all-girls Catholic school prepared her for just about anything and anyone, and that her career is driven by finding that moment a person falls in love with a home.

You'll also learn:

That listening and taking note of what is not said is just as important as what is said
How important it is to take off one full day every week
Why Ellen thinks that the most important type of advertising is online, but still spends for print advertising
Her advice for homebuyers, sellers, and new real estate agents
That houses have magic

Links and resources mentioned in this episode:

Ellen's bio
Ellen's website

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

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Welcome to The Agent Edge: Episode 11! In this podcast episode, we are joined by Andrew Manning, a top-producing agent in our Sherman Oaks office who has won just about every real estate award there is. Hear Andrew talk about how his patience earns praise from his peers, why he'll take any listing--no matter the price--and share that his business is made of about 80 percent referrals.

You'll also learn: * Why you should always be open to negative feedback * How keeping your mouth shut could help you sell a house for tens of thousands of dollars over asking price * That the harder you work, the luckier you get * When you focus on your sphere of influence, it leads to referrals

Links and resources mentioned in this episode Andrew * Manning's contact info * Andrew Manning's website * Sherman Oaks office

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or a review on your favorite podcast player.

Don’t miss an episode! Subscribe to the show on iTunes, Stitcher, or Google Music. Host of the show is Sam Guillen.

Welcome to The Agent Edge: Episode 10!

In this podcast episode, we are joined by Michael Calcagno and Nancy Hamilton from our Montecito South office in Santa Barbara County. Michael and Nancy recently joined our company and are already feeling right at home--literally. Michael and Nancy's six-person team and their office are located on one of the busiest streets in Montecito. You'll feel instantly welcome from the second you walk in, thanks to their living-room-style decor and warm hospitality.

In this show, you'll learn how being adopted has helped Nancy want to help people find their homes, that managing actors in Hollywood is surprisingly similar to real estate, and how working in sales is really just about exchanging value and knowledge.

You'll also learn

If you can provide value to someone, you will be successful in business
The importance of finding joy in every single day
Why the team chooses to focus on their community and the people in it, and how that has helped their business grow
How Michael and Nancy were able to be so successful for so many years without branding their business until recently
Why new technology should never scare you

Links and resources mentioned in this episode

Michael's info
Nancy's info
Michael and Nancy's website
Montecito South office

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below, or leave a review on your favorite podcast player.

Welcome to The Agent Edge: Episode 9! In this podcast episode, we are joined by Larry Young, a Chairman's Circle Diamond award winner from our Beverly Hills office. In this show, you'll hear how real estate sparked Larry's interest as a child, and why he majored in poetry as a UCLA undergrad, worked for his family's garment manufacturing company, and completed a master's program in marriage and family counseling--all before finally getting down to business as a real estate agent.

You'll also learn: * How art + psychology + business acumen = real estate success * The importance of setting boundaries and building your own schedule, even when technology makes us all a little too available * Larry's most effective marketing strategies, including one that is more like a party than a business event * The one key factor that has kept Larry going every day for the past 28 years, even through the occasional difficulties and disappointments in the life of a real estate agent

Links and resources mentioned in this episode: Larry's bio - http://www.bhhscalifornia.com/real-estate-agent/larry-young/1753 Larry Young website - http://larryyoungwestside.com Beverly Hills office - http://www.bhhscalifornia.com/real-estate-office/beverly-hills/101 Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or write a review on your favorite podcast player.

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In this podcast episode, we are joined by Colton Whitney from our Irvine office, and his partner and his longtime friend Frank Napoli. After graduating from high school and starting his real estate career at the age of 16, Colton has found massive success and and is a Berkshire Hathaway HomeServices Chairman's Circle Platinum award winner at 25.

In this show, you'll hear how these Las Vegas natives moved to Orange County two years ago to take advantage of a hot Southern California real estate market.

You'll also learn:

How Frank and Colton saw an opportunity during the 2008 housing bubble burst and found success by negotiating short sales
Why door knocking and holding open houses can help establish agents in a new marketplace
The importance of building an online presence and gaining valuable customer reviews

Links and resources mentioned in this episode

Colton's bio http://www.bhhscalifornia.com/real-estate-agent/colton-whitney/3600
Napoli & Whitney Group website http://napoliandwhitney.com/
The Napoli Group website http://thenapoligroup.com/
Irvine office http://www.bhhscalifornia.com/real-estate-office/irvine/119

Thank you for joining us for another episode of "The Agent Edge"! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

Welcome to "The Agent Edge": Episode #7

In this podcast episode, we are joined by Marco Rufo from the Pacific Palisades office. Marco has been in the real estate industry for more than 20 years, and with our company for six of those years. He's a Legend award winner and an active member of his community. He volunteers his time to Habitat for Humanity, cancer fundraisers, AIDS research, and much more.

In this show, you'll discover how Marco got started in real estate while attending UCLA, and why having a mentor was the catalyst that changed his career.

You'll also learn:

Why Marco appreciates the residential real estate business
Why it's important to be established before starting your own career
The importance of dressing for success
How advertising has helped Marco grow his business
Why Marco does not do direct-mail marketing

Links and resources mentioned in this episode:

Marco Rufo’s bio
Marco Rufo’s website
Pacific Palisades office

Thank you for joining us for another episode of "The Agent Edge"! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below or leave a review on your favorite podcast player.

Don’t miss an episode!

Welcome to "The Agent Edge," Episode 6!

In this podcast episode, we are joined by Maxine and Marti Gellens, a mother-and-daughter team from the La Jolla Arcade office. The duo became partners in 1994 and specialize in San Diego coastal communities with an emphasis on La Jolla and Del Mar.

In this show, you'll learn how passion and not wanting to let others down drove the Gellens to build their business and become one of the leading real estate teams nationwide.

You'll also learn

How their business has grown throughout San Diego
The benefits of being part of a family-run team
The importance of referrals and word-of-mouth business
How change and keeping an open mind have helped them to better market their business

Links and resources mentioned in this episode

Maxine Gellens bio
Marti Gellens bio
La Jolla Arcade office
Team website
Tom Ferry

Thank you for joining us for another episode of "The Agent Edge"! We'd love to hear your feedback about this podcast. Leave us a note in the comment section below, or leave a review on your favorite podcast player.

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Welcome to The Agent Edge: Episode 5! In this podcast episode, we are joined by Ronnie Hackett and Cyrena Bulahan from our Newport Beach office. This team has been in real estate for about five years, with several of them noteworthy for sales. In 2014, the duo closed over $42 million in volume, and in 2015 over $52 million. Together, they received the Chairman's Circle Platinum award in 2014 and the Chairman's Circle Diamond Award in 2015 for their outstanding work among Berkshire Hathaway HomeServices agents nationwide.

In this show, you'll learn how two real estate newbies grew their business in just five years, why they chose to start with leases even though everyone told them not to, andhow they've expanded their business. You'll also learn:

How starting with leases changed their business
How their approach to open houses helped to draw attention to their business
Why farming regularly is critical to real estate
How they were able to gain market share in one community in less than six months
Why agents should focus on selling a lifestyle rather than a property

Links and resources mentioned in this episode:

Ronnie Hackett bio
Cyrena Bulahan bio
Team website
Newport Beach office website

Thank you for joining us for another episode of The Agent Edge! We'd love to hear your feedback about this podcast. Leave us a note in the comments section below.

Don’t miss an episode! Subscribe to the show on iTunes.

Welcome to The Agent Edge: Episode 4! In today's podcast we are joined by Dan Encell from the Montecito office. In 2014, Dan closed over $69 million in volume, and he's on track to exceed that record in 2015. Since beginning his real estate career in 1988, Dan has received many top-producer awards.

In this show, you'll hear about Dan's passions outside of real estate, how he transitioned from a career in law to a career in real estate, and his own business best practices. In this episode, you'll learn:

The two things you need to be passionate about in order to be a successful real estate agent
Why Dan's direct-mail approach is well-known, and why each piece performs so well
Why working for or with someone can benefit new agents
The difference between what's important and what's a priority
How Dan's approach can be translated into any real estate market

Links and resources mentioned in this episode:

Dan Encell biography
Dan Encell's website
Montecito Office

Thank you for joining us for another episode of The Agent Edge! We'd love to hear any feedback you’d like to share. Leave us a note in the comments section below.

Today’s guest is Jo Ann Mermis from our Montecito office. Jo Ann is a top-producing agent who was first licensed in 1985 and has over 30 years’ experience in the real estate field.

In today’s show you’ll hear from Jo Ann how a girl from Kansas moved to Santa Barbara and transitioned from stay-at-home mom to real estate titan. She delves into both her personal story and just how valuable her network was to her early real estate days and her career today.

In this episode, you’ll learn:

Unique ways to build your personal network
How necessity can motivate your business
How time management can allow you to accomplish more
Why prospecting properties is so important
Why she’s been with Berkshire Hathaway HomeServices California Properties for over half her real estate career

Links and resources mentioned in this episode:

Jo Ann Mermis biography
Jo Ann Mermis website
Montecito office website
Berkshire Hathaway HomeServices California Properties website
Freedom to Choose Foundation

Today’s guest is Nancy Sanborn from the Beverly Hills office of Berkshire Hathaway HomeServices California Properties. She’s one of our elite producers and has been in real estate for over 30 years. In 2014 alone, she closed 100 transactions. Nancy is a 15-year Legend Award winner, she’s won Chairman’s awards ever since she’s been with the company, and often among the top 100 producers in our company.

Hear why Nancy calls herself an “accidental tourist,” how she switched her career from teaching to real estate, which Berkshire Hathaway HomeServices California Properties all-star was her agent, how structure has improved her business, and more. Nancy shows you how to be a successful agent, while still having a successful real estate career.