As a child, Cesi Pagano learned much from watching her family members build homes for an international market. From residential to commercial and even historic monuments Cesi was immersed in the industry from an early age. In addition to the United States, Cesi's parents and grandparents were involved in projects in Italy and South America. I have always been interested in real estate, says Cesi. From the design process on. My parents would take me with them to construction sites and to meetings with the architects. It was very interesting to me even then. Those early experiences left Cesi with unique insight into the entire process. I would just sit and take it all in, she says. And I became very familiar with how a home is put together, and what separates a house from a home. I became very passionate about the industry.

Cesi obtained a degree in architecture from Cal Poly Pomona with a minor in interior design, and for two years she interned with a prominent architect. She discovered, however, that architecture wasn't her real love. "I realized that my heart was really in the building side, and I made the decision to partner with a respected home builder in their executive office." True to her nature, Cesi poured her all into learning everything that she could. "I started from the ground up and learned about all aspects of the home building industry," she shares. Cesi is proud to have represented some of the top builders in Southern California, and quickly made a name for herself as a top producer in the sales arena. "I represented many builders from throughout Southern California, including Orange County, the Inland Empire and San Diego. I worked for so long in those markets, that I became well acquainted with the neighborhoods and buyers."

When Cesi and her husband Mark relocated to Temecula Valley her former employer was concerned that she would leave the company due to the commute and offered her a position as a new home sales associate, a transition the she initially resisted. "I didn't want to be a sales person, but I had such a good rapport with them that they finally persuaded me," she recalls. "I am glad that I took that opportunity because I have learned how rewarding it is to be able to make a difference in people's lives by helping them to capture the American Dream of home ownership."

Cesi's approach to sales began to set her apart almost immediately. "I had my initial reservations about going into sales because of the negative connotation that is so often associated with our industry," she says. "But I have made a conscious decision to run my business differently. I consider myself more of a collaborator and a consultant rather than a sales person. My approach is focused more on meeting my clients needs, and exceeding their expectations. Her client-centered approach means that she would rather lose a sale than do something that doesn't meet the long-term goals and needs of her clients. Through a process of communication and prioritizing, Cesi helps her clients focus on what is truly important to them. "I listen," she says. "And I always bring them back to what their needs and desires are, rather than letting them get emotionally attached to something that will not fit into the overall plan they are trying to reach in their lives." It has nothing to do with psychology and every thing to do with an innate empathy for the people around her and a strong knowledge to the area market. "I have a natural gift," she says. "The difference is that I care to listen, not just to make a sale, but to help them get to the root of the issue and discover what is truly important to them."

Cesi learned some important things in the new home industry that she has carried over into her career as a respected resale agent. Foremost is the ability to simultaneously care for and manage the needs of literally hundreds of people at any given moment. "I learned how to qualify a buyer efficiently in the information center. Often, many people would come at once and it became critical to know which buyers were truly interested in a purchase, and which were just gathering information for a later date. One of the things I learned was how to find the right product for the right person very quickly, to utilize my time and theirs in the most productive way possible." Additionally, Cesi learned how to provide a superior level of customer service, and was extensively trained in negotiation skills. "Those are things that a person might not be exposed to if they go into the resale market on their own. I represented home builders who shared my vision of providing excellent customer service and creating relationships for life." Cesi was also schooled in the art of marketing. "Builders know how to market in such a way that their product receives the highest level of exposure possible," she says. "They are masters at studying the market to find out who their target audience is and marketing specifically to that group of people." That knowledge consistently helps Cesi's sellers capture the highest return for their product in the least amount of time.

Though Cesi is now a star in the resale market, she is still very much a sought after consultant in the new home industry. To this day, builders seek her consulting services in such notable areas such as pricing, and in assisting them in building a product that clients are searching for. Because of her extensive knowledge of the varied Southern California markets, relocation companies often call on her to help with their biggest clients. "Putting families and homes together is my passion and my calling and I believe that it shows in everything that I do." Combining Cesi's new home sales career, and her resale career, she has had a hand in more than 1000 transactions. The process is essentially the same in both arms of the real estate business, she shares. "Only in the new home arena the relationship building is a little bit longer because you are helping them with each and every detail of the transaction."

With a background in the corporate world, Cesi is a high functioning powerhouse in her field. "I have structured my team and my systems to run smoothly and efficiently. In my new home days, it wasn't uncommon to have 100 clients at any given time, and out of necessity I learned to put systems in place that would allow me to be able to serve them all to the best of my ability. I can guarantee that none of my clients will ever feel like they aren't getting 100 percent of my effort or my attention." Cesi's team helps her to reach this goal. With six buyer's specialists, a listing specialist, a transaction coordinator, and a marketing coordinator, no stone gets left unturned in Cesi's organization. "I run my business like a business and that really is important," she says.

Cesi chose to partner with Keller Williams, an invitation only company, in keeping with her commitment to put the customer first. Keller Williams Realty is a learning-based company, focused on training, coaching and consulting its associate partners, which fits well with her commitment to continually add to her knowledge and experience. "The difference in Keller Williams and other companies," she says. "Is that even if I was a billion dollar producer, but I had a negative reputation, they wouldn't want me. Character counts".

Cesi is a prominent figure in the real estate business as well as in her community. Whenever she can, Cesi mentors others in her field and gives extensively to local charities. "I have excellent relationships with others in my field," she says. "And though I am driven to succeed, I am always willing to help. I realize that we are all in this together even though this business is very competitive, we depend on each other." Even agents from other offices know that they can call on her for advice or encouragement. "I see us more as coworkers than competitors and I try to be there for others."

Community involvement is important to Cesi. She is committed to helping her community be a better place for her family and for the families she serves. She has donated and sponsored communication systems for Canyon Vista Elementary, and is particularly dedicated to the schools in her area. "My only regret is that I don't have more time to give," she says.