Naples Area Board of Realtors Q4

TEAMWORK From Start to Finish

Winner of two 2023

for

The most anticipated new address in Naples marks the final ownership opportunity in Pelican Bay.

Teamwork From Start to Finish

28

Drafting Your A-Team

Surround yourself with teammates who share your goals but possess skills that complement yours.

32 Game On!

Build and lead your team to victory during each real estate transaction.

36 Post-Game Moves

Leave the homebuyer in good hands after the closing.

DEPARTMENTS

12

16

Message from the President

For Openers

Finding the right lender. Understanding the roles of title insurance companies and title attorneys. Navigating the home insurance maze. Home inspectors should be part of the buying process. In the NABOR® store. NAR Mobile app. On Message.

42 Get Smart

Boost your business with 10 easy steps. Maximizing YouTube. Advertising brokerage firm disclosures. Naples Design District renaissance. What ChatGPT can do for REALTORS®.

54 Welcome New Members

56 NABORhood

Legal Resources Committee, MLS Committee, Commercial Committee, Events for Networking Committee, Florida Magazine Association Charlie Awards, social photos, and upcoming events.

64

The Close

Destination: Great Wolf Lodge

MICHAEL CARONCHI

NAPLES REALTOR®

NABOR® Officers 2023

President

Nick Bobzien

President Elect

PJ Smith

Vice President/Secretary

Terrilyn VanGorder

Treasurer Christine Citrano

NABOR® Directors 2023

Paula Angelopoulos Urbinati, Ryan Bleggi (Immediate Past President), Shaun Garry, David Puskaric, Marcie Roggow, Mary Waller, Izabela Wright

NABOR® COMMITTEES 2023

Budget & Finance Chair

Christine Citrano

Commercial Chair

Cristin Madden

Vice Chair

Stuart Tackett

Community Involvement Chair

Nancy Bjork

Vice Chair

Spencer Rigsby

Diversity, Equity, & Inclusion Chair

Paula Angelopoulos Urbinati

Vice Chair

Sandra Schlaupitz

Events for Networking Chair

Ben Boorom

Vice Chair

Shari de Ron Expo Chair

Julie Blanton

Vice Chair

Dave Antis

Economic Summit Chair

Gwen Davis-Gideon

Vice Chair

Lisa Rogstad

Facilities Management

Wes Kunkle

Global Business Chair

Brett Brown

Vice Chair

Carol Kairis

Governmental Issues Chair

Tom Regan

Vice Chair

Tina Muracco

Governmental Issues – Water Quality Chairs

Corey McCloskey, Adam Vellano

Grievance

Chair

Courtney Smith

Vice Chair

Robert Nardi

Leadership Development

Chair

Mariana Beckner

Vice Chair

Vicki Allen

Legal Resources Chair

Sam Saad

Vice Chair

Nick Bobzien

Media Relations Chair

Nick Bobzien

Membership Chair

Perry DeSiato

Vice Chair

Nancy Golya

Membership – Broker Involvement

Chair

Adam Vellano

NABOR® History Chair

Spencer Haynes

Vice Chair

Heather Haynes

NABOR® Magazine Chair

Mary Waller

Vice Chair

Jacquie Walter

MLS Chair

BC Cloutier

Vice Chair

Adam Vellano

Professional Development Chair

Rick Baranski

Vice Chair

Tina Falzarano

Professional Development – Instructor Advisory Council Chair

Adam Vellano

Vice Chair

Marcie Roggow

Professional Development – REALTOR® Safety Chair

Tim Guerrette

Professional Standards

Chair

Carrie Lademan

Vice Chair

Will Watson RPAC Chair

Sara Brand

Vice Chair

Debbie Zalewski

Young Professionals Network Chair

Allisa Pipes

Vice Chair

Kimberly Vargas

Naples REALTOR® Magazine Editorial Board

Chair

Mary Waller

Vice Chair

Jacquie Walter

Director of Marketing

Marcia Albert

Paula Angelopoulos Urbinati

Patricia Asencio

Heather Haynes

Paula King

Ruthie Morency

Nicole Porro

Bill Poteet

Dr. Ron Repice II

NABOR® Staff

Chief Executive Officer

Marty Manion

Chief Financial Officer

Carl Russell

Chief Administrative Officer

Corie Chase

Administrative Assistant to the Executive Committee

Deborah Linville

Assistant to Chief Financial Officer

Deb Joyner

Director of Engagement and Events

Melissa Bognaski

Director of Marketing

Marcia Albert

Director of Membership

Elizabeth Saggio

Director of MLS

Cindy Cornman

Director of Professional Development Services

Jeanette O’Neill

Education Administrator

Taiana Londoño

Membership Administrators

Zamira Collado

Heather Moore

MLS Compliance and Support Specialist

Cheyenne Chase

MLS Support Specialist

Allisson Gonzalez

Network Technician

Michael Bryant

REALTOR® Store Manager

Ann Mazzei

Receptionist

Joan Welsher

Supra and Store Administrative Assistant

Kathleen Gill

Vice President of Public Policy

Danielle Brazil Hudson

Videographer

Wade Mastro

to

At Ave Maria, more is an invitation and a promise.

More full days of getting out and about, without ever getting into a car.

More shopping, golf rounds, fishing trips, and bike rides in nature.

More of the impromptu, spontaneous fun that turns up the joy in life.

And with four renowned builders and an array of home designs from the $200s, you’ve got a lengthy list of reasons to come see us. Need

Publisher Liz Goodman

Editorial Director Daphne Nikolopoulos

Editor Cathy Chestnut

Art Director Craig R. Cottrell Jr.

CONTRIBUTING WRITERS

Lisa A. Beach, Karen Feldman, Michele Meyer, Seth So ian, Nanci Theoret

CONTRIBUTING PHOTOGRAPHERS

Melissa Bognaski, Cindy Cornman, Michael Caronchi, Marty Manion, Wade Mastro

ADVERTISING

Liz Goodman at 239-595-7269

Advertising Services Coordinator Elizabeth Hackney

Marketing Manager Rebecca Desir

PRODUCTION

Production Director Selene M. Ceballo

Production Manager Lourdes Linares

Digital Pre-Press Specialist George Davis

Production Coordinator Ileana Cabán

Digital Marketing Manager Tyler Sansone

Advertising Design Coordinators Je rey Rey, Elizabeth Hackney

OPERATIONS

Chief Operating O icer Todd Schmidt

Accounts Receivable Specialist Ana Coronel

Distribution Manager Judy Heflin

Logistics Manager Omar Morales

Circulation Manager Marjorie Leiva

Circulation Assistant Britney Stinson

Circulation Promotions Manager David Supple

IT Manager Keith Gonzalez

Group Publisher Terry Du y

Creative Director Olga M. Gustine

SUBSCRIPTIONS

800-308-7346

In Memoriam Ronald J. Woods (1935-2013)

HOUR MEDIA, LLC

CEO Stefan Wanczyk

President John Balardo

PUBLISHERS

Picture-Perfect Living in Naples is About to Become Legendary.

When

239-316-3006

www.tllfirm.com

MESSAGE FROM THE PRESIDENT SHAPING THE FUTURE OF NABOR®

This is my last letter to you as your 2023 President, and I would like to express my gratitude to all the volunteers and members who worked so hard this year to make NABOR® a better place. Together, we have maximized the services, tools, and opportunities that NABOR® provides to help members grow professionally and help their real estate business grow. ank you for your support and your dedication to professionalism.

I would not have reached this level of leadership at NABOR® nor would I have had a voice in the decisions made by NABOR® had it not been for the fact that I served on many NABOR® committees over the years beginning with the YPN (Young Professionals Network) Committee in 2013.

Please consider serving on a 2024 NABOR® committee. NABOR® needs you!

Committees are essential because they provide a forum for ideas and a vision for NABOR®’s future—they accomplish the majority of our association’s work. ey keep our association strong while advancing our mission and goals.

Serving on a committee will provide you opportunities for personal growth, help you develop leadership skills, expand your referral network, give you a voice in decisions made by NABOR®, and help to enhance NABOR®’s vitality. We welcome your participation whether you are new to NABOR® and can o er your enthusiasm or you are a seasoned professional who can o er your expertise.

e Committee Showcase on October 5 is where you can learn about our committees and nd out which ones are tailored to your strengths and interests. For example, the Community Involvement Committee is a good committee to join if you would like to give back to our community. ey plan and execute the following events which support our community:

• St. Patrick’s Day Parade

• Karaoke Charity Challenge

• Family Fun Day

• Florida Realtor®’s Water Clean-up

• School Supply Drive

• Trunk or Treat

• Fall Harvest Food Drive

• Bingo Charity Event

• Christmas Toy Drive

Committee applications will be accepted on NABOR.com throughout November. Join a committee. We are better together.

Sincerly, Nick Bobzien NABOR® President

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— Winston Churchill

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FOR OPENERS

FINDING THE RIGHT LENDER

Helping customers understand the difference between a mortgage lender and broker

BY MICHELE MEYER

Falling in love with a house is easy. Paying for it—not so much if you’re not a cash buyer. Seasoned REALTORS® know that taking their time to walk customers through the biggest part of the transaction—financing the home of their dreams—solidifies trust and understanding and makes the transaction flow more smoothly.

“Moving is stressful enough, so you want your homebuyers to find a broker or lender who has a fabulous reputation for making the process as seamless, clear, and as pain-free as possible,” says John R. Wood Properties REALTOR® Angel Lashley. For those needing to finance a property purchase, it’s important to know key details about the customer—are they a first-time homebuyer or veteran and how much they will need to borrow? Do they know the difference between an adjustable- and fixedrate mortgage and the pros and cons are of each one? Are they prepared to make a down payment?

REALTORS® should maintain an arsenal of trustworthy brokers and lenders so they

can refer clients, Lashley says. These tips from Lashley and Nancy Merzeiler, senior mortgage loan professional with Wintrust Mortgage at Wintrust Banking Center in Naples, can help your clients pick the perfect financial partner.

Understand the difference between mortgage brokers and lenders. Borrowers reach out to lenders and figure out the best terms on their own. Mortgage brokers present the best loan offers for each borrower’s circumstance and act as an intermediary between the consumer and the lender. Brokers

often charge a fee or commission.

“Think of them as matchmakers who pair borrowers with the best lender for their specific scenario,” Lashley says.

“The broker can do the shopping for them and guide them to a loan that works best.” Brokers are not decisionmakers and cannot approve or deny a loan.

Prequalify today! Real estate transactions can’t move forward without knowing how much the customer is able to borrow and if they can afford the monthly payments. Institutions provide a preapproval letter to provide the REALTOR® stating these amounts. Merzeiler says borrowers should narrow their list of potential lenders to three. There’s no charge for pre-approval, but each time a buyer fills out prequalifying paperwork, it affects their credit score—so they should limit their applications. Loan-seekers should be up-front and make it clear during their search that they’re just inquiring about current rates and programs—not authorizing their credit report to be pulled, Merzeiler says.

Try trusted relationships. If a borrower has a relationship with a bank or credit union, they should approach them to see what can be offered. Though options may be limited, homebuyers can deal directly with financial institutions with which they already have a relationship. However, the interest rates or term may not be optimum. “There is no one size fits all for home loans,” Lashley says.

Home in on Naples-area lenders. They’re

Angel Lashley

Nancy Merzeiler

Find a broker or lender who has a fabulous reputation for making the process as seamless, clear, and as pain-free as possible,” says REALTOR ® Angel Lashley, of John R. Wood Properties

attuned to the details of shifting laws, contracts, and deadlines, making for a smoother transaction and on-time closing. The chosen mortgage professional should keep buyers, sellers, and their REALTORS® informed of the loan’s status each step of the way, from loan approval to closing. “Excellent communication and customer service are paramount. The right broker or lender will have all hands on deck if needed to overcome any unexpected hurdles quickly,” Lashley says.

Crunch the numbers. At the end of the day, customers are likely to choose the loan with the lowest interest rate—and that makes sense. But there are two other considerations to keep in mind: the fees associated with the loan, which can include application fees, underwriting costs, and other maintenance fees that are charged at closing. The chosen lender may also offer down payment assistance for first-time home buyers. Once the borrower and lender agree to terms, they sign a loan application which locks in an interest rate.

What to Ask…

A Mortgage Lender

• How long do you expect the process to take?

• Who will be my main contact throughout the process? How will we keep in touch?

• Which steps will take place online and which will occur in person?

• How long of an interest rate lock do you recommend? If the closing doesn’t take place before that date through no fault of my own, will I have to pay for an extension?

A Mortgage Broker

• How many lender quotes did you review and why did you select this lender and rate?

• What fees and commissions will you charge and who will pay for them—me, the lender, or both of us?

(Source: Forbes)

FOR OPENERS

Title Insurance Company vs. Title Attorney: Know the Difference

BY LISA A. BEACH

When a buyer recently tried purchasing a home that was in foreclosure, a lot of complex problems popped up. The woman who owned the home got divorced, and supposedly had a quitclaim deed that removed her ex-husband from the title, but it was never recorded. She was also in bankruptcy at the time and died while these issues remained unresolved. The home was in probate with the daughter. The title attorney had to work through issues related to probate, power-of-attorney with the daughter, bankruptcy, and foreclosure while also tracking down the ex-husband and making sure he was no longer on the deed.

“Problems occur in almost every transaction but this most recent one was a doozy,” says Susan Procacci, a broker associate at Better Homes & Gardens in Naples. “The attorney really earned his keep.”

While a title attorney could handle all these complex issues, a title insurance company wouldn’t be able to handle most of these issues.

Buyers and sellers might not understand the difference

between the two. As a real estate agent, make sure you can clearly communicate these distinct roles and responsibilities.

Demystifying the Difference

A title company works for the title insurer and focuses on protecting their business, but a title attorney—also called a closing attorney— focuses on protecting the client. “Title companies do not have any fiduciary obligation to the buyer or seller—they represent the transaction,” explains Procacci, who’s been a real estate agent for 23 years.

“Both a closing attorney and a title company agency can issue policies,” says attorney James F. Morey with Bond, Schoeneck & King in Naples. “But a title company is not going to be able to practice law.”

Even if attorneys own, or are affiliated with, the title company, the title company is not able to provide unfettered legal advice, Morey explains. It can only provide title and closing services if it’s going to ultimately issue a title policy. “The major difference is a closing attorney can issue title insurance and can also provide independent legal advice and legal services,” he says. “Title companies are not going to be in a position to do that.”

Both a title company and a title attorney share the overlapping responsibility to secure a clean title for the property involved in a real estate transaction. This gives buyers the legal right to own the house they’re purchasing. But

when it comes to sticky legal problems—like the house in foreclosure—only the title attorney can jump in to help represent the buyer’s or seller’s interest and advocate on their behalf.

James F. Morey

Common Misconceptions About Title Attorneys

Many times, buyers and sellers think attorneys are going to be too complicated and more expensive than a title insurance company, Procacci notes. “It’s maybe a $100-$150 difference in price,” she says. And if something goes awry, you’d have to hire an attorney anyway to handle those issues. However, if you think there will be no issues and find that it’s easier to work with a title company, that’s a fine choice, she adds.

Do You Need a Title Insurance Company, Title Attorney—Or Both?

When deciding between a title insurance company and a title attorney, it depends on where you live.

Both Morey and Procacci note that some states, like Massachusetts, do not have licensed

The fiduciary responsibility and ability to provide legal advice differs greatly

Susan Procacci

title companies. “Only attorneys in Massachusetts can issue title insurance and conduct closings,” Morey points out. That is why, in some parts of the country, consumers will expect to have an attorney involved in a transaction. By contrast, in Florida, clients can choose a title insurance company or title attorney—but they don’t need both.

Morey says that, when it comes to conducting a closing, reviewing a title insurance commitment, identifying title issues, and doing conscientious work for the consumer, a good title company is absolutely a fine choice. “I think the distinction comes around when there are potential issues that might need some legal research

and legal opinions where an attorney agent has an advantage,” he says.

It helps to establish relationships ahead of time with both title insurance companies and title attorneys, whether that’s meeting with business partner (affiliate) members of the Naples Area Board of REALTORS® or asking seasoned agents for referrals.

If your client chooses to work with an attorney, Procacci suggests reaching out to one prior to listing or submitting a contract. “Have the attorney review that contract prior to signing to review the seller’s disclosures,” she says. “They can start the process to make sure it’s a smooth finish to the end before anything is even signed.”

Types of Policies

There are three types of title policies. Owner’s Policy protects the interest of the person purchasing the property. Leaseholder’s Policy protects the interest of owners that rent property with long-term leases.

Lender’s Policy protects the interest of the lender that issued the loan to the buyer. (Source: Florida Department of Financial Services)

FOR OPENERS

Navigating the Home Insurance Maze

Making the right choice can save your buyers and sellers big bucks

BY LISA A. BEACH

When choosing a home insurance company, homeowners should weigh their options carefully to ensure they find the right coverage and service for their needs. As a real estate agent, how can you guide them in their decision—and help them save money in the process?

“After what we’ve been through here in Florida—particularly South Florida—the No. 1 thing you want to know is: What is the value of your home?” explains REALTOR® Gwen Davis-Gideon with Keller Williams Realty Naples. An online appraisal tool, while not 100 percent accurate, provides a good starting point in understanding a home’s value, she says.

Gwen Davis-Gideon

cal issues, gas leaks, burglary, vandalism, storms, and other damages and losses. The policy should provide adequate coverage to repair or replace your residence and its contents if they’ve been damaged by such perils.

Once homeowners know their property’s value, they also need to determine the value of what’s inside—from furniture and electronics to jewelry and appliances. Depending on the policy, homeowners insurance might also cover anything you store on the property, such as a boat.

call? Can you get through to a live person? If you leave a message, how long until they get back to you? “If it takes them three days to get back to you, and we’re not in an emergency situation, that gives you an idea of what you’re going to be dealing with and how quickly they’re going to refund if you have a claim,” Davis-Gideon points out.

Ratings

With more than 20 years in the real estate industry, Davis-Gideon shares her insights on choosing a company for homeowners insurance, getting adequate coverage—and helping buyers and sellers save money in the process.

Homeowner’s Needs

Homeowners insurance covers a residence from “perils” such as fire, smoke, water, electri-

If they already have homeowners insurance, they should take a fresh look at the policy. Make sure they’re not paying for things they don’t need—like a pool screen enclosure that’s no longer there. Conversely, if they’ve made renovations or added new structures, the policy should reflect these changes. They might need to increase or decrease coverage.

Company Responsiveness

After a hurricane, insurance companies might understandably be slow to respond. But, in “normal” times, are they available when you

Do some homework by checking online. Look into the company’s financial stability and reputation, advises Davis-Gideon. Find out if customers have filed complaints with the Florida Office of Insurance Regulation. Review third-party ratings from sources such as J.D. Power and Standard & Poor’s. Ask friends and relatives for recommendations. You want to help homeowners select a reliable, stable insurer that processes claims efficiently and provides excellent customer service.

What’s Their Budget?

Many factors can impact the cost of home insurance, ranging from the home’s location, age, and size to the possibility of certain weather events (like floods or hurricanes) and crime rates in the area. When comparing quotes from multiple providers, make sure

each policy provides the same level of coverage.

TIPS FOR SAVING MONEY

Review deductibles. Homeowners can save money by increasing their deductible, perhaps from $1,000 to $2,500. “Make sure that money is set aside for out-of-pocket expenses when you have a claim,” she advises.

Add safety and security features. Install measures such as smoke detectors, burglar alarms, and deadbolt locks. All of these can earn a discount, she says. “If you have a Ring doorbell or similar product, the system must be monitored in order to get a discount on your insurance,” says Davis-Gideon, noting that discounts vary from company to company.

Be careful with filing claims. If something minor happens, you may be better off paying out-of-pocket for smaller expenses, she says. For instance, if your deductible is $1,000, and you’re getting quotes of $1,200$1,400 to fix a problem, it might make more sense to pay for it yourself

instead of filing a claim. Why? If you don’t have any claims for a certain number of years, the insurance company might give you a discount.

Bundle your home and your auto insurance. Going through the same company for both can save money.

Ask about “hidden” discounts. Many people don’t realize that some discounts even exist, notes Davis-Gideon. Do you live in a nonsmoking household? Are you paying your premium via automatic draft? Are you a policeman/woman, firefighter, nurse, or other medical professional? Are you a military veteran? Many home insurance companies offer discounts for such qualifiers.

If you’re a newer agent, you might wonder which company to recommend. “I would refer them to any company they already have a relationship with,” suggests Davis-Gideon. “But always recommend at least three.” Ask agents who’ve been in the business longer for recommendations and contact affiliate members of the Naples Area Board of REALTORS®.

FOR OPENERS

From Top to Bottom

BY SETH SOFFIAN

Buying a new home is the largest purchase many people will make in their lifetime. To help protect that investment, a home inspection can be critical to identifying unseen problems.

interviewing your candidates for the job.

ASK QUESTIONS

Pam Jensen

Lenders and insurers also routinely require inspections for the same underlying reason—to eliminate as many unwanted surprises as possible for a property in which they, too, have a stake. While not able to guarantee every element of a home, a good inspection and subsequent report can help buyers negotiate a lower sale price or secure needed repairs before a purchase.

DON’T DELAY: PLAN TIME FOR RESEARCH

When selecting any professional service, preparation is always a good idea.

It’s widely recommended to start searching for an inspection company when you also start shopping for a home, not after you’ve already made an offer or had one accepted. In the latter case, you may be rushed to choose an inspector without time to verify credentials or undertake other due diligence, such as

There is no universal agreement on the best resource for finding a reputable inspection company. REALTOR® recommendations are where many buyers begin—and often conclude—their selection process. However, entities such as Experian, Consumer Reports, and others urge caution with such referrals due to a potential conflict of interest. Various homebuying guides suggest consulting family and friends, or crowd-sourcing recommendations or reviews on platforms such as NextDoor, Patch, Yelp, Angi, HomeAdvisor, and others.

Despite these other resources, REALTORS® are usually familiar with the performance of local inspection companies. That is especially helpful for relocating buyers, as with Florida’s steady tide of newcomers, says Pam Jensen, owner and operator of HomeTeam Inspection Service in Collier and Lee counties. “I think the decision should be made with a combination of things, with your REALTOR’s® recommendation at the top of the list.”

No matter where you start, your process should always include interviews and background checks. In the Sunshine State, home inspectors are requested to be licensed through the Florida Department of Business & Professional Regulation so homebuyers and sellers should ensure their candidate has a current license by inquiring or searching at myfloridalicense.com. The Better Business Bureau West Florida office also rates home inspectors at bbb.org.

Accreditations also should be verified with issuing organizations, such as the American Society of Home Inspectors or the International Association of Certified Home Inspectors.

Inspectors also should carry what’s known as errors and omissions insurance, which covers not only the inspection company but any REALTOR® who may have referred the buyer in case of a significant oversight.

“It’s rolling the dice to use an inspector that doesn’t have that insurance,” Jensen said. “If we miss something that’s a $50 dollar repair, we’re going to just write a check. But if it’s a $5,000 repair, that’s what we pay the insurance for. Mind you, in 29 years, we’ve never missed anything major.”

Home inspections should be part of the buying process to ward off unforeseen, sometimes costly, issues

Ask inspection companies for a sample report, preferably from a home of comparable size and age, if available. A solid report should include photographs and be available in digital format.

Inspectors also shouldn’t shy away from questions about their background and experience, or from buyers wanting to be present during an inspection, Jensen and others advise.

“We’re working for the buyer,” she said. “They are our client. They’re the one paying the bill. They have every right to be there, and it’s to their advantage to be there. The inspector will do a walk-through with them and explain everything they’ve found. And (the buyer will) get a report. But it’s not quite as good as hearing it and seeing it firsthand.”

WHAT TO EXPECT

The average cost of an inspection in Florida ranges from $250 to $500, according to many sources. Prices vary depending on factors including location, home size and age, and the inspector’s level of experience.

A routine inspection covers every area of the home, including the foundation, roof and attic, electrical system, plumbing, heating and cooling, water heater, appliances, siding and exterior, gutters and drains, walls and flooring, porches and decks, and windows and doors.

What is not included is an additional level of scrutiny—and training and certifications—required for deeper issues such as mold, termites, radon and lead. All add-ons increase the inspection cost and time, which is roughly three hours for a standard inspection, although some companies do them in less time by sending multiple inspectors.

In hurricane-prone Florida, insurers are increasingly requiring additional wind-mitigation measures that aren’t covered during the normal inspection of the roof and attic. “It’s a very frequent issue,” Jensen says of these added insurer requirements.

Regardless of who performs the inspection, what’s almost universally agreed upon is the need for an inspection. “A lot of people think they can walk around and see everything we’re going to see,” Jensen says. “If they don’t have the training, they don’t know what to look for.”

NAR MOBILE

The new NAR Mobile app is tailored for REALTORS® on the go. With this new app from the National Association of REALTORS®, you’re the curator. Select topics of interest to you to get a custom news feed. Get your member card and easily add it to your digital wallet. Check your Code of Ethics status, access your member bene ts, see upcoming events, and view NAR’s featured programs and education o erings. You can also access podcasts, videos, a searchable member directory, and marketing resources—all in the palm of your hand.

It’s FREE! Download it today from the App Store or Google Play.

LET IT RAIN

BY ANN MAZZEI, NABOR® STORE MANAGER

Stay dry in style with this auto-open ShedRain® umbrella featuring a 44-inch teal ombré canopy. Keep one in your car and one in your o ce.

Member Price: $15

Pick one up at the REALTOR® Store today.

Real estate and land development are vital to the continued growth of Southwest Florida. Henderson Franklin attorneys Sharon Zuccaro and Jeff Wright assist their clients in all aspects of real estate, land use and environmental law. Whether you are negotiating the terms of a residential transaction or commercial lease, trying to make sense of zoning regulations, or managing the legal needs of thriving communities and commercial developments, let our experience work to help you reach your goals – just as we’ve done

1924.

FOR OPENERS ON MESSAGE

Florida Magazine Association judges gave many accolades to Naples REALTOR® magazine during the annual Charlie Awards Gala in July. In giving it the highest rank, a Charlie Award, as the Best Overall magazine in the Association/Nonprofit category, the judges notes stated:

Very well-designed publication. Great flow from first page to last. Team did a great job of drilling in and bringing out the breadth of these stories. Strong use of visual elements throughout.”

Pre-Game: DRAFTING YOUR A-TEAM

BY KAREN FELDMAN

Being successful in real estate takes a strategy much like that employed by those high-paid NFL football players you see on TV this time of year.

It starts by learning the rules of the game, under the watchful eye of someone more experienced at it—a mentor or coach. As you grow more skilled, you realize you need to surround yourself with teammates who share your goals but possess skills that complement yours.

The bottom line: In real estate, just as in football, construction, or any other complex endeavor, it takes a well-oiled team to win.

Hank Bertodatto, managing broker of The Agency in Naples, teaches new agents—and those new to the market—as they arrive for training, their fresh real estate licenses in hand with visions of big commissions

dancing in their heads. “I start by setting the stage with reasonable expectations for a new agent,” Bertodatto says. “It’s not a get-rich-quick plan. A lot of agents come into the business thinking they will make a lot of money because a friend did.”

He then sprinkles some reality on those rosy dreams by telling them: “In Florida, 87 percent of new agents fail in the first two years (according to the National Association of REALTORS®). I am going to help you be the 13 percent—the ones that make it in the business.”

It costs about $2,000 for courses and licensure to become a REALTOR® through Larson Educational Services, which isn’t too hefty of an outlay to start a new career, Bertodatto points out. But then he explains that to be successful, “you need to invest in your business.” And that’s where your team comes in.

GREAT THINGS IN BUSINESS ARE NEVER DONE BY ONE PERSON. THEY ARE DONE BY A TEAM OF PEOPLE.” — Steve Jobs

First Steps

Business plan. If you are starting out, the first thing you should do is write a business plan to set forth your values and mission, financial goals and strategies for sustaining through slow sales or a lagging market, goals for extra training and earning credentials or designations, and what you want your life-work balance to look like. Set a budget and decide what you will do and what you will hire out. You can craft a business plan with a local or national real estate mentor or coach, a veteran REALTOR® or broker, or with a free business consultancy at SCORE Naples.

Knowledgeable accountant. Connect with an experienced accountant who specializes in real estate. They are the key to keeping accurate records of expenses, income, and tax-law compliance for real estate agents, brokers, and landlords, and the intricacies of the 1099 tax form—what should be deducted and what shouldn’t.

B.J. Cottrell Jr. handles tax returns for about 250 real estate agents every year and offers a section of information tailored for them on his website. He says there are two elements REALTORS® need to keep in mind.

Because their income may fluctuate wildly from year to year, REALTORS® need to do their tax planning in October or November “when they can see what’s in the pipeline—what will be closed by the end of the year,” he says. Most people wait until February or March when it’s too late to

make adjustments that could save them money.

The other primary reason is that an accountant who understands real estate can help determine if your business should become an S-Corporation, LLC, or a hybrid. All of that is complicated, dependent on a multitude of factors and is best discussed with a real-estate accountant.

Cottrell recommends those grossing $50,000 or more a year talk to their accountant about the possibility of saving through an S-Corp. For those making less, it’s not typically worth the administrative costs. He offers a lot of other helpful information designed for real estate agents on his website (cottrelltax.com).

Marketing. Marketing is a major piece of the real estate business, so find a pro if you don’t want to expend your energies on marketing. Locally, there are many small boutique firms, one-person shops, and corporate firms that are familiar with Collier County communities and who understand what makes the Naples-area market unique.

What’s your plan? Print ads in newspapers and magazines given that this market has more retirees who are accustomed to print media? Postcards and mailers? Online ads? What about social media—which platforms do you want to use and how do you want to use them? If you are independent, you will need a website. Whether you are solo or join a team in an office, plan on obtaining a professional headshot. Now, you need to network and meet people face to face. “Should you be setting up mailers in your community or planning an ice cream social to meet the people?” Bertodatto asks.

Learning the market and learning to market yourself are the primary keys to success. The third is building a team of specialists that will assist in handling the myriad tasks required for each transaction in a timely manner.

BJ Cottrell

Networking Know-How

One effective way to market yourself is by attending networking events with people outside of the real estate industry, Bertodatto says. This is where you are likely to meet potential clients, vendors, and team members. Attending networking events provides the opportunity to talk face to face and form your own opinion as opposed to getting a referral. This can be helpful in finding people you can rely on and trust.

The Greater Naples Chamber of Commerce holds regular networking events, such as its Accelerated Networking Lunch, and offers an intensive Leadership Collier course that introduces participants to various aspects of the community, from healthcare to the environment. If you look, you will find local networking events for an interesting array of affinity groups, such as singles, Social Sobers SWFL, and Network Professionals International, while joining a nonprofit, such as the Rotary Club, or volunteering for one, will help to expand your personal and professional acquaintances.

When you discover a potential professional connection, it pays to do some checking before developing that business relationship. “I ask for a copy of their license and insurance,” Bertodatto says. “Are they legit? Is this something that’s a hobby or do they do it professionally?”

He also recommends asking for contact information for recent jobs they have done and contacting those references to learn about their experience. Then research their online reviews. “The vetting process may be tedious,

but it saves headaches down the road,” Bertodatto says.

Tracking Transactions

Contracts. Mortgages. Taxes. Escrow. Title searches. There are so many things to keep track of.

That’s the role of a transaction coordinator who tracks all the paperwork, emails, and tasks that need to be done for a sale. These aren’t simple niceties, says Maureen Kiely, CEO and founder of RealCheeky, a transaction coordination firm that assists real estate agents.

“Every agent needs a coordinator, whether it’s someone on staff or a company like us that automates it,” Kiely says. “Paperwork is a necessary part of the job, but most aren’t good at it. They must hire someone to be compliant with their broker.”

Transaction coordinators are “that second set of eyes after the agent completes the paperwork,” Kiely says. “We review everything, using AI to read the documents and find errors, and do a lot of coordinating for inspections.”

The transaction coordinator “excels at keeping the agent, buyer, and seller on top of things. Everyone gets a timeline—critical dates in the contract—and we send reminders to their calendars automatically. We’re the glue between all the parties,” she says.

The use of AI to review standard forms speeds the process, as does the system’s digital assistant, which enables the agent

to ask questions if they aren’t sure which form to use or, for example, what the term “leasehold” means.

Although they can’t completely automate the process, it allows users to handle a lot of the routine tasks quickly and via a microphone when using the digital assistant.

“Real estate is conversational,” Kiely says. “You don’t want to go to 14 platforms to do something. The digital assistant allows them to do something by microphone, just by asking questions. I think that will be a game changer.”

Experience Counts

When starting out, Bertodatto says, connecting with a mentor within your company or hiring an outside coach is invaluable. So is getting out there and gaining experience selling. Agents don’t need to feel as if they have to know everything before they start selling— they need to learn from experience. “Get out there and gain some experience,” he says.

Joining the Naples Area Board of REALTORS® (NABOR®) is a great way for REALTORS® and brokers to network and participate in free or low-cost educational courses that cover an array of topics and offer professional designations and certifications. Some offer broad overviews of a specific topic while others are highly focused. “NABOR® does a great job providing training,” notes Bertodatto.

Armed with a honed business plan, insightful mentor, solid support team, and commitment to professional development, you on your way to a winning real estate career.

Hank Bertodatto Maureen Kiely

GAME ON!

Building and leading your team to victory

BY NANCI THEORET

Every championship team needs a well-executed game plan, a dedicated coach, and members working together to win the trophy—and so does a successful real estate transaction. REALTORS® bene t from building a reliable network of trusted professionals lending their expertise along every step of the sale—from title and mortgage companies, closing attorneys, home inspectors and appraisers to photographers and videographers. ey’re all part of doing business, an investment in an agent’s business and in themselves.

“You have to have a great, all-star team,” says Albert Yabor, manag-

ing broker for Coldwell Banker Realty’s Fifth Avenue South and Marco Island o ces. “It’s not an agent’s job to be a jack-of-all-trades. When coaching agents, I encourage them to understand they are a lean, mean prospecting machine. eir forte is business development, which in the end leads to greater income with more units closed.”

Creating a team can save REALTORS® precious time. As experts in their elds, professionals know the latest industry rules and regulations impacting property sales. Many real estate rms o er in-house mortgage, title, and insurance services that provide agents with “critical, timely information that could mean the di erence between landing a listing or

securing a buyer,” notes Matt Lane, senior vice president and general manager of William Raveis-Florida.

“Transactions are complex and time-consuming,” he says. “The top brokerages value their REALTORS’® time and make significant efforts to deliver relevant resources, ensuring their agents don’t miss a beat and are able to offer unmatched services to their customers.”

For new agents and firms that don’t offer in-house services, assembling key players often starts from scratch, building a team via networking, word of mouth, and research. Josh Marzucco, broker and owner of Marzucco Real Estate in Naples, advises new REALTORS® to build their championship team as he did in 2018, culling experts from personal experiences, Naples Area Board of REALTORS®, and producer events.

Responsive Collaborators

“I preach to my agents they have to have a strong lender and a good title company they can count on otherwise no one’s getting a home or a commission,” Marzucco says. “I refer the people in my network first, but also tell new agents to give a few different

people a try. They might vibe better with someone else. I feel strongly about agents creating their own team in their arsenal.”

For most REALTORS®, members of the support team represent independent companies and freelance contractors. Agents should look for those at the top of their game, heavy hitters “who always have your back” and put your needs at the top of the queue, says Marzucco. The firm’s long-time business partners include top regional and national performers—a real estate attorney at a title company readily available for an email or phone call “who’s saved contracts from going south,” and a lender “who’s going to get back to our team on a Sunday afternoon.”

Finding the perfect fit requires due diligence, research, and feedback from satisfied—and dissatisfied—clients, says Yabor.

“Great team members will keep the transaction flowing forward effortlessly,” he says. “You know you’re working with the right lender when you have the peace of mind in knowing your customers are going to receive great service, great options, and unbeatable rates. In the end, it translates into a satisfied customer and another payday for you.”

The best collaborators are unconditional team players demonstrating perseverance, knowledge, creativity, and enthusiasm, says Lane. REALTORS® should also have a strong working understanding of the professional disciplines for each service provided.

“No two transactions are ever the same. Each has its own unique set of challenges, Lane says. “The right partners enable a REALTOR® to deliver a higher level of service and earn more business. Think of these resources as your extended family.”

Title companies are often a novelty for newto-Florida homebuyers who are accustomed to working with a real estate attorney. Both ensure all i’s and t’s are dotted and crossed, performing comprehensive deed and record searches establishing the chain of title on property ownership, existing judgments, and small details like typographical errors. (See page 20 for “Title Insurance Company vs. Title Attorney: Know the Difference.”)

NO TWO TRANSACTIONS ARE EVER THE SAME. EACH HAS ITS OWN UNIQUE SET OF CHALLENGES,” SAYS MATT LANE, SENIOR VICE PRESIDENT AND GENERAL MANAGER, WILLIAM RAVEIS-FLORIDA

Josh Marzucco

Albert Yabor

Repeat business also drives successful relationships, particularly with independent partners. “As long as our agents are providing companies with loans and closing, it keeps them on our side and strengthens the bond,” says Marzucco. “It also goes both ways: Sometimes a loan officer will give our REALTORS® real estate and buyer leads.”

Team Assets

Even with the advent of virtually foolproof smartphone cameras producing high-quality photos, local experts stress the importance of hiring a photographer for a professional presence on MLS. They understand the nuances of lighting and editing, can provide drone footage, and will show a listing in the best possible light, so to speak. “Considering the way the real estate market has evolved and the level of competition, you don’t want to chance photos,” says Yabor.

As their business and sales grow, REALTORS® also benefit from social media pros and hiring administrative managers and marketing personnel, ensuring exclusivity. “They’re yours,” says Yabor. “No other agents are using them.”

Ideally, full-time team members should balance REALTORS’® weaknesses and complement their strengths while advancing an agent’s financial and personal goals, says Lane. “Ultimately, the right combination of support varies depending on the motivation, experience, business skills, and goals of each and every REALTOR®.”

Transaction coordinators, who monitor the entire transaction from contract to closing, are also essential to your game plan. “A strong transaction coordinator keeps everything running and everyone cohesive,” says Marzucco.

Although home appraisers are assigned by the lender, Marzucco’s company works with a prelisting appraiser for a tricky listing, helping establish a price point when good comps aren’t available.

Yabor also recommends REALTORS® align themselves with an accountant versed in capital gains and the Foreign Investment in Real Property Tax Act (a.k.a. FIRPTA), for out-ofcountry buyers. Contractors are a great resource for buyers and sellers, providing insight into a home’s hidden potential. Professional stag-

ers, he says, are “a great value add for customers. They know how to make a home pop, so it has great curb appeal and sells quickly.”

Pinpoint Strengths

Consistency, communication and strong leadership are vital for REALTORS® in maintaining and retaining the loyalty of their all-star lineup of independent businesses and full-time employees, with the agent often functioning as mentor, coach, and role model.

Yabor also advocates DiSC (dominance, influence, steadiness, and conscientiousness) profiles, a personality assessment used by businesses to improve teamwork, communication, and productivity. The tests—which he calls “scary accurate”—help REALTORS® identify their personal strengths and weaknesses, as well as those of their team members.

“There are different moving parts to the team, different roles, and all roles have different personalities,” Yabor says. “You want to put the right people in the right roles, and work people’s personalities to your favor. Every stakeholder has their own function, and you shouldn’t step into their lanes. Let the stake-

holders do their part.”

Intention and Integrity

As an agent-centric brokerage emphasizing the REALTOR® as its customer, Lane says firms can provide mentors and coaches who tailor support based on experience and goals, and focus training on aspects of their business that matter most.

Lane also notes successful agents tend to abide by the Golden Rule. “Treat customers, REALTOR® peers, and professional business partners as you would like them to treat you. Saying ‘I don’t know, let me find that out for you,’ is perfectly acceptable when you truly don’t have the facts on hand. Never invent an answer or make an assumption, be honest and put in the work it takes to get them the right answer.”

A good team culture is also built on intention, involvement, and availability. “You always want to come from a position of contribution,” Yabor says. “A great team leader knows how to coach and mentor their team and bring out the best in each member. Lead from the front, be an advocate, be in the trenches as often as needed. Lead by example, show them how you want them to work. Be a relational agent versus a transaction agent.”

Matt Lane

Leaving the homebuyer in good hands

BY KAREN FELDMAN

aaking the sale may feel as if you have scored a touchdown, but wait: Call it a first down, perhaps, but there’s still some yardage to cover before reaching the goal line.

Post-Game MOVES M

Just as agents need a team to support their own work, the new homebuyers will also need many services. Call these professionals the “special squad.” A REALTOR® who can refer reliable vendors, thereby streamlining the process, will build a stronger relationship with clients because of the excellent customer service experience—and result in more referrals for the REALTOR®.

“REALTORS® enjoy a very privileged position of trust,” says Christina Davidow, a founding partner of Willis & Davidow and an attorney specializing in real estate law. “People look to REALTORS® as the major source for orienting them in every aspect when they first come into a community.”

Christina Davidow

That’s precisely what Jacquie Walter, a REALTOR® and mentor with The Agency of Naples, aims to do. “I’m making customers for life. I don’t sell houses; I sell service,” she says. “Whatever it takes—whatever team I have to surround myself with to make it happen— that’s what I do.” As a mentor, she passes this wisdom on to new agents, while setting an example herself. New buyers need “everything from movers to screen enclosures, plumbers, roofers, closet designers, electricians, appliance services,” Walter says, “and restaurant recommendations—people are coming to visit.” When you forge a relationship with a customer, “they value your opinion over something they are reading as a Google review,” Walter notes.

The Source for Resources

Davidow recommends that REALTORS® provide a set of five professionals to every client right away:

• Insurance agent

• Lender

• Home inspector

• Attorney

• Accountant

With insurance rates escalating rapidly and rules changing, it’s good for customers to understand what

their insurances rates will be and the impact that will have on their budget before they make an offer, she says. For foreign customers, having translators at the ready is invaluable in ensuring they understand everything that’s going on.

A successful REALTOR® will have a current list handy to help their customers with immediate and foreseeable needs. Walter continually builds on her team, maintaining a list of business contacts that she works with regularly: lenders, title insurance companies, attorneys, home watch services, and electricians. She has a sheet with multiple names in each category that she shares with clients.

How do vendors make the list? “Responsiveness,” Walter says. “I’m looking for the same things my customers are looking for from me. If I get a complaint about someone not responding to phone calls or emails, if I get a text, I’m on it immediately and I expect that from the people I recommend.”

Just as football teams change players, REALTORS® need to do the same if one of those vendors they recommend no longer seems to be doing the job. “If customers seem happy, great, keep using that person,” says Davidow. “As soon as you see they are not performing the way you want them to, find different professionals.”

A plus with this system is that the professionals the

Jacquie Walter

Emily Reid

REALTOR® refers are likely to do business in the same fashion. That’s the case for interior designer Emily Reid and the REALTORS® with whom she works. “We have to be aligned,” Reid says. “I tend to do high-end luxury real estate—commercial and residential—and they offer the same type of service that I offer. They are people who expect results and good service. People that expect the best. Those are the REALTORS® I work with. We both expect the same performance out of each other.”

Reid notes that her services can be beneficial to a REALTOR® throughout the process.

Before a showing, she helps sellers “remove the DNA” from their homes—photos, toothbrushes, evidence of the sellers’ lives—so a potential buyer can see the house “as if it’s theirs,” Reid says.

A designer can also stage it so that it looks its best and help the potential buyer envision specific upgrades. “If a home needs renovation—more than staging—a designer can see the vision of the home and create beautiful renderings that look like photographs that the REALTOR® can show a potential buyer what they could do. They can see the vision. It can really push the sale.”

Rewards of Referrals

John Smarge, president of Ray the Mover, likes dealing with clients who have been referred by a REALTOR® he knows because “the fact that the REALTOR® is recommending other qualified vendors as well means the whole process is going to work better and more smoothly.”

From his perspective, Smarge says that if a REALTOR® has a team in place, the transaction will likely close on time. “The process just

becomes better,” he says. Referrals are a positive form of validation—they feel good—and they also serve as an incentive to step up attention to customer service. “When we get a call and they say someone recommended us, we sit up higher,” Smarge says. “We go that extra mile to make sure the customer is served better.”

John Martin, assistant producing sales manager of Citizens Home Mortgage in Naples, does all his business through referrals. “We can prequalify clients ahead of time to make sure their expectations aren’t different from what they can afford,” he says. “That way no one is wasting one another’s time with unreal expectations.”

In other words: The lender, the buyer, and the real estate agent all have the same information. They’re all on the same page.

Local referrals for a lender lead to customized service, says Martin, who specializes in mortgages. “Some lenders who call are basically order takers,” he says. “We can figure out what works best for you, how to fix your credit—anything special you might need.”

Homebuyers should first look to their own financial institutions. For instance, buyers who have wealth management accounts with Citizens Bank receive a half-point discount on mortgages, an added benefit. (See page 16 for “Finding the Right Lender.”)

Vetting Referrals

The next step is being able to confidently recommend reliable business partners for the client’s other needs. A referral that turns sour may reflect poorly on the person who made the referral.

REALTOR’S® “recommend a company because they are in the information business

as much as anything else,” says Smarge. “To be an asset to the client, they develop these trusted relationships. It makes the process better for the customer.”

All of this depends on personal connections with reliable people in each field. And it’s that personal touch that customers are likely to remember long after the move is over. “I’m a marathon runner, not a sprinter,” says Walter. “I’m in it for the long haul. I’ve gotten more customers from referrals than cold calls and all this service is part of it.”

As with the team members you select to support you, those who will be referred to your clients need the same vetting process:

* Ask to see their license (if applicable) and insurance.

* Obtain references from recent jobs and follow up with to hear about their experience.

* Check the vendor out online to see what type of reputation it has.

DRAFT YOUR TEAM

Here is a list of services REALTORS® often find new homebuyers need:

Accountant

Air conditioner maintenance

Architect

Attorney

Contractor

Electrician

Furniture companies

Handyperson

Home inspector

Home watch service

Insurance agent

Interior designer

Landscaper/lawn care

Lender

Mover

Pool service

Plumber

Roofer

Screen service

Storage companies

Translators (Spanish, German, etc.)

John Smarge

WHEN WE GET A CALL AND THEY SAY SOMEONE RECOMMENDED US, WE SIT UP HIGHER,” SAYS JOHN SMARGE, PRESIDENT OF RAY THE MOVER. “WE GO THAT EXTRA MILE TO MAKE SURE THE CUSTOMER IS SERVED BETTER."

9045 Strada Stell Court, Suite 400 Naples, Florida 34109 239.325.4070 I www.lawfirmnaples.com

9045 Strada Stell Court, Suite 400 Naples, Florida 34109 239.325.4070 I www.lawfirmnaples.com

9045 Strada Stell Court, Suite 400 Naples, Florida 34109 239.325.4070 I www.lawfirmnaples.com

9045 Strada Stell Court, Suite 400 Naples, Florida 34109 239.325.4070 I www.lawfirmnaples.com

Big

Firm Quality, Small Town Service.

Big Firm Quality, Small Town Service.

Woods Weidenmiller Michetti & Rudnick is a full service firm representing individuals and businesses in matters involving civil litigation, real estate, estate planning and probate, immigration and business and corporate law. Providing top-notch legal service with a personal touch is what we do best.

Woods Weidenmiller Michetti & Rudnick is a full service firm representing individuals and businesses in matters involving civil litigation, real estate, estate planning and probate, immigration and business and corporate law. Providing top-notch legal service with a personal touch is what we do best.

Woods Weidenmiller Michetti & Rudnick is a full service firm representing individuals and businesses in matters involving civil litigation, real estate, estate planning and probate, immigration and business and corporate law. Providing top-notch legal service with a personal touch is what we do best.

Contact Woods Weidenmiller Michetti & Rudnick for more information.

Contact Woods Weidenmiller Michetti & Rudnick for more information.

We’re small enough to listen and big enough to help.

Woods Weidenmiller Michetti & Rudnick is a full service firm representing individuals and businesses in matters involving civil litigation, real estate, estate planning and probate, immigration and business and corporate law. Providing top-notch legal service with a personal touch is what we do best.

We’re small enough to listen and big enough to help.

Contact Woods Weidenmiller Michetti & Rudnick for more information.

Contact Woods Weidenmiller Michetti & Rudnick for more information.

2020 4 th Annual Realtor ® Assembly

We’re small enough to listen and big enough to help.

2020 4 th Annual Realtor ® Assembly

We’re small enough to listen and big enough to help.

November 18 th , 2020 - Ritz Carlton, Naples, Florida Register today at Eventbrite.com

2020 4 th Annual Realtor ® Assembly

Firm Quality, Small Town Service. 239.325.4070 I www.lawfirmnaples.com

2020 4 th Annual Realtor ® Assembly November 18 th , 2020 - Ritz Carlton, Naples, Florida Register today at Eventbrite.com

November 18 th , 2020 - Ritz Carlton, Naples, Florida Register today at Eventbrite.com

November 18 th , 2020 - Ritz Carlton, Naples, Florida Register today at Eventbrite.com

239.325.4070

Casey K. Weidenmiller

Gregory N. Woods

Michael L. Michetti, Jr. Joshua D. Rudnick

Casey K. Weidenmiller

Gregory N. Woods

Michael L. Michetti, Jr. Joshua D. Rudnick

Casey K. Weidenmiller

Gregory N. Woods

Michael L. Michetti, Jr.

Joshua D. Rudnick

Boost Your Business

Ten ways to stand out and expand your customer base

BY MICHELE MEYER

Whether you’re new to the Naples area or your business has slowed, strategic moves can help to energize your path to real estate success.

In this highly competitive eld, you need to stand out—and attract referrals, says Sherry Stein, managing broker at Berkshire Hathaway HomeServices Florida Realty. “It’s all about value,” she says. “Why would a customer choose you? You need to prove why you’re the best choice.”

Stein

A Florida licensed real estate instructor,

Stein created and teaches the six-hour, stateaccredited continuing education course “Fast Track to Success” to local REALTORS® and within her o ces. By providing and showing value, “referrals will follow, and referrals are the name of the game,” Stein says. “Meeting someone at an open house is a cold lead. A referral is a warm lead, and you’ll probably be able to close a sale with that.”

Here are Stein’s top 10 tips to attract contacts and stimulate sales:

or on the green or pickleball court. “I have agents whose business revolves around the golf course,” Stein says. “ at’s where they get their customers.”

2

WEAR YOUR BADGE. Not just at work, but in the grocery store and when you’re out and about. “People will ask you about real estate,” Stein says. Also, get involved in your community and let people know you’re in real estate, whether it’s at a get-together

1

OLD-SCHOOL INTERACTIONS. In an age of texts and emails, “phone calls and handwritten notes are lost arts—and they can help you to stand out,” she says. “Talking on the phone is huge. Ask how people are doing and get their mailing and email address. en send a hand-written thank-you note with two business cards—one for them and one for anyone else they know.”

3

EMAIL YOUR ENTIRE DATABASE

MONTHLY. Just as the Naples Area Board of REALTORS® (NABOR®) issues monthly market reports, “you can let people know

Sherry

what’s going on in the market,” Stein says. “It’s valuable to them and a good reminder that you’re a Southwest Florida real estate expert.” Your database can include everyone you know in Southwest Florida as well as anywhere else you may have lived because “someone in New York or Chicago might know somebody who’s moving to Naples.”

(MLS) matrix system. “You need to know them inside and out,” Stein says. Professional competency “makes a difference in getting referrals.”

4

NEVER STOP LEARNING. Even if you’ve been in real estate for a long time, attend training events in your office and at NABOR®. There are constant evolutions—whether gradual or sudden—in the industry, from new state laws and local ordinances to technological advancements to insurance issues. “Many agents don’t take the time to learn little nuances that are particular to Southwest Florida,” Stein says. “To tout ourselves as experts, we should be experts. We should keep up in an everchanging field and be on top of everything to be the best value for our customers.” The more you learn, the more you’ll likely earn.

on-one meetings weekly or biweekly.

6

CREATE A WEEKLY SCHEDULE. Don’t just wing it—schedule it. You’ll be more efficient and confident if you plan professional and personal appointments.

9KNOW THY AREA. “Learn everything about Naples that you can share with your customers,” she says. But also choose the boundaries of your target communities. Then keep up with both new construction and resales in those communities to better guide buyers and sellers. “Many people love brand new,” Stein says. “Others will look at a resale that maybe needs updating and realize for a little more money, they can choose what they want. Understand the buyers’ needs.”

5

FIND A MENTOR AND MEET ONE-ONONE. “A mentor or coach can guide you, keep you focused on the best path, and hold you accountable,” says Stein, who suggests one-

7

DEVOTE TWO HOURS DAILY TO THE FUTURE. No matter how busy you are, focus on marketing for two hours daily, Stein says. “That includes your social media, videos, phone calls and making and uploading videos,” she says. “You need to keep your pipeline filled, so schedule time for marketing, or your pipeline may begin to empty.”

Visit the neighborhoods where you’re selling and get to know those areas intimately. “If you don’t, you’re not doing your customer justice,” Stein says.

10

GRASP THE TOOLS OF THE TRADE. Ensure that you’re proficient with sales contracts and the multiple listing service

8

WORK OPEN HOUSES AND YOUR OFFICE’S SALES FLOOR. You’ll be exposed to potential buyers and sellers who you can interview about their needs—and that can help you spot market patterns. Also, don’t underestimate the value of a nosy neighbor, Stein adds. “They might become customers.”

Lights! Camera! Leads!

How to generate new leads with a YouTube channel

BY MICHELE MEYER

As the wife of an Air Force sta sergeant, REALTOR®

Karin Carr had to start over each time they moved from city to city. After settling in Savannah in 2017, she decided to create a YouTube video each week as a way to appeal to homebuyers and sellers.

It evolved into a fount of lead generations. Now, Carr estimates, 75 percent of her business comes from video leads. “Videos are a great way to get in front of people you’ve never met,” she says. “When it’s time for them to hire a REALTOR®, you’re a category of one.” Why? Because viewers begin to “feel they know you” so “by the time they call you, they’ve already hired you.”

Unlike Facebook and Instagram, where people must know you exist to follow you, YouTube widens the audience to anyone who’s curious about the topics you cover. Google owns YouTube, and its search engines take viewers to the most-viewed or on-target videos, whose producers then rise to the top of viewers’ hit lists. Videos also have a long shelf life. “I have ve-year-old videos that still get tons of tra c,” Carr notes.

She says REALTORS® shouldn’t dismiss creating videos because of lack of time. It takes about three hours to come up with a topic, do research, write the script, and shoot the video—“and costs zero to produce and upload,” she says.

Here are Carr’s insights on running a YouTube channel that she’s learned through experience and analytics.

HAVE A SCRIPT. “I plan it all out, but also keep it basic. And I try not to say ‘um.’”

NOT ORDINARY HOUSE TOURS. “Face the camera so they can see your personality while getting information. ey’ll call because they like you, not an individual house.”

BE YOURSELF. Be relatable, down to earth, and competent, she says. “People get to know, like, and trust me.” Your hair, weight, and age are irrelevant. “ ey hire you because you have tools to help them in a very expensive purchase. But don’t sit on the oor with a messy bed behind you.”

IT’S NOT ALL ABOUT YOU. “Most agents talk about themselves too much. Do the opposite by o ering tips and knowledge.”

PROVIDE ANSWERS. “Buyers and sellers want solutions to problems. I try to put myself in their shoes. at helps me to choose new video topics.”

HOOK YOUR AUDIENCE. “ e opening should be compelling, so they’ll keep watching. Maybe tease something later in the video or ask an intriguing question,” she advises. “I spend the most time on the title and opening statement.”

BE CATCHY. “If I were to open with, ‘Hello, my name is Karin Carr, and you can subscribe to my YouTube channel,’ I’d already have lost them.” So open with an alluring title, like “10 ings to Know Before Moving” to a new community.

HYPERLOCAL APPEAL. Have a focus, such as your area’s best gated communities, and

put that in the title.

KNOW YOUR NICHE. Pinpoint your unique value, specialty, and the customers you want. “ en make everything for that person.”

ENTERTAIN. In one video for sellers on the value of open houses, she dressed up as di erent people, rang a doorbell, and asked, “Is this the open house?” to suggest a steady stream of potential buyers. “I tried to be entertaining, then came back as myself.”

ATTENTION SPAN MATTERS. “If you can get them to watch a three-minute video all the way through, that’s amazing. If they only watch 30 seconds, your videos don’t perform well. You must hold their interest,” Carr explains. “YouTube’s algorithm rewards those videos and will put them in front of people over and over.”

BE RESOURCEFUL. “You can record good, clear audio and pictures, and no one cares if you did it on your phone,” she says. “Don’t overthink the technology.”

HEED DATA. Study YouTube’s real-time analytics to learn what turned o —and on— potential clients. “None of my earliest videos were good,” she admits. “I learned by doing.”

KEEP YOUTUBE HAPPY. YouTube “penalizes you if you drive tra c elsewhere,” so 80 percent of her videos end with referring other videos on the site. Twenty percent of her video content gives a link to her free seller’s handbook, which requires people to ll in their name and phone number. “ e less sales-y I am in a video, the more successful it is.”

Karin Carr

ADVERTISING BROKERAGE FIRM DISCLOSURES

BY CORIE CHASE, NABOR® CHIEF ADMINISTRATIVE OFFICER

Dear Corie: I frequently receive solicitation-type mailings from various REALTORS®, which is fine. However, the mailings that I received from a particular REALTOR® have been bothering me. I live in the same community in which this REALTOR® solicits. Because I am friends with this REALTOR® on social media, I will refer to her fictitiously as REALTOR® Emily.

REALTOR® Emily’s mailings include email and website contact information. However, there is no phone number or brokerage firm name listed anywhere on the mailings. This same style of advertising occurs on her social media pages as well. Correct me if I’m wrong, but isn’t the non-disclosure of her firm a violation of the REALTOR® Code of Ethics?

Dear Member: You may be on to something here. Based on the facts provided, I agree that by a REALTOR® not listing the name of the REALTOR’s® brokerage firm anywhere on an advertisement it may give rise to a violation of Article 12 of the Code of Ethics of the National Association of REALTORS®, as supported by Standard of Practice 12-5. That Standard of Practice

states that REALTORS® shall not advertise nor permit any person employed by or affiliated with them to advertise real estate services or listed property in any medium (e.g., electronically, print, radio, television, etc.) without disclosing the name of that REALTOR®’s firm in a reasonable and readily apparent manner either in the advertisement or in electronic advertising via a link to a display with all required disclosures.

Of course, it would be up to a hearing panel of the Professional Standards Committee to hold a hearing to review a complaint and the applicable advertisement(s) and make the ultimate determination as to whether a violation occurred. It is important to note that the burden in any ethics proceeding is on the complainant to provide clear, strong, and convincing evidence of a violation.

If you’d like to learn more about filing a formal ethics complaint, visit nabor.com/pro-standards/ethics-complaints.

Corie Chase is the Chief Administrative Officer for the Naples Area Board of REALTORS® and can be contacted at (239) 597-1666 or corie@nabor.com.

At Kalea Bay, “fit happens.” Anywhere and everywhere. It happens in our rooftop pool, as well as in the rooftop fitness center. It happens in the 3 pools surrounding the resort Clubhouse or in our new Wellness Center. It happens while riding bikes through the neighborhood and on the tennis courts. Surrounded by views of the glorious Gulf of Mexico from spacious, sophisticated residences, find your fit today at Kalea Bay.

A renaissance arrives in the Naples Design District Designs on the Future

BY CATHY CHESTNUT

Fifth Avenue South dazzles today, but that wasn’t always the case. e historic commercial district was feeling abandoned in the early 1990s as growth marched far beyond downtown. Civic leaders enlisted the aid of visionary urban planner Andrés Duany to revitalize the promenade, which now bills itself as “one of the nation’s most exclusive addresses.”

Today, the nearby Naples Design District is doing the same thing: reinventing and branding itself as a lively pedestrian destination. It is not aiming to be the poshest address, however, says Elizabeth Kurtz Isbell, president of the nonpro t organization formed by businesses/members to guide its evolution.

e vibe in this 26-block, pie-shaped area— where the Atlantic Coast Line (ACL) railroad rumbled through on its way to the downtown passenger station—is decidedly artistic and creative with an urban, industrial bent.

e main priorities for the district are: maintaining its historical charm by avoiding box stores, national brands, and banks; creating a supportive environment for local businesses; adding more parking; improving drainage; and supporting policies and incentives to encourage property owner investments.

Member fees to join the Naples Design District have been spent on marketing and promotional materials, such as street banners, and grassroots events, like its annual holiday stroll. Murals are being promoted district-wide. Change is already evident in the Community Redevelopment Agency (CRA) neighborhood bordered by Fifth Avenue South to Seventh Avenue North and the east side of U.S. 41 to Goodlette-Frank Road.

A Diverse and Growing Community ird Street South is marketed through a merchant association while Fifth Avenue South is an established business improvement district. While Kurtz Isbell admires how both are magnets for visitors and seasonal residents, “we want to pride ourselves on being where the locals want to come,” she says.

Following public charrettes in 2021, the CRA approved a master plan to guide its

future and—like Fifth Avenue South decades ago—the renowned, Miami-based DPZ CoDesign (cofounded by Duany in 1980) is consulting on this vision.

To align with the district’s history, Chad Jensen, creative director and managing partner of Method & Concept located in e Collective, worked with the Naples Botanical Garden on a project called “ACL Row” that added landscaping, hardscape, benches, and public sculptures to a de ned area. Jensen also is one of the founding members of the Naples Design District.

In addition to signage, uniform lighting was installed. “Before, it was a mix of lampposts,” Kurtz Isbell says. Uniform lighting “de nes that you are in the Naples Design District.”

Kurtz Isbell is president of business development for Kurtz Homes Naples, which is also located in e Collective on 10th Street South. e three-story building was developed as a “design hub and lifestyle destination” by her family’s development company. e Collective also is home to luxury furnishing stores, design rms, and e Studio, an assortment of 20 mini home design showrooms. Warren American Whiskey Kitchen will be the newest addition.

e neighborhood encompasses a kaleidoscope of 100-plus property owners and

Elizabeth Kurtz Isbell

hundreds of businesses that include art galleries, consignment shops, restaurants, and industrial businesses, such as upholstery and auto collision shops. It also includes the upscale Bellasera Hotel, Naples Square, and Eleven Eleven Central.

It also encompasses the low-income River Park neighborhood and George Washington Carver apartments, a Section 8 housing complex. The apartment complex is included in revitalization plans with landscaping and other potential improvements. “You have to think about the community as a whole,” notes Kurtz Isbell.

There’s no doubt the Naples Design District will continue to grow and thrive as a cultural hub. The opening of Gulfshore Playhouse’s new campus, a public parking garage, and AC Marriott are highly anticipated. The development of a three-story, 18-room boutique hotel on Ninth Street North was recently approved. Victoria Square is being revitalized with a bevy of indoor and outdoor venues including two lounges/speakeasies—District and Staff Only—as well as The Mini Bar and The Kitchen.

After years of planning, redevelopment work is getting underway in the Naples Design District, beginning with redesigned drainage, parking, and landscaping on First Avenue South. The artsy district will thrive as a cultural destination as the Gulfshore Playhouse campus, public garage, AC Marriott, and other amenities open around First Avenue South and Goodlette-Frank Road. Right: Map of district boundaries.

What’s Next

The Design Walk is a seven-block area north of First Avenue South to Fifth Avenue North between U.S. 41 and 10th Street South. Each block will be analyzed for redevelopment opportunities, Kurtz Isbell explains.

First Avenue South—where the theater campus, garage, and other amenities are rising— has been selected as a pilot project. Drainage, parking, and landscaping will be redesigned, and the first wall murals will begin to bloom.

In the Design Walk, blighted, underutilized alleyways will be turned into intimate spaces for outdoor dining and events. As an example, Kurtz Isbell points to Lake Park Diner and Grappino, which “turn away” from U.S. 41 to create “backyard” seating. Ideas for the alleys include incorporating art, space for a temporary stage or movie screen, and a food truck park. Another goal is establishing a shuttle or micro-transit.

Kurtz Isbell hopes First Avenue South will be revealed by the end of the year “to showcase what the future of what these streets can look like.” Ultimately, she envisions a happening scene like Miami’s vibrant Wynwood arts district—on a much smaller scale. “I’m very excited,” she says.

MICHAEL CARONCHI

POWERED BY AI

What can ChatGPT do for REALTORS ® ?

BY TINA FALZARANO BAJRAKTAREVIC AND ERIN MICHELLE MILLER, ESQ.

ChatGPT is a powerful arti cial intelligence (AI) chatbot that can generate natural language text from any given prompt. It can also answer follow-up questions, admit its mistakes, challenge incorrect premises, and reject inappropriate requests. ChatGPT is one of the most advanced chatbots in the world, and it is available for anyone to try at chat.openai.com.

ere are many ways you can use ChatGPT as a REALTOR® to save time, improve your communication, and boost your creativity. Here are some examples of how you can use ChatGPT for your real estate business:

• Brainstorming content ideas: You can use ChatGPT to devise topics and titles for your blog posts, social media posts, newsletters, and other marketing materials. For example, you can ask ChatGPT to “write me 10 blog post ideas about the bene ts of living in Naples, Florida.”

• Creating blog post outlines: You can use ChatGPT to generate an outline for your blog posts, with headings, subheadings, and bullet points. For example, you can ask ChatGPT to “write me an outline for a blog post about how to stage your home for sale.”

• Drafting social media captions: You can use ChatGPT to write catchy and engaging captions for your social media posts, with

hashtags, emojis, and calls to action. For example, you can ask ChatGPT to “write me a caption for this photo of a beautiful waterfront property I just listed.”

• Translating content to other languages: You can use ChatGPT to translate your content to other languages, such as Spanish, French, or Chinese. For example, you can ask ChatGPT to “translate this email to Spanish: Hi Maria, thank you for your interest in this property. I would love to show it to you this weekend. Please let me know what time works best for you.”

• Keeping emails professional: You can use ChatGPT to check your emails for grammar, spelling, punctuation, and tone. For example, you can ask ChatGPT to “review this email and make it more professional: hey john i got ur o er but its too low sorry not interested.”

• Enhancing listing descriptions: You can use ChatGPT to write or improve your listing descriptions, with vivid details, keywords, and emotional appeals. For example, you can ask ChatGPT to “write me a listing description for this property: 3 bed 2 bath ranch style home with pool and garage in a quiet neighborhood.”

• Drafting newsletter content: You can use ChatGPT to write or edit your newsletter content, with relevant information, tips, news, and stories. For example, you can ask

ChatGPT to “write me a paragraph for my newsletter about the latest market trends in Naples.”

• Writing video scripts: You can use ChatGPT to write or re ne your video scripts, with clear instructions, transitions, and hooks. For example, you can ask ChatGPT to “write me a script for a video tour of this property: 4 bed 3 bath colonial style home with hardwood oors and replace in a gated community.”

ese are just some of the ways you can use ChatGPT as a REALTOR®. You can also use it for other tasks that require natural language generation or understanding. e possibilities are endless!

Along with the bene ts, it is crucial to understand the legal risks associated with AI implementation in the real estate industry. One of the primary legal concerns revolves around the Fair Housing Act, which prohibits discrimination based on race, color, national origin, religion, sex, familial status, and disability in housing transactions. Any marketing materials that steer potential buyers toward or away from certain neighborhoods or properties based on these protected characteristics would be a violation of these laws. AI algorithms, including ChatGPT, have the potential to inadvertently perpetuate biases and discrimination, leading to unequal

treatment of clients.

Let’s say a tech-savvy Florida real estate agent utilizes AI to create marketing materials for a luxury condominium project and employs ChatGPT to generate captivating property descriptions and targeted advertisements.

In this scenario, the AI algorithm may have been trained on historical data that disproportionately favored one particular demographic group over others. As a result, the generated property descriptions and advertisements might inadvertently exclude or discourage certain protected classes,

violating fair housing laws.

Real estate agents must be cautious when utilizing AI in marketing materials to avoid violations of fair housing laws. By understanding the potential risks and implementing proper oversight, agents can ensure that AI-generated content remains inclusive, fair, and in full compliance with both Florida and Federal Fair Housing Laws.

NOTE: This article was created with the assistance of AI software and edited for length and clarity. The following prompts were used to generate the content in ChatGPT: 1) How can a REALTOR® use ChatGPT to help them with their daily tasks? and 2) Provide an example of how a real estate agent’s use of AI in marketing materials could violate Florida and Federal Fair Housing Laws.

Real estate agents must be cautious when utilizing AI in marketing materials to avoid violations of fair housing laws.

The more you sell the more you earn!

Southwest Florida

Real Estate Agent Reward Program* 2024 Program begins October 1, 2023! It starts at 3% and only grows from there.

Once you’ve sold five or more homes within the D.R. Horton fiscal year (October 1 through September 30), you will become a VIP Agent for the current and next fiscal year. VIP Status earns you 4% commission on all sales!

*To qualify for the 2024 Southwest Florida Real Estate Agent Rewards Program and the VIP Real Estate Agent program, all contracts must be written and ratified from 10/01/2023 through 9/30/2024 and close no later than 12/31/2024. Bonuses only apply to homes sold at Southwest Florida Division D.R. Horton, Express Homes, Freedom Homes, and Emerald Homes communities for contracts written 10/01/23 through 9/30/24. Rewards card must be presented at time of contract to receive bonus. Annual VIP status expires every September 30 th if that year’s sales goal is not met. **3% commission is only available for homes at Southwest Florida D.R. Horton, Express Homes, Emerald Homes and Freedom Homes communities on contracts that are written and ratified from 10/01/2023 through 09/30/2024 and close no later than 12/31/2024. Commissions and bonuses are earned and paid at closing. Offer subject to change at any time without notice. Offer cannot be combined with any other offer. Total commission and bonuses paid is subject to limitations, if any, on total broker commission imposed by homebuyer’s lender. Photos are representational only. Offer subject to change without notice. CBC1258802

Abualhaija, Salah

Acosta, Yarisel

Addabbo, Susan Marie

Ahmad, Ahmad D.

Allton, Zachary Patrick

Alonzo, Amaiber Del Carmen

Alusma, Joe Smitz

Alvarado, Silvie

Alvarez, Adriana D.

Alvarez-Fernandez, Yeniset

Amir, Lily

Andrade, Keith Joseph

Angione, Lisa Ann

Arias, Diana Marcela

Atwood, Melissa

Austin, Caitlyn

Aversano, Michael Dennis

Barrett, Rachelle

Belalcazar, Genesis

Bell, Sharon Hargis

Beltran, Madeline

Beltre, Larissa Jordana

Beranek, Roberta

Betancourt, Glenn

Betancourt, Maylen Maria

Blessing, Matthew Robert

Bourgois, Katherine

Bourque, James

Bowlsbey, Zachary Lewis

Bowman, Christina

Brabyn, Molly

Brands, Trent

Welcome New NABOR® Members! (Q2

— April through June 2023)

Brino Rey, Paulo Renato

Brodnex, Sonya Denise

Buchanan, John Paul

Burke, Cheryl Ann

Cabezas Marchese, Odalys Erica

Calle Lozano, Jaime Andres

Cambria, Alexa Zoe

CancioBello, George

Cardentey, Yanisleimi

Carl, Patricia

Carmignani, Robert David

Carter, Michael Joseph

Casella, Michael Vincent

Cavey, Jud

Chase, Andrew B.

Chkuaseli, Khatuna Zaza

Clark, Helaena

Colburn, Rebecca Winter

Contreras, Victor

Cook, Camrin Krissy

Cooney, Kelley Nicole

Cornejo, Johanna Carolina

Correa, Alejandro

Costello, Michael Angelo

Covelli, Christopher

Cowan, Jeffrey Lynn

Craig, Matthew

Cronacher III, Roy William

Curtis, Robert

Da Silva, Samuel James

Daggett, Melissa

Daley Govan, Nadia Patrice

Dambrosio, Michael Mario

Davies, Nicole

Davis, William R.

De Araujo Pessoa, Leandro Rafael

De La Torre, Jose Ramon

DeAngelis, Davide

Decker, Laura S.

Delgado, Sasha Mercedes

Denmark, Sara

Denton, Barry D.

Denton, Julie Carmen

DePuye, Rosa

Diaz, Javier

Dickey, Donna

Di’Lemme, Christie

Domanick, Matthew Russell

Donenfeld, Clifford R.

Donoso, Carla Ines

Doty, John David

Dunkle, Brittany

Easley, Renee

Echazabal Santana, Yusleidys

Encarnacion, Ed D.

Etienne, Jessie

Evey III, Thomas John

Fagan, Jackson

Fakiris, Janine

Falisi, Peter Lawrence

Faris, Mark

Fields, Barbara Rae

Fishman, Andrea

Fornaro, Michael

Fortunat, Garry Youventz

Fraichot, Laurence

Freyre, Alina Maria

Fuhrman, Matthew M.

Gaeta, Patricia

Garcia, Peter Anthony

Garliauskaite, Lina

George, Monica Nunez

Goberman, Erica Drew

Gonzalez Linares, Cristina

Gonzalez, Lester

Gonzalez, Naly Angie

Gorham, Jason

Graney, Michael

Grasso, Michelle

Gray, Gabrielle Sophie

Grisalez, Catalina

Gross, Jeffrey

Grozeva, Zlatina

Gulino, Joseph

Hackett, Kenneth G.

Hahn, Stacia

Hall, Ethan Jeffrey

Hansen, Paige Alexandria

Hasty, Michael Brian

Heriveaux, Ulrick

Hernandez, Tamara

Hilton, Anthony James Keith

Horner, James Christian

Hyman, Garett

Ingles, Krista

Jacobik, Michelle

Jaczo, Kathleen

Janes II, Thomas Michael

Johnson, Donald M.

Joseph, Manoucheka

Kamell, Viphakone

Kasevych, Diana

Keller, Brian D.

Kemen, Keith

Kidd, Sylvia Bocwinski

Kinley, Victoria M.

Kinsley, Douglas A.

Kohan, Lisa Ann

Kragh, Kelli Jayne

Kriegbaum, Jonathon Alexander

Krupp, Joan Graham

Landon, Robert

Leahy, Sharon

Leburn, Ian Ronald

Lee, Scott

Lenz, Jennifer Victoria

Leonardi, Mary

Lequerique, Heidi

Lewis, Nanci

Lizell, Jane

Long, Roksolana

Loots, Marius

Lourenco, Patricia

Luciano Castillo, Francisca

Lucier, Benjamin Edward

Ludwig, Kelly Renee

Lutz, Christine Helen

Lysien, Matthew Dean

Mackintosh, Andrew

Manwaring, Laura

Maranz, Maya

Masiello, Lisa Ann

McCray, Tracey

Medina, Belkis Marisol

Meikle, Marissa Kay

Mendes, Alex Rae

Messner, Cole Thomas

Micic, Zoran

Mikula, Mia

Minda, Aimee Joyce

Mitchell Jr, William Russell

Mokhtari, Amina

Monastiero, Ashley

Monroe, Karen

Murabito, Patricia Carmella

Musumano, Isabel

Nanke, Noah Vitaly

Nedelkoski, Jessica

Nelson, Kirsten Karl

Newell, John

Ninchritz, Lisa Marie

Obiozor, Kathleen Marie

Ol, Vilgelm

Olsen, Michael Andreas

Oruzbaeva, Aisulu

Panek, Wojciech

Parsloe, Victoria

Paull, Jacob

Perdomo, Fiorella

Petrosini, Stephanie A.

Phanthanivong, Adam

Phillips Cox, Sheryl

Phillips, William John

Pierre, Dukens

Pimenta, Hercules Ricardo

Pinto, Georgia

Ponte, Robert

Pontecorvo, Donna M.

Popwell, Alison Sunshine

Porta, David

Quinn, Brian

Ramirez, Reiniere

Rapisardi, Nicholas V.

Rea, Monica

Rego, Virginia

Reilly, Amy Carol

Reilly, Kathleen

Reis, Lisa Ann

Rey, David Eliseo

Ritchey, Janice

Robichaud, Maurice

Rodrigues, Beatriz Do Prado

Rodriguez Romero, Mirlenis

Roma, Joseph Scott

Ruszczyk, David

Rychtanek, Michael Aristides

Sadowski, Aneta

Salkowski, John R.

Sanchez, Yaidiel

Saputo, Vincent Philip

Schafer, Sarah

Schneider, Svetlana K.

Schreiner, Daniel

Schultz, Michael Marc

Scravatte, Aurore Marie

Segal, Michael

Setterquist, Holly Jeanette

Shoemaker, Eric

Shulkina, Anna

Siminovich, Beatriz

Sintic, Joan

Smoot, Gary Wayne

Smuk, Amanda Lauren

Speer, Brendan Michael

St. Louis, Jimmy

Stagg, Paul

Starr Woodruff, Saundra Lynn

Stephens, Jacob

Streit, Mary

Suchy, Marie

Tan, Leo Art Cruz

Tavery, Thomas Gerard

Thermidor, Dieunise

Tokoph, Lynn Marie

Tony, Clarens

Torres, Katiana

Trapp, Samuel E.

Troise, Virginia

Tutuianu, Cristina Oana

Ulle, Chelsea

Valencia Astaiza, Flor Delicia

Vallozzi, Christina Marie

Van Den Hurk, Katalin

Velez, Luis Miguel

Vizzone, LuAnn

Walla III, George Benedict

Walsh, Brian Robert

Walsh, Carla

Ward, Matthew

Wascher, Pamela Faith

Wasp, Christopher Patrick

Watson, Matthew

Weathersbee, Alexis Ada

Webster Anderson, Whitney Alice

Wetherby, Kathryn

Whitaker, Dara Ilene

Wieczorek, Savannah

Winter, Scott

Ye, Ling Ling

Commercial Committee

This committee is responsible for providing Commercial Brokers and Associates with programs, networking, and events focused on the commercial real estate business with the goal of increasing their involvement in NABOR®.

Christopher O'Brien, PJ Smith, President Elect and Board Liaison; Patty McClimans; Edgaras Lauce; Stuart Tackett, Vice-Chair; Cindy Cornman, Staff Liaison

Not pictured: Cristin Madden, Chair; Vessi Guglielmo; Austin Howell; Barbara; Monahan; Bev Larson; Bill Poteet, President 2012; Darren Schoof; Janet Davis

Events for Networking Committee

This committee is responsible for coordinating and hosting NABOR®’s Member Business Meetings, Member Appreciation Nights, Committee Showcase, and Golf Tournament. They also assist with Annual Night of Honors, Economic Summit, REALTOR® Expo, and other events, on a need-be basis. Their main goal is to provide members with unique networking opportunities to help grow their business and to encourage their involvement in NABOR®.

Back row: Brett Mance; Ron Repice; Buddy Koolhof; Ben Boorom, Chair; Terrilyn VanGorder, Director Liaison; Lesley Colantonio; Nancy Golya; Shannon Livingston

Front row: Viridiana Martinez; Shari de Ron, Vice-Chair; Monica Brown; Thamara Pamankada; Melissa Bognaski, Staff Liaison

Not pictured: Jessica Cameron, Todd Hughes, Samantha Schwartz, Kimberly Vargas

Legal Resources Committee

Members study legal issues affecting local real estate transactions and brokerage practice; provide input and recommendations relative to those legal issues to the appropriate committees and Board of Directors; provide drafts for the review and approval by the Board of Directors and legal counsel such documents, forms and contracts as may facilitate local real estate transactions and brokerage practice; and offer educational programs to NABOR® members on NABOR®’s forms, and other forms as deemed appropriate, and on the legal aspects of real estate transactions and brokerage practice.

Nick Bobzien, Committee Vice-Chair, President 2023; Christina FalzaranoBajraktarevic; Sam Saad, Chair; Pat Pitocchi; Jim Morey; Adam Vellano; Jerri Cobb; Carrie Lademan; Bill Morris; Michael Boland; Kevin Lottes; Henry Albarracin; Joseph Garafolo; Amy Reinholdt; Jeff Jones, President 2019; Jim Pilon, President 2003; Christopher O’Brien

Not pictured: Adam Bleggi; Shaun Garry, Director; Matt Goodwin; Erin Miller; Christian Ross; Birgit Wolf

MLS Committee

This committee is responsible for recommending policy and procedures to the Board of Directors for the effective operation of the Multiple Listing Service, including coordinating revision of the MLS Rules to be in compliance with the MLS policy of the National Association of REALTORS®. They provide ongoing evaluation of SunshineMLS® and coordination with the SunshineMLS®, LLC System Operations and Design Committee to recommend changes for maximum effectiveness. They evaluate MLS-related services that members can use and recommend to the board of directors.

Back row: Chad Osborne; BC Cloutier, MLS Committee, Chair; David Puskaric; Director; Brian Giacomello; Cheyenne Chase, Staff Liaison

Front row: Roy Head; Terrilyn VanGorder, Vice President; Allisson Gonzalez, Staff Liaison; Cindy Cornman, Staff Liaison

Not pictured: Adam Vellano, MLS Committee, Vice Chair; Corey McCloskey, President 2021; Jeff Jones, President 2019; Marcie Roggow, Director; Darlene Casey; Joni Albert; Jorge I. Velasquez; Michael Downer; Ralph Iorio; Rick Baranski; Shaun Garry, Director

Festival of Countries

June 13 * NABOR®

This annual event is organized and hosted by Global Business Committee members.

WADE MASTRO

1. Anina Mokhtari 2. Nicole Porto 3. Kelley Flinn, Olga Vindell 4. Jeff Zeller 5. Paula Angelopoulos Urbinati, Director

RPAC Dueling Pianos

2023 Legislative Recap

June 22 * Kensington Golf & Country Club

1. Kristin Balfour, Lexi Baca, Tim Guerrette, Sara Brand, Daisy Nicolas 2. Debbie Zalewski, Jacquie Walter 3. Antonio Barroso

4. Jill Coar, Randy Gore

June 26 * NABOR®

1. Paula Angelopoulos Urbinati, Director; State Senate President Kathleen Passidomo; Mary Waller, Director; Amy Atherholt

2. Jennifer Edwards, retired Collier County Supervisor of Elections; Nick Bobzien, President

3. State Senate President Kathleen Passidomo, State Representative Lauren Melo, State Representative Adam Botana, State Representative Bob Rommel

Commercial Connection

June 22 * NABOR®

Wake Up YPN

1. “The Future of Commercial Development in Collier County” panel was moderated by Danielle Hudson, Vice President of Government Affairs, and Stuart Tackett, Commercial Committee Vice-Chair.

2. Panelists: Collier County Commissioner Rick LoCastro, District 1; Cee Cee Marinelli, Vice President of Commercial Leasing, Barron Collier Companies; James French, Department Head of Growth Management, Collier County Community Development

MELISSA BOGNASKI

June 28 * Golisano Children's Museum of Naples (CMON)

1. Alexandra Diaz; Dmitriy Khamitov; Ryan Gaumer; Vicki Allen; Laura Richardson Bright, Chief Advancement Officer, CMON; Shari de Ron; Allisa Pipes, Chair; Nicole Porro 2. Victoria Kinley, Jessica Cameron

Waterways Cleanup

July 6 * Cocohatchee River Park

1. Augusto Oros Cardona; Corey McCloskey, President 2021; Nick Bobzien, President; Andrew Occhipinti; Tim Loos 2. Gretchen Shelton, Community Involvement Committee; Nancy Bjork, Community Involvement Committee, Chair 3. Tim Loos, Antonio Barroso, Sara Brand, Nicky Stojanovic

From 30,000 Feet to Boots on the Ground: Hot Topics Agents Need to Know

July 11 * NABOR®

Brett C. Brown, Global Business Committee, Chair, and President 2009; Speaker Russell Riggs, National Association of REALTORS® Environmental Policy and Industrial Relations, Director; Speaker Christina Davidow, attorney

District 5 Bowling Tournament

July 15 * HeadPinz

1. Winning team: Kabreea York; Chris Grosser; Jeff Jones, President 2019; Bob Laity; Debbie Jones; Hunter Habib, Florida Realtors® District 5, Vice President 2. Deborah Linville, Administrative Assistant, Executive Committee; Nick Bobzien, President

MARTY MANION

WADE MASTRO

Florida Magazine Association Charlie Awards Gala

July 21 * The Westin Sarasota

Each year, the Florida Magazine Association recognizes the top Sunshine State publications for excellence in writing, design, photography, and more. We are proud to announce that Naples REALTOR® magazine took home the following awards, including two top Charlie Awards, in the Association/Nonprofit category:

Charlie Award for Best Overall Magazine

Charlie Award for Best Single Image: Department

Bronze Award for Best Cover Design

Bronze Award for Best Redesign

Congratulations to the NABOR® Magazine Committee and all the members who contributed to the magazine. NABOR® is proud of our award-winning publication!

Marcia Albert, NABOR® Director of Marketing; Mary Waller, NABOR® Magazine Committee, Chair, and NABOR® Director

Back-to-School Supplies Drive

July 24 * NABOR®

Allisson Gonzalez; Nancy Bjork, Chair, Community Involvement Committee;

Save the Dates

THURSDAY, OCT. 5

Committee Showcase

FRIDAY, OCT. 13

Oktoberfest Sunset Cruise

WEDNESDAY, OCT. 19 Golf Tournament

THURSDAY, OCT. 26

2023 Commercial Symposium

FRIDAY, OCT. 27

Trunk or Treat

SATURDAY, NOV. 4

Tailgate Party

THURSDAY, NOV. 9

Bingo Night

FRIDAY, NOV. 10

A Night Honoring State Senator Passidomo

THURSDAY, NOV. 16

SWFL Commercial Alliance/NABOR® Holiday Party

FRIDAY, DEC. 1

Installation Banquet

TBD Commercial Holiday Party

WADE MASTRO

GREAT WOLF LODGE SOUTH FLORIDA

What to know about this $250 million destination

Drivers-by are getting a better idea about what’s in store at the Great Wolf Lodge South Florida, which celebrated the completion of the resort’s vertical construction in early August. e anticipation will continue to build until it opens to overnight visitors on October 1, 2024 (earlier if certain construction milestones are met). Here’s what we know about what is sure to become a statewide destination.

• 500 family-friendly suites with separate sleeping quarters for kids designed as either a log cabin or wolf den and out tted with bunk beds and suites with multiple bedrooms for large families or multi-generational groups

• 90,000-square-foot indoor, heated water park featuring a variety of body slides, tube slides, raft rides, activity pools, and splash areas

• 60,000-square-foot Great Wolf Adventure Park o ering a variety of family-friendly attractions, including MagiQuest—an exclusive live-action adventure game where players use interactive magic wands to battle goblins and dragons

• Casual and full-service dining options

• Located on 20 acres on the eastern edge of Collier County, near the I-75 and Collier Boulevard interchange, next to the Paradise Coast Sports Complex

• Family events and activities including Yoga Tails, a morning exercise program, and evening events such as the resort’s signature Hustle & Howl dance party and Story Time

• Cost of the resort: more than $250 million

• Received a $15 million incentive to build here by the Collier County Board of Commissioners

• Expected to hire more than 600 full- and part-time “Pack Members” before opening

• Nearly 8,000 square feet of exible conference space with breakout rooms

• Twenty resorts in the chain, with newest under construction in Mashantucket, Connecticut; Webster, Texas; and Naples, Florida

(Learn more:greatwolf.com)

From top: Renderings of the planned lobby, exterior, and guest rooms at the lodge in Naples. Courtesy of Great Wolf Resorts