FLORIDA 11-13-23

FLORIDA EDITION

5 Ways to

TRANSFORM RENTERS INTO OWNERS How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

BY THE NUMBERS:

Understanding the True Value of Square Footage

Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

FEATURED AGENT

MELISSA DIBIASI

COVER STORY

RONDA JOHNSON

FLORIDA EDITION

MELISSA DIBIASI Melissa DiBiasi didn’t realize that working in the mortgage 9 business would position her perfectly to become a realtor one day. She was happy just working in the industry that she loved.

Then came the Great Recession of 2007, with the subprime mortgage crisis, collapse of major financial institutions, and a wave of foreclosures. “I wanted to stay in the business, but it just wasn’t possible,” she recalled. When a realtor friend suggested that she get her real estate license,RONDA MelissaJOHNSON decided to go for it.

side. When they need them, s to connect clients to her exten work of industry professional title company representatives inspectors. She has deep expe all the ins and outs of the mort cess as well as all of the type that are available to secure finan understands how to accurately clients’ financial situations so help them find properties wi budget. And her expert negotia MELISSA DIBIASI give her an edge in securing favorable outco it comes to determining purchase price, cost Now she services residential buyers and investors as an and other details of every involved in a transa agent in the Fort Myer and Cape Coral, Florida area, working primarily with repeat and referral customers.

Having lived and worked in Southwest Florid CONTENTS Because of her past background, she’s been able to of her life, Melissa has a true passion for the close short sales, rehabs, flips, and distressed properties is looking forward to continuing to grow roo for many buyers and sellers without all of the stress norher children get older. She’s currently in th 4) HOW TOassociated ANSWER 15)owner

BY THE NUMBERS: mally with THE those purchases. As part of getting her broker’s license, which will gi in Real Sold, a real estate and vacation rentalUNDERSTANDING company, another credential the industry. “I have al INEVITABLE QUESTION: WHY THEinTRUE she’s also able to manage the rental side of things after plans!

I have a commercial building that I’m SHOULD I CHOOSE YOU? VALUE OF SQUARE FOOTAGE she helps a client find the right investment property. It’s use to open up another business that I want a win-win turnkey service that benefits both her clients and build. And I want to continue to grow the 6) 5 WAYS TO TRANSFORM 21) TOP AGENT TIPS AND and her firm. management side of the business.”

RENTERS INTO OWNERS

19

QUESTIONS FOR CHOOSING

In addition to understanding the financial side of the YOUR business, Melissa also stays in touch with current andLISTING AGENT emerging market trends, which allows her to provide invaluable advice to her clients interested in maximizing the return on their investment properties. “I like being able to apply what I learned in the mortgage Phone 310-734-1440 Fax 310-734-1440 business to help |an investor turn their property into a seasonal or annual rental. We’ll| figure out the numbers mag@topagentmagazine.com www.topagentmagazine.com and what makes the most sense for them. Even though No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top there are standard numbers that most investors follow, Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy many of them have their own calculations and formulas of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by they use…They’re all unique, and Itodomag@topagentmagazine.com. the numbers its authors. Tothat subscribe or change address, send inquiry Melissa can be reached at 239-849-807 with each of them individually on their property.”

Published in the U.S.

2

She’s also able to draw upon several other important skills she developed while working on the mortgage

or 239-362-2399 (office) or via ema mdibiasi@real-sold.com or visit real-so http://

Top Agent Magazine Copyright Top Agent

Laughs!

Top Agent Magazine

3

How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 4

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

Top Agent Magazine®®

Top Agent Magazine

same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

Top Agent Magazine®

5

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 6

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

Top Agent Magazine ®

Top Agent Magazine

1

Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

3

Collaborate with mortgage professionals to find the right financing opportunities

2

Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

Top Agent Magazine ®

7

pay monthly in a mortgage—while building a lasting asset.

5 4

Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

8

Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

Top Agent Magazine ®

Top Agent Magazine

RONDA JOHNSON Top Agent Magazine

9

Top Agent, Ronda Johnson, is owner/broker of RonJohn Properties located in Central Florida. Ronda has laid a foundation in the Greater Orlando area and is focused on expanding her business within the state of Florida.

In the heart of Central Florida, where the warmth of the sun is as warm as its friendly communities, Ronda Johnson has been a standout in the real estate industry for nearly a decade. Her story begins with a background in healthcare administration, where she spent years caring for people in a different capacity. However, her love for homes and a belief in the transformative power of home ownership has never waned. “I’ve always had this affinity for homes,” she reflects, “and I truly believe in the impact of home ownership.

It’s about owning a piece of the land. Our founding fathers believed in the right to own property. It highlights why I do what I do, because home ownership is a great equalizer.

I believe people who own homes have the opportunity to build stronger families. They care more about the community, because now they’re invested in the community.”

As she celebrates her 10th anniversary in the industry, Ronda is not looking back. In fact, 10 Copyright Top Agent Magazine

Top Agent Magazine

she’s moving forward with her own brokerage, RonJohn Properties. While currently a solo operator, she envisions expanding her presence across different parts of Florida, transforming her boutique brokerage into a thriving real estate hub. Her dedication to her clients is palpable, with an impressive 90 percent of her business coming from repeat

Top Agent Magazine

and referral clients. She sees herself as a connector, a resource and a trusted partner in her clients’ real estate journeys. “I have established very good relationships with the people I serve,” she explains. What’s more, she adds, “I also cultivate relationships with colleagues within the industry, which benefits my clients. Agents, lenders and other

11 Copyright Top Agent Magazine

As Ronda looks to the future, she’s excited about the possibilities for RonJohn Properties. Her vision includes educating the community about the benefits of home ownership and raising the bar for the real estate profession. real estate professionals know I am a person of honesty and integrity, which makes them more willing to work with me.”

In terms of sales volume, Ronda’s success speaks for itself. However, she also emphasizes the importance of work-life balance and quality of life, a principle she intends to maintain as she grows her brokerage and expands Copyright Top Agent Magazine 12

her reach. Beyond her real estate endeavors, Ronda is deeply committed to her community. She volunteers with organizations like Habitat for Humanity, the Community Food Bank, and even serves on committees focused on healthcare and community development.

Her goal is to make a positive impact on her community, both inside and outside of her real estate business.

Top Agent Magazine

As Ronda looks to the future, she’s excited about the possibilities for RonJohn Properties. Her vision includes educating the community about the benefits of home ownership and raising the bar for the real estate profession. “I recently wrote my first article, so I plan to blog a little bit in the future,” she shares. “I look at real estate as the ultimate service profession. I come from a healthcare background, which is also a service profession, but real estate to me is foundational.”

She aims to leverage her brokerage and

Top Agent Magazine

educational license to improve the perception of real estate professionals and continue to take care of people in the best way she knows how.

When she’s not hard at work, you can find Ronda enjoying the beauty of Florida, whether it’s spending time at the beach or cherishing moments with her grandchildren in the Largo area. “I’m a grandma now,” she adds, “So that’s my life when I’m not working — family and just enjoying beautiful Florida.”

Copyright Top Agent Magazine 13

For more about Ronda Johnson, call 407-702-7675, email ronda1@cfl.rr.com or visit ronjohnproperties.com www.

Copyright Top Agent Magazine 14

Top Agent Magazine

By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

Top Agent Magazine ®

15

1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

16

original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n Called “below grade spaces,” basements

and sunrooms beyond a home’s typical

Top Agent Magazine ®

Top Agent Magazine

living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n Did you know the space inside closets

and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

n When recording square footage, ANSI

actually suggests performing measurements from a property’s exterior—though this method does not account for the

Top Agent Magazine

thickness of exterior walls, which could skew square footage numbers. n Just like below grade spaces, a garage, a

pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

Top Agent Magazine ®

17

when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take.

room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage.

n First, you’ll need a few things to get started,

n As you go measure throughout the home,

including a tape measure that can measure at least 100 ft., graph paper, and a pencil.

n Next, choose a room to start measuring

wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.

n From there, draw out the wall you measured

and measure the remaining walls in the

18

using your own system to scale, you will construct a failsafe floorplan.

Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.

Top Agent Magazine ®

Top Agent Magazine

MELISSA DIBIASI Melissa DiBiasi didn’t realize that working in the mortgage business would position her perfectly to become a realtor one day. She was happy just working in the industry that she loved.

Then came the Great Recession of 2007, with the subprime mortgage crisis, collapse of major financial institutions, and a wave of foreclosures. “I wanted to stay in the business, but it just wasn’t possible,” she recalled. When a realtor friend suggested that she get her real estate license, Melissa decided to go for it.

Now she services residential buyers and investors as an agent in the Fort Myer and Cape Coral, Florida area, working primarily with repeat and referral customers.

Because of her past background, she’s been able to close short sales, rehabs, flips, and distressed properties for many buyers and sellers without all of the stress normally associated with those purchases. As part owner in Real Sold, a real estate and vacation rental company, she’s also able to manage the rental side of things after she helps a client find the right investment property. It’s a win-win turnkey service that benefits both her clients and her firm.

In addition to understanding the financial side of the business, Melissa also stays in touch with current and emerging market trends, which allows her to provide invaluable advice to her clients interested in maximizing the return on their investment properties. “I like being able to apply what I learned in the mortgage business to help an investor turn their property into a seasonal or annual rental. We’ll figure out the numbers and what makes the most sense for them. Even though there are standard numbers that most investors follow, many of them have their own calculations and formulas that they use…They’re all unique, and I do the numbers with each of them individually on their property.”

She’s also able to draw upon several other important skills she developed while working on the mortgage Top Agent Magazine

side. When they need them, she’s able to connect clients to her extensive network of industry professionals such as title company representatives and home inspectors. She has deep experience in all the ins and outs of the mortgage process as well as all of the types of loans that are available to secure financing. She understands how to accurately assess her clients’ financial situations so she can help them find properties within their budget. And her expert negotiation skills give her an edge in securing favorable outcomes when it comes to determining purchase price, cost of repairs, and other details of every involved in a transaction.

Having lived and worked in Southwest Florida for most of her life, Melissa has a true passion for the area and is looking forward to continuing to grow roots there as her children get older. She’s currently in the process of getting her broker’s license, which will give her yet another credential in the industry. “I have all kinds of plans! I have a commercial building that I’m going to use to open up another business that I want to expand and build. And I want to continue to grow the property management side of the business.”

Melissa can be reached at 239-849-8073 (cell) or 239-362-2399 (office) or via email at mdibiasi@real-sold.com or visit real-sold.com http://

19 Copyright Top Agent Magazine

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

20

Top Agent Magazine

Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: Top Agent Magazine

21

Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to How will you market the property? Each agents’ opinions. Top Agent has a unique set of online or local

marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

22

Top Agent Magazine

What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

Top Agent Magazine

23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine