FLORIDA 11-6-23 by Top Agent Magazine

FLORIDA EDITION

How To Build A Team That Will Win Big No Matter Its Size

6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR

EMOTIONAL FLUENCY : HOW TO COMMUNICATE

FEATURED AGENT

WITH CLIENTS WHEN TENSIONS ARE HIGH

JENN COOK-CIOTTI

COVER STORY

JANE McCROARY

FLORIDA EDITION

JENN COOK-CIOTT 7

JANE McCROARY

JENN COOK-CIOTTI

4) 6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR

When Jenn Cook-Ciotti and her dynamic team So, we pack at Bahia International Realty talk about integ- a single sou rity, they don’t just pay lip service to the concept. the same we Instead, they take it up a notch by having poten- her husband tial agents take a personality and ethics test. This ex-husband CONTENTS exam isn’t just about ticking off the right boxes; it’s co-owners o about ensuring that new recruits not only uphold all around,” high moral standards 21) but alsoHOW bring personalities TO BUILD 13) EMOTIONAL that seamlessly blend with the company’s culture. As for her b A TEAM THAT FLUENCY: HOW TO “We believe in honesty and transparency,” states agents sprea WILL WIN BIG NO COMMUNICATE Jenn emphatically, “and we have very high ethics Jenn proudly MATTER ITS SIZE WITH CLIENTS standards. Unfortunately, in this busiWHEN TENSIONS ness there are some companies that just ARE HIGH don’t always care about that.”

In the heart of Tampa Bay, where the real estate market is as hot as the Florida sun, Jenn’s entry into real estate began as a family affair. Living in Denver, her ex-husband, “now my business partner,” Phone 310-734-1440 | Fax 310-734-1440 she explains, “was a software engineer. mag@topagentmagazine.com | www.topagentmagazine.com He said to me at the time, ‘Why don’t we move to Tampa and do real estate?’

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S.

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game. 4

Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship. Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for. 2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect. 3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions. 5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable. 6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader. You need to let them know that through it 6

all, you are a reliable support to them and have a complete belief in their abilities. Make sure to always praise their accomplishments. Remember: your job as a mentor is more about guidance than constant feedback. Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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JANE McCROARY

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Top Agent Jane McCroary is the number one RE/MAX Metro agent on the beaches— primarily servicing Pinellas and Hillsborough Counties in Florida, which encompass the Tampa-St. Petersburg area. How does a corporate executive from Long Island, NY become one of the top real estate agents on the Florida Gulf Coast? It’s a complex question that only Jane McCroary can answer. “My husband and I were investors initially,” she recalls. “In 1999 we bought our first Florida rental property. The market was so good back then that after a couple of years we took money out of the first property and bought more properties, that’s how it started. In 2008 we moved to Florida to get away from the corporate grind and enjoy a more outdoor lifestyle. I thought I would try selling real estate part-time, not realizing that there was no such thing if you’re serious about being a Realtor. Fortunately, I modeled my business on providing exceptional customer service and the business took off.” Eight years later Jane’s real estate business is in full flight. She estimates she will do about $25 million in volume this year and is 8Copyright Top Agent Magazine

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supported by a fabulous high quality team of support staff. Her primary service areas are Pinellas and Hillsborough Counties in Florida, which encompass the Tampa-St. Petersburg area. But when her clients request her services elsewhere, she often obliges. “I have sold or listed properties in Bradenton, Arcadia, and Deerfield Beach,” she says. “I have even sold two properties in Orlando, which is more than two hours away. My business is client-driven. If my

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clients ask me, I am honored and will try to accommodate them.” Her staunch commitment to customer service often sets her apart from her competition and is a big reason she is the number one RE/MAX Metro agent on the beaches. “I think it’s my New York state of mind,” she suggests. “My attitude is go, go, go. Especially with many northern clients buying in Florida now, that type of approach seems

“My attitude is go, go, go. Especially with many northern clients buying in Florida now, that type of approach seems to be a good fit. to be a good fit. They expect an agent to respond immediately, meet deadlines, and assertively go to bat for them. Past clients nearly always mention my responsiveness when leaving reviews.” Jane markets her listings using the customary marketing tools, such as social media and online/MLS, and works closely with a California-based marketing firm to produce high-quality branding, flyers, brochures, postcards and market reports. Her Customer Relationship Management system (CRM) Copyright Top Agent Magazine 10

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Jane is perfectly content flying solo; a one-agent operation supported by a competent administrative staff is the perfect arrangement. “I love what I’m doing,” she confirms. keeps in touch with her clients electronically, and she reaches out personally at least twice yearly to make sure they are kept abreast of new market developments and trends. The way she prepares a sale is unique and extremely effective. “I take a lot of time to make sure the pricing is realistic and the property is properly staged,” she explains. “I have a locker full of light staging items that I use to prepare my clients’ homes with extra decorating touches for the best results with photography, showings and presentation. It’s amazing the impact a few well-placed staging items can have on increasing the sales price and lowering the time on the market.”

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With her busy schedule there is not a lot of spare time, but Jane makes the most of planned time off by traveling to exotic international destinations. She has already rented a sea front home for a much-anticipated trip to Ireland next year and has chartered a catamaran to sail the Greek Isles the following year. As she looks to the future, Jane is perfectly content flying solo; a one-agent operation supported by a competent administrative staff is the perfect arrangement. “I love what I’m doing,” she confirms. “I want to leave everything as it is. I never want it to get so big that I don’t love it.”

For more information about Jane McCroary, call 727-348-3888, email JaneGulfBeaches@gmail.com, visit JaneMcCroary.com or view her videos here: http://

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Emotional Fluency:

How to Communicate with Clients When Tensions are High Managing emotions, expectations, and personalities are central to a successful real estate career. After all, this is a business based on relationships and interpersonal communication. Likewise, real estate is built on one of life’s central milestones—homeownership. This means that stress, disappointment, excitement, and competition are inherently Top Agent Magazine

involved in the process. As an agent, you take on the real estate world every day, but most of your clients aren’t well-versed in the norms of the industry and are likely riding an emotional roller coaster throughout. Acknowledging this, how do you steer the ship when emotions and tensions are running high?

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For starters, it’s not always intuitive. Just like you add tools to your arsenal when it comes to marketing, social media, or lead generation, you also have to add emotional tools to your repertoire. Here are a few ways to diffuse tense situations and keep clients on an even keel—even during the ups and downs of the transactional process.

Create realistic expectations from the outset and reinforce them as you go As a seasoned agent, some aspects of the industry may seem run of the mill to you, but may come as a shock to your clients. That’s

why communicating expectations from the beginning can help create reasonable touchpoints in the minds of your clients. In addition to talking through the steps of the transactional process with your clients, consider writing out a checklist or compiling a buyer’s guide that can serve as a resource for them throughout. Think of it like a security blanket, but one that’s built by facts, figures, and anecdotal experience. If you paint a clear picture of what to expect, clients are less likely to be taken by the surprise and react impulsively as a result. What’s more, reinforce next steps, expectations, and possible outcomes as you go. If your client is left to wonder or guess at what’s ahead or

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what will happen, they will either envision the worst-case scenario and panic, or they’ll misjudge the next step and be disappointed or left anxious as a result. Minimize surprises by communicating regularly, clearly, and with all options on the table.

When unveiling a problem, come to clients with potential solutions in hand Any agent worth his or her salt knows that bumps in the road are likely to occur along the way. You can’t promise a transaction free of stress or unforeseen issues, but you can minimize the ensuing stress by preparing you client in advance for any potential problems, and by addressing any problems

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clearly and with solutions already in hand. Clients are likely to become agitated if a problem arises and they can’t understand why or what it means. That’s why slowing it down, talking it through, and offering potential avenues for recourse can quell fears and remind clients why they chose you to facilitate the transactional process. This means you’ll have to vigilant, proactive, and on the ball. Of course, it’s much easier to be an agent when everything is going great and flowing naturally. It’s when things take an unexpected or negative turn that true talent is really tested. Accordingly, show your clients that you are confident and in control by remaining adaptable, communicative, and clear in your problem-solving approach.

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Never underestimate the power of listening As an agent, you are probably well-versed in putting out fires and sourcing solutions. Sometimes, however, clients are really looking to you as a confidante and a listening ear. You’d be surprised how much nervousness you can resolve by simply offering a listening ear and offering reassurance. Sometimes it’s not about providing a band-aid or a practical solution; oftentimes, it’s all about listening. Clients need to feel like they’re being heard, even if you’ve heard it all before. By listening to their fears, acknowledging their perspective, and reiterating their goals—you display your empathy and understanding, which is often just what a client 16

needs to feel better. In other words, you don’t have to break out the graphs and data each time a client airs his or her insecurity. First, slow down, listen, and interact on a personal level. You may stop an emotional upheaval in its tracks simply by putting your listening cap on. Not all clients are alike. Some will require a little more hand-holding than others, but it’s your job to put yourself in their perspective, recognize the milestone at hand, and managing the personalities you’re working with. The next time you feel frustrated by a client’s unpredictable emotional energy, keep these insights in mind as you diffuse the situation, steer them to a place of comfort, and fortify your interpersonal skillset in the process.

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JENN COOK-CIOTTI

When Jenn Cook-Ciotti and her dynamic team at Bahia International Realty talk about integrity, they don’t just pay lip service to the concept. Instead, they take it up a notch by having potential agents take a personality and ethics test. This exam isn’t just about ticking off the right boxes; it’s about ensuring that new recruits not only uphold high moral standards but also bring personalities that seamlessly blend with the company’s culture. “We believe in honesty and transparency,” states Jenn emphatically, “and we have very high ethics standards. Unfortunately, in this business there are some companies that just don’t always care about that.”

So, we packed up and moved. We didn’t know a single soul, and we were in real estate school the same week we arrived.” Although Jenn and her husband divorced, 21 years later she and her ex-husband and former father-in-law are still co-owners of their realty firm. “It’s a unique story all around,” she laughs. As for her brokerage, it boasts approximately 27 agents spread across Tampa, Orlando and Miami. Jenn proudly heads up the sales division, ensuring

In the heart of Tampa Bay, where the real estate market is as hot as the Florida sun, Jenn’s entry into real estate began as a family affair. Living in Denver, her ex-husband, “now my business partner,” she explains, “was a software engineer. He said to me at the time, ‘Why don’t we move to Tampa and do real estate?’ 18

that her personal touch and expertise are always at the forefront. When it comes to marketing listings, Jenn is hands-on and enthusiastic about open houses, unlike many top producers. “I really enjoy doing them because I enjoy meeting people,” she enthuses. “I like talking to people and hearing their stories. I also have fun showing off the houses.” As for her own personal production, she sells an impressive $16 to $17 million annually, earning her a spot among the top 500 agents in the Tampa Bay market. Her hard work and dedication clearly pay off. But what truly drives Jenn in this demanding industry? It’s her love for houses, her background in teaching and her unwavering commitment to helping her clients. “I take on their stress, and I actually enjoy doing it,” she says with conviction. “I take it as fuel. So, if I see that my clients are dealing with stressful situations, I take that as fuel and I fix it. I call myself a “fire fighter”. Beyond her thriving career, Jenn actively participates in community events and various charities, particularly those focused on human rights and anti-trafficking efforts. She recognizes the importance of giving back to the community that has supported her growth. And when she’s not tirelessly working or giving back, what does Jenn do for herself? She dances! West Coast swing, East Coast swing, and salsa – she embraces the rhythm of life both on and off the dance floor, finding it both refreshing and healthy. As for the future, Jenn and her team are in expansion mode. “We have a property management company and we’re expanding into different markets right now,” she notes. On the real estate side, her firm is also expanding. “I’m planning to hire REALTORS® to work directly with me,” she notes, “to create a Top Agent team. We’re going to take the market by storm!” Top Agent Magazine

For more information about Jenn Cook- Ciotti please call 813-810-7454, email jcook@bahiainternational.com or visit tamparealestatelink.com www.

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How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales. Top Agent Magazine

So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal. Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude. Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance. 22

Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it. It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible. Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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