FLORIDA EDITION
3 TEAM BUILDING EXERCISES to Revitalize Momentum in the Office Business Growth Hack: ABSORB YOUR CLIENTS’ STRESS!
FEATURED AGENT
ROBIN RAWALD COVER STORY
MARCY JAVOR
How to Recognize TRUE LUXURY PROPERTIES When it’s Time for a HOME OFFICE
FLORIDA EDITION
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MARCY JAVOR
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ROBIN RAWALD ROBIN RAWALD
CONTENTS 4) BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS’ STRESS! 13) HOW TO RECOGNIZE TRUE LUXURY PROPERTIES
19) WHEN IT’S TIME FOR A HOME OFFICE 22) 3 TEAM BUILDING EXERCISES TO REVITALIZE MOMENTUM IN THE OFFICE
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Business Growth Hack: Absorb Your Clients’ Stress! Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth. 4
You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up
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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable. Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.
Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family. And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions. Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.
Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service. Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine
Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and
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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly. Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted. Instead, they know trust must be earned and nurtured over time.
Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6
mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’” Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares. If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help. When clients feel cared for, they remember the agents and partners who helped them.
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MARCY JAVOR “I don’t take ‘no’ for an answer and ‘I don’t know’ is not in my vocabulary!” says Marcy Javor, executive director of luxury sales with the division of Signature One in Boca Raton, FL, where she currently is the top sales agent. She also never misses a phone call. “I call back within minutes and my clients joke that I never sleep!” says Marcy. “I won’t let anybody down; even when adversity strikes, I personally make sure things close.” Given that her professional background includes the powerful combination of entrepreneurship 8Copyright Top Agent Magazine
and 25 years in a commodities trading industry, Marcy’s entry into real estate made more sense than even she realized at first. Having owned and operated a Commodities Trading Advisory (CTA) firm for 15 years and followed global financial market trends for her entire career, in real estate Marcy quickly became people’s advisor on when to buy and sell. Early on in real estate, however, Marcy focused only on land transactions while still active in commodities. “But in 2013, a friend asked me Top Agent Magazine
8 8 1 2 T W I N L A K E D R I V E , B O C A R AT O N , F L
MESMERIZING WATER VIEWS
One of the most prestigious homes in Long Lake Estates,completely renovated 1.12 acre lakefront point lot with panoramic 350 feet of mesmerizing water views.Located in one of Boca Raton’s finest school districts,this completely transformed 2014 renovated home has been re-done from top to bottom with top of the line designer-decorated finishes including a 15 foot marble fireplace to the amazing outdoor entertainment space, a fenced in tennis court and a wood dock for paddle boating. The home sits at the end of the cul-de-sac, with a circular drive lined with beautiful tropical landscaping, opening to the Porte Cochere entry to this 7 bedroom, 7.3 bathroom residence with a sophisticated modern flair.Lake Views from almost every room, including a first floor master suit with his/her spa bathsPanoramic lake views surround this lushly landscaped 1.12 ±-acre point estate on 350 ± feet of shoreline outfitted with a Wood Dock. By the sweeping lakefront lawns, the magnificent resort-style terrace features an oversized pool with spa and an entertainment loggia with full summer kitchen. The fenced tennis court is placed to the side. A new high-style renovation, this stately residence totals 13,357± square feet with seven bedrooms, seven full and three half baths, elevator, five-bay garage, impact-glass windows, surround-sound media systems, Lutron lighting, and elaborate security system. The fine furnishings are additionally available through renowned designer Meredith Baer Home. Offered at $5,490,000
MARCY JAVOR
Luxury Homes Specialist
7431 West Atlantic Avenue, Suite 49, Delray Beach, FL 33446
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561.371.5226 Marcy@EstatesbySignatute.com www.MarcyEstatesBySignature.com
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450 S Maya Palm Road Boca Raton, FL 33432 offered at $8,395,000, Furnished.
to help her out when she was going through a divorce,” Marcy explains. “I helped walk her through the process of how to sell a house and find a new one and realized that selling residential real estate was not about schlepping people around; it was about teaching, guiding and giving people confidence so they can make smart decisions.” Copyright Top Agent Magazine 10
Marcy noticed that her ability to educate and empower her clients with information mirrored her ability to help commodities investors make wise decisions. “Over the years, I have developed a terrific rapport with people interested in investment opportunities with strong risk management capabilities,” she adds. These practices are second-nature to Marcy. “I love educating my clients about the changing market here in South Florida,” says Marcy. “‘Relentless’ is really my middle name!” she adds. Combined with her background, Marcy’s eagerness to listen helps her translate her knowledge into her clients’ success. She knows what it takes to be a good REALTOR®, which explains Top Agent Magazine
her remarkable success in her first few years in full-time residential real estate. “It’s not just showing or marketing homes, getting offers and closing deals. In Florida, we write our own contracts. I wear several hats!” Those hats all fit well and include advisor, educator, contract specialist, marketer and market expert. “Deals don’t fall apart with me.”Her Mantra has quickly become “come to the one who gets it done” Meanwhile, as a perennial business person, Marcy will not avoid spending money. “Some people are afraid to spend money, but you have to put money into the business and into your clients.” When marketing listings, for instance, Marcy spares no expense. “I spend money in Top Agent Magazine
online advertising to target buyers; I do brochures and boosted targeted social media posts; and I do at least 10,000 mailings for each listing when most people do 500. Anything that can be done, I do it.” She takes advantage of marketing tools available to her through Signature and gives the utmost attention to each listing. “I’m personally responsible for each listing and I don’t move on Copyright Top Agent Magazine 11
until they sell.” To that end, she won’t focus on more than 12 to 15 listings at a time. Marcy’s dedication both to perfecting her real estate services and to supporting her 17-year-old son’s life goals motivates her to continue growing
her business and reaching further into the luxury markets. “I’m aiming to bring Signature into the international luxury markets at the same level of the Douglas Elliman’s and the Corcoran’s and the Sotheby’s,” says Marcy, who has the tenacity and innovation to do so.
Marcy has also started Signature One Luxury Estates, LLC. the new luxury division of the Signature Real Estate companies. For more information visit SignatureOneLuxuryEstates.com or email Marcy@signatureonele.com or call 561-371-5226 www.
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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good
architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider. Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?
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• Practical Layout: Make sure you have enough room to live
in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.
• Unobstructed Views and Light: You want to live in
a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?
• Windows: Windows are the primary source of losing heat and
cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.
• Ceiling Height: Consider the cubic footage of the property.
You want to look for high ceilings that increase the openness of a room. Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.
• Storage: If you’re a woman, you will understand this one. We need
lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage
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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space. • In-Unit Laundry: In-unit laundry has become necessary for
any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.
• The Gym: Having a fitness area nearby is an amenity that is especially
important, particularly in winter when you don’t feel like walking to the gym a few blocks down. One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees. • Move-In Ready: I’d advise against buying time-consuming and
frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.
• Reputation: Pay attention to the reputation of the building. A
property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.
If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have. If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property. Top Agent Magazine
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ROBIN RAWALD Robin Rawald’s clients would say that any agent should strive to be the kind of agent Robin is. One couple, describing the time that they worked with Robin for a home purchase, remembers that after the closing, even the seller complimented Robin, saying they would refer her to anyone looking for a Realtor. Turns out this is normal for Robin, who is the kind of REALTOR® who continually surprises her clients, even those who have worked with her on multiple transactions. Her buyers say she guides them every step of the way, always making sure they learn of listings immediately and that their needs are met. Her sellers rave about Robin’s marketing strategies, tenacity, and eagerness to roll up her sleeves to make deals work. A leading agent with Coldwell Banker Premier Properties in St. Augustine, FL, Robin sees repeat business from clients who wouldn’t go to anyone else. And she’s such a genuine individual that it takes prodding to get Robin to tell her own success story. “I think people come back to me because of the service I provide and because I become great friends with most of them,” she says of her high rate of repeat and referral business. One client applauds her smart, kind, thorough, knowledgeable and genuine, saying that she started with a REALTOR® and ended up with a “friend for life.” The fact that she truly enjoys her work adds a special dimension to the effort Robin puts forth for each client. “I wake up happy every day because I like what I do,” says, adding that another true joy is the fact that her step daughter works as her assistant. Together, they approach their clients’ needs with steadfast, hands-on attention, whether guiding first-time
buyers seamlessly through what otherwise might seem a confusing time, or getting creative with preparing homes for marketing and sale. Robin explains that to market listings, she takes advantage of the Coldwell Banker resources as well as a strong social media presence and several print publications. Relationships like the ones Robin forms happen when a REALTOR® keeps clients’ interests at heart, makes themselves available for any and every question and communicates proactively every step of the way. Robin entered South Florida’s real estate market with the professionalism and people skills that in 2005 led her to the Rookie of the Year Award at a branch of Coldwell Banker. By 2007 she was Top Producer; and for three years, she has won the Diamond Award for Coldwell Banker. But among her greatest honors was being named Woman of the Year by the National Association of Professional Women for 2013-2014, plus a previous nomination in 2011. These designations speak to her passion for her trade and for her eagerness to help others succeed. She also believes in the importance of giving back to people in need, donating time and effort to Wounded Warriors, K-9 for Warriors, Ronald McDonald Charities, and Children with Disabilities. As she rolls out new branding and develops a larger team, Robin places great emphasis on doing well by others. “Loyalty and are so important today,” says Robin, who wants that message to sit at the heart of her growing team and the messaging they convey through their branding. “I love what I do,” she says. “As long as you do what you love, every day you wake up and say it’s a great day.”
To learn more about Robin Rawald, visit rawaldhomes.com or facebook.com/rawaldhomes, email rawaldrobin@yahoo.com or call 904.325.3720 www.
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When It’s Time for a Home Office by Nancy Michaels
So, you’re tired of clearing your papers off the dining room table every time someone wants to eat (how dare they!). And you’re still recovering from the business call you were forced to take that time your 5-yearold pressed the phone into your hand just as you stepped from the shower (it’s amazing how professional one can sound while wrapped in a towel and dripping wet).
fairly easily for this purpose. Use bookcases, filing cabinets, plants, screens, even lighting to define your work space. It’s essential that you remain committed to your space as office space. Without this psychological distinction between home and work, the two areas of your life may slide into one another, causing you to lose focus, and thus, productivity.
Sounds like it’s time for a home Choose furnishings that are ergooffice. nomically correct, and which fit in with the decor of the rest of your Ideally, you’ll have a spare room to home. Lighting should come from turn into office space—preferably three sources: natural, ambient and one with a locking door. An extra direct. Give yourself enough storage bedroom, the basement, or attic can space to keep your work area all serve this purpose. If you don’t uncluttered. You may want to store have room for a dedicated office, your supplies in another part of the take a look around your house to see house, keeping just a week’s worth where you can carve yourself some in your office. And schedule a space. A closet, bedroom corner, weekly or biweekly cleanup where hallway alcove or even the area you go through your papers and files under a stairway can all be converted and either throw away or stow away Top Agent Magazine
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anything that is not essential to the daily operation of your business.
event of a power failure. An uninterruptable power source supply is also a must for the home office. This will keep your computer running during a power outage until you’re able to safely shut it down.
Almost every business requires a computer system. Don’t skimp. You want something with enough speed and memory capacity to last into the future. A good-quality inkjet, or Another essential component of the preferably, a laser printer is also home office is telecommunications, essential. Investigate the all-in-one meaning telephone, fax and Internet printer, fax, copier and scanners. access. An account through an These may save you money as well Internet service provider or online as precious office space. I also service shouldn’t cost more than $20 recommend a computer backup per month and it will give you the system, which will protect the ability to send and receive e-mail. contents of your hard drive in the 20
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It’s essential that you remain committed to your space as office space. You’ll probably want more than one answering” from your phone comphone line, three if you’re using one pany. It’s just a few dollars a month line for a fax and modem hookup. and sounds more professional than It’s wise to invest in a business line, an answering machine, and which which allows you to list your won’t break down while you’re on business name and number in the vacation. phone book and with directory assistance. To keep costs down, use A home office can either improve that line for incoming calls only. If productivity, or harm it. You may find you don’t want the expense of a yourself doing paperwork at 2 a.m. business line, but can do without a when you should be sleeping, or repeat of the shower scene, order flipping to General Hospital at 3 p.m. “distinct ring” service from your when you should be working. It’s phone company. This is a separate helpful to treat your home office as phone number which rings into your you would an outside office, complete home line, but sounds different from with “starting” and “quitting” times. your normal ring. This alerts you This will help you stay focused, and family members to incoming organized, and productive. And your business calls. If you’re dishing up family will appreciate having their dinner or washing the dog, you’ll dining room table back. know to let your answering machine, or better yet, your electronic voice Nancy Michaels, of Impression Impact, mail system, grab the call. If you’re works with companies that want to reach in the shower, hopefully your 5- the small business community and with small business owners who want to sell year-old will know to do the same. more products and services. Copyright©, You may also want to order “call Nancy Michaels. All rights reserved. Top Agent Magazine
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3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office 22
members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.
Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can
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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked. Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.
Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies. For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, Top Agent Magazine
to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.
When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups. Encourage groups to think up team names, and organize trivia questions into themed categories. Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively. Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked. Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way. At the end of the day, you’ll boost your business, office morale, and colleagues in the process.
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