Florida 3-4-24 by Top Agent Magazine

FLORIDA EDITION

Key Mistakes To Avoid For

A SUCCESSFUL HOME SALE

Small Yard?

Big Statement: How to Make The Most Out of Micro Outdoor Spaces

KEEPING IN How TOUCH – To Stay In

Your Clients’ Lives For The Long Haul

FEATURED AGENT

Things You Can Do to

GIULIANA RAISER-DUDUCA, PA

ANTICIPATE YOUR CLIENT’S NEEDS

COVER STORY

ALENA KNOEPFLER

FLORIDA EDITION

GIULIANA RAISER-D 9

ALENA

ALENA KNOEPFLER KNOEPFLER

GIULIANA RAISER-DUDUCA, PA

CONTENTS Meet Giuliana Raiser-Duduca, a passionate, charis-

matic, and devoted agent dominating the Southern In 2000, in Giuliana resettled to 4) Key Mistakes to Avoid for Florida territory. 15) Keeping touch – Palm Beach County, specifically Boca Raton, due a Successful Home Sale How to Stay in Your to her husband’s work/business endeavors. Clients’ Lives for The LongHaving worked within the private sector in customer Haul 6) Small yard? Big Statement:relations and with attorneys for many years and How to Make the Most Out ofcherishing her role, Giuliana decided to change 22) Things YouInCan to she her professional direction. AprilDo 2000, Micro Outdoor Spaces Client’s undertook Anticipate a new chapter,Your commencing her journey in real estate with Arvida Realty Services Needs Boca Pointe Office, where she become “Rookie of the Year 2000”. Later she joined Remax, where she was a multimillion dollar producer for 18 Phone 310-734-1440 | Fax 310-734-1440 years and Hall of Fame in 2012. In December mag@topagentmagazine.com | www.topagentmagazine.com of 2021 Giuliana joined Coldwell Banker Realty The Boca without Ratonprior Resort Beaches. Today, No portion of this issue may be reproduced in any manner whatsoever consentand of the publisher. Top Agent she Magazine is published by Feature Publications GA, Inc. Although are taken to ensure the accuracy of published standsprecautions as a solo agent, bringing to the table a materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. vibrant background as a bilingual agent that has To subscribe or change address, send inquiry to mag@topagentmagazine.com. stood the test of time through the ever-changing Published in the U.S. market conditions. 2

Focusing on the broader area of Top Palm AgentBeach Magazine and Broward County, Giuliana also occasionally

servi lever North built than from with tions

Giuli abou unde friend

Laughs!

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KEY MISTAKES TO AVOID FOR A SUCCESSFUL HOME SALE Steering clear of these common home selling errors is essential for a seamless and effective 4

transaction. Here are some top home-selling mistakes to avoid:

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Picking the Wrong Agent

Low-Quality Listing Photos

An experienced and compatible real estate agent is crucial. Select an agent with a strong performance history and knowledge of your local market.

Dishonesty

Improper List Price

Avoid setting an unrealistic asking price. Analyze the local market and similar properties to find a competitive and fair price.

Not Making Repairs

Make necessary repairs and improvements to attract buyers. Addressing issues beforehand can make your home more appealing.

No Home Staging

Proper staging is key. Declutter, depersonalize, and arrange furniture to highlight your home’s features.

Not Tending to Curb Appeal

First impressions are vital. Enhance your home’s exterior with maintenance, landscaping, and possibly a new paint job.

Ensure your listing has high-quality photos. Attractive, clear images can significantly impact buyer interest.

Lack of Marketing

Expand beyond traditional marketing. Utilize online platforms and various channels to increase your home’s visibility.

Be transparent. Fully disclose the property’s condition to avoid potential legal complications.

Having Emotions Involved

Maintain a business perspective. Emotional attachment can complicate the selling process.

Ignoring Market Trends

Understanding current market dynamics can guide your decisions regarding pricing and the best time to sell.

Not Being Flexible

Openness in negotiations can facilitate a sale. Be willing to consider reasonable offers and compromises.

Unprepared Showings

Maintain a show-ready home at all times. A tidy and clean environment can make a strong impression during unexpected showings.

By avoiding these common mistakes, you can increase your chances of selling your home quickly and at a satisfactory price. Top Agent Magazine

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 6

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature. Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically. When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components. Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams. If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well. Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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ALENA KNOEPFLER Top Agent Magazine

With a fluency in multiple languages, Top Agent Alena Knoepfler operates as a solo agent, predominantly serving clients from Germany, Switzerland, and Austria. Originally from Germany, Alena Knoepfler found her calling in the sunny landscapes of Florida. Her adventure began with a personal love for the East Coast, which she discovered during a visit five years ago. This passion quickly transformed into a tangible reality as she acquired her first home, followed by several others within a short time. Alena’s 10 Copyright Top Agent Magazine

real estate endeavors attracted attention back in Germany, inspiring her to pen a book that detailed her experiences. This literary venture opened new doors, leading to requests for assistance in property acquisition, primarily from German-speaking clients. To better serve Top Agent Magazine

these clients, Alena pursued and obtained her real estate license amidst the COVID19 pandemic. Today, Alena operates as a solo agent, predominantly serving clients from Germany, Switzerland, and Austria.

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Alena’s distinction as a real estate agent is rooted in her unique strategies and international perspective. A key factor contributing to her success is her exceptional client rapport, built through

11 Copyright Top Agent Magazine

Alena’s business largely thrives on word-of-mouth referrals, a testament to her trusted reputation in the industry. “Around 99% of my business is from referrals.” personal visits and meetings across Europe. This personalized touch, combined with her fluency in multiple languages, allows her to connect deeply with her clientele. “I fly to my clients or I see them where I am,” she explains. Her business largely thrives on word-of-mouth referrals, a testament to her trusted reputation in the industry. Copyright Top Agent Magazine 12

“Around 99% of my business is from referrals,” she explains. Wanting to eliminate the stress of buying and selling property, Alena handles everything from A to Z. “If they have questions about how to transfer funds, clean the house, find the right property managers, or anything in between, I’m ready to help them,” she says. She assists with Top Agent Magazine

diverse aspects of property transactions, including navigating complex taxation issues across different jurisdictions. This all-encompassing approach ensures that her clients receive thorough and tailored assistance, making her stand out in the real estate landscape. Loving where she lives, Alena makes time to give back to the community. She often does pro bono work with victims of

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real estate fraud. “I do a lot of things for free, especially for victims,” she says. Her commitment involves significant coordination with agencies like the FBI and the Secret Service. During her free time, Alena enjoys the company of her unique Mini Husky, one of only about 700 worldwide. This small companion is not just a pet but a travel partner, accompanying Alena on her trips, including client meetings.

As Alena looks towards the future, her focus is on growth and expansion, both in her team and geographically. She aims to serve more clients, recognizing the need for a team that understands the nuances of culture, taxation, and legal matters associated with international real estate. “I would love to have offices in Europe,” she

explains. This growth is not just a business strategy, it’s a step towards enhancing the personal connections she cherishes. Alena finds deep fulfillment in her work. “I just love hearing people’s stories, and finding out how they fell in love with this state. It is so heartwarming. My clients become my family by the end of the transaction.”

For more information about Alena Knoepfler, call 321-285-2323 or email alena@selling-florida.us

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g n i p Kee h c u in To

HOW TO STAY IN YOUR CLIENTS LIVES FOR THE LONG HAUL

One sign of a great real estate agent is there long list of loyal client following. Part of achieving a great referral base is being a great realtor during the transaction. But, that’s only half of the work. To truly be your client’s realtor for life and keep them coming back to you as well as referring others to you, you have to stay in their lives past the transaction. Keeping in touch with your past clients can be one of the most important parts of your business, and one that many realtors tend to push to the wayside. Do you stay in your client’s lives, or do you disappear? People refer people that they feel they know well and that they trust, people they consider friends. However, earning and keeping your client’s trust involves maintaining a delicate balance with how much you contact them. Experts recommend reaching out to your clients at least quarterly. But, it’s not just about how often you stay in touch. You also need to be mindful about how you are reaching out to them. Here are some tips on how to keep in touch with your clients for the long haul: Top Agent Magazine

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INDIVIDUAL PERSONAL CONTACT One of the best ways to keep in touch with your clients is to simply give them a call every once in a while. Follow up and see how your clients are doing. Offer them assistance if they need it. Personalized contact helps to ensure that you remain as important to your clients long after the sale as you were during the transaction. Giving your clients a call on special occasions such as birthdays or holidays also makes for a great personal touch. Of course, nothing beats face-to-face contact. Stopping by to say hello can be a great way to keep in contact. An even better way to catch up and maintain that friendship is to set up a lunch or coffee date with past clients. Giving individual clients your undivided attention goes a long way towards maintaining that bond you formed during the transaction and earning your client’s loyalty and trust. Interactions like this make a lasting impression on your clients. Of course, many busy REALTORS® may not have time to follow up with every client oneon-one. A great way to still give personal attention to your clients without meeting each and every one for lunch is to throw a client appreciation party. This allows you to get in some face-to-face time with each client and make sure they all get your undivided attention and quality time to catch up with you, even if it’s only for a short time. Now, if you have a lot of past clients, this can be difficult to manage during one party. One way to get around the numbers problem is to organize smaller events based on client’s interests. Instead of throwing one giant party, host a pool party for the families with kids or a wine and cheese get together for single clients. Hosting special events like these ones goes a long way towards keeping your contact with past clients more personalized and setting you apart from those businesses that simply send them a calendar once a year.

PROVIDE CLIENTS WITH USEFUL NEWS PROVIDE CLIENTS WITH USEFUL NEWS One way that many REALTORS® keep in touch with their clients is by sending them newsletters. This form of contact can be a double-edged sword. You want to make sure you provide them with useful information that reminds them of your value as a real estate professional. Otherwise your communication will amount to nothing more than spam, and clients will think of you less as a trusted friend and more as a nuisance salesperson. Clients react much more positively to communication containing information that is pertinent to their lives. Update your clients on what is going on in their local community and

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housing market. Demonstrate your knowledge about the community and the things that are important to your clients. Include information about local cultural events, community news, housing statistics, information on the mortgage market, home maintenance advice, home design tips, and anything else that your clients will find personally useful. Your clients will always be interested in value.

SEND CLIENTS MEMORABLE AND PERSONAL CARDS Sending your clients cards related to important events in their lives and letting them know that you remember those events and care will go a long way towards building and maintaining a close personal relationship with them. You want to make sure your cards stand out, though. Sending popular holiday cards can be a mistake, as they will most likely get lost amongst all of your clients other holiday cards and will be quickly forgotten. Instead send something more personal such as: HOME ANNIVERSARY CARDS: Send cards to each client on the anniversary of the closing of their home.

CONGRATULATORY CARDS: Remember important events such as wedding anniversaries, graduations, new babies, etc.

SPECIAL BIRTHDAY CARDS: Instead of just sending your typical birthday card, add something special to yours that will stand out. Include a $1 scratch off ticket or a $5 gift certificate to Starbucks. Make sure to include a handwritten personal note.

GIVE CLIENTS AN UNUSUAL GIFT Make sure the gifts you send your past clients stand out. Send your past clients an odd gift at the beginning of the year or on a holiday. Think outside the box and send things like funny magnets, customized mugs, a personalized piece of wall décor, and other fun and unusual items. A great way to make your gift stand out even more is to include a funny note with it that will catch their attention as well as make them think of you. For example, one cute idea is to send clients a bag of popcorn with the note, “Real estate is popping, give me a call.” You could send a bag of goldfish with a note attached that says, “I’m fishing for your referrals.” Get creative and have a little fun with it, your clients will notice and remember you for it. Top Agent Magazine

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TAKE ADVANTAGE OF SOCIAL NETWORKS

Social networking sites make staying in contact with past clients in a more informal and friendly basis much easier. Connect with your past clients on Facebook. This will help you stay up to date on the important things happening in your pact clients’ lives. In return, it provides you a great platform for keeping those past clients up to date with what is going on in your business as well as keep in contact in a more informal manner. Use Facebook to remind past clients to check their basement after a heavy rain or that they can contact you for help during tax time. You can even organize your contacts on Facebook into customized lists such as “past clients,” “industry contacts,” etc. This will help you better manage your Facebook contacts. This will also allow you to view specific news feeds based on these lists and send messages to a particular list of contacts. Don’t forget about the many other social networking sites such as Twitter or LinkedIn either. Utilize this technology to drive personal contact with your clients.

STAY ORGANIZED No matter how you choose to keep in contact with past clients, make sure to be consistent. Consistency will help you stay organized and diligent about reaching out to your past clients regularly. A tool used by many real estate professionals to stay organized is a customer relationship management solution. Whether you use one that is online or a computer software program, this will help you stay organized when managing your contacts and allow you to set notifications to alert you when you need to contact certain clients, send out gifts, plan a client appreciation event, and many other things throughout the year. Staying organized and consistent in your contact with past clients will help you continue to build and manage your referral base, as well as open the door to repeat and referral business. 18

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GIULIANA RAISER-DUDUCA, PA

Meet Giuliana Raiser-Duduca, a passionate, charismatic, and devoted agent dominating the Southern Florida territory. In 2000, Giuliana resettled to Palm Beach County, specifically Boca Raton, due to her husband’s work/business endeavors. Having worked within the private sector in customer relations and with attorneys for many years and cherishing her role, Giuliana decided to change her professional direction. In April 2000, she undertook a new chapter, commencing her journey in real estate with Arvida Realty Services Boca Pointe Office, where she become “Rookie of the Year 2000”. Later she joined Remax, where she was a multimillion dollar producer for 18 years and Hall of Fame in 2012. In December of 2021 Giuliana joined Coldwell Banker Realty The Boca Raton Resort and Beaches. Today, she stands as a solo agent, bringing to the table a vibrant background as a bilingual agent that has stood the test of time through the ever-changing market conditions.

services the Miami area, assisting investors by leveraging her vast knowledge of the surrounding Northern and Southern regions. With a business built on meaningful relationships, giving her more than 80% of business from repeated and referrals from her clients. Her natural ability to network with peers and establish genuine client connections sets her apart. Giuliana, a true people person, is passionate about serving others and takes the time to truly understand her clients, often forming enduring friendships with them. Her unmatched positive

Focusing on the broader area of Palm Beach and Broward County, Giuliana also occasionally 20

nature and earnest efforts to stay in touch with clients is vital to her success. According to Giuliana “The key is staying in touch with clients, so they know that I’m here for them when they need me,” whether through texts, phone calls, remembering meaningful milestones, or simply reaching to check in, she ensures her clients know she has their best interest in mind. Giuliana utilizes Coldwell Banker Realty resources such as Listing Concierge to effectively market listings. The professional marketing tool offers photography, postcards, property brochures, and youtube advertising. It also syndicates to popular websites nationwide and globally. Additionally, Giuliana goes the extra mile by proactively contacting her colleagues and brokers in her network about hosting Brokers Opens with intimate settings to spread the word about new listings. Her devotion is reflected in her outstanding range in homes. Beyond her professional achievements, Giuliana’s passion for real estate is motivated by her love for people and being a part of helping them meet their goals. She wants to be on that journey with them each step of the way. She thrives on the adrenaline of showing homes and overcoming challenges. Most of all she values creating authentic connections with clients and taking pride in helping them realize their homeownership dreams. Looking ahead, Giuliana foresees a bright future as she plans to expand internationally, specifically connecting with peers in South America and Europe. Reflecting on her career over the last two decades, she shares “Being a realtor is not a regular job; it’s a passion and privilege, and I enjoy every second of it.” Giuliana is grateful for the moments, opportunities, and relationships her career has brought her as she continues to forge ahead as a Top agent of Palm Beach and Broward counties. Top Agent Magazine

For more information about Giuliana, email Giulianaduduca@gmail.com or call 561.926.0738 Photos by Lloyds and Waylett Photography

Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job. You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction. Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance. Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client. This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer. This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are Top Agent Magazine

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly. Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on. There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed. 23

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